Saturday, January 21, 2017

5 Tips To Cold Call Effectively

5 tips to cold call effectively

Let's talk about cold-calling, the most revered type of sale next to door-to-door sales. This piece is some tips that I've learned over the years to cold call effectively. To me cold calling is not an optional skill, it is something that must be learned and you must develop a thick callous in your mind while doing this. You're not a true phone salesman if you don't know how to cold call, you can't come into my industry and not have the ability to handle 500 "nos" in an 8 hour period. You need to love what you do in order to keep going because you'll get blown out of the business, a very lucrative one indeed. I'm not like you, I don't have formal education to fall back on, I had to learn this based on the fact that who's going to hire a high school dropout? You know who? One of the biggest mortgage companies in America, I'm a mortgage banker now. How? I spent countless hours practicing a skill set that is the most sought after skill set in the world, generating revenue for companies. 

Here are 5 tips to cold call effectively

1. Just know that no one wants to talk to you.

It's so true if you're a salesman and you're reading this, no one wants to talk to you. You need to know that right off the bat. Put it in your mind that there will be absolutely not one person who wants to receive a telemarketing call. I was on a call with a lady and right off the bat she said: "take me off your [sic] list." I said "Yes I will take you off the list, I'm calling in regards to the property off of 4th St, the one out in Los Angeles, does that ring a bell?" she said "take me off your list," I said "Yes, I will take you off the list and the reason why I'm calling is because one of our reps reached out very briefly in regards to the reverse mortgage program, and I was just calling to see did you get the reverse mortgage done?" she said "I don't want or need a reverse mortgage, I'm getting pissed the [sic] off so I'm not interested!." I said, "ma'am I know you're not interested I agree  allow me to ask you when you were interested why didn't you get it done?" Click. She hung up on me. All that effort for nothing right? Not exactly and it'll be explained moving forward. Take her off the list afterward you can be fined a lot of money if you don't. 

Here are some tips you can use to become a master at cold calling

2. Never cut a person off.

You want to keep them on the phone for as long as possible but you do not under any circumstances talk over that person if they have the complaint you listen. You listen until they finish that sentence of "I'm not interested, all you [sic] people keep calling me and it's really annoying and I wish you people would stop calling. What is wrong with you people? I'm at dinner with my family right now." NEVER UNDER ANY CIRCUMSTANCE cut them off while they are talking, it's rude and unprofessional as a salesman and if you want to convert you had better not cut them off especially during complaints. After they are done you say "I agree, it's probably a very bad time for you to talk and I know you get these calls a million times a day and it's super annoying, I was just calling regards to the 4th St property the one out in Los Angeles.." After you've listened and acknowledged the initial complaint go right back into your pitch. But Jon, they're eating with their family right now? Am I really to disrupt that. NEVER flinch, unless they say "I had a family member die today," never under any circumstance flinch. 

Here are some tips you can use to become a master at cold calling

3. Understand you're not a customer service rep.

I've seen too many salesmen end up cold calling like they're customer service reps. Start off the call with "I was calling in regards to the..." customer cuts the salesman off and says "not interested and I'm busy." The salesmen respond "Okay we'll try again later." You know, you should be fired for that effort. It takes no effort to let a potential client go like that. Do you know why salesmen are the highest paid profession on the face of this earth? It's because I don't care if you have your grandkids on your lap and you're feeding them, a normal person does, but a salesman will say "hey I know you've got your grandkids there, before we get off the phone, do you treat your grandkids better than your own kids Reason I ask is because my parents love my children and I feel they treat them a lot better than my brothers and me growing up?" Long story short I converted a client because I had the wit to come up with something to keep him on the phone.

Here are some tips you can use to become a master at cold calling

4. You must use time-constraints on every call.

Let's say you've handled every initial objection the person about 4 times and they finally give in and you've been on the phone with them for about 45 seconds now. Yes going back to the first rule remember no one wants to talk to you, you will have to rebuttal 4 times within 45 seconds more often than not. Once they start opening up before you pitch you're always going to want to say something like "I know you're time's important and I want you to know I'm going to make it quick I promise." Have them acknowledge it. The reason why you need them to acknowledge that they know it will be quick is because you don't want to be talking to a brick wall. You need to engage this person and let them know it won't take long, once they know that, their guard is down and they will listen because you just promised you would make it quick. Just to have them stay on the phone with you is not enough, they must listen and you must convert if you want to have food on the table.

Here are some tips you can use to become a master at cold calling

5. Understand you will be extremely uncomfortable.

Everything you've ever wanted lies outside of your comfort zone. There are going to be many times when you don't want to rebuttal that person but you never know truly unless you push. Push, as far as you can get with a person, you're going to take them off the list anyways right after so you might as well squeeze every lead for every drop because the one's that you push far enough will end up your clients for life. Don't back down, blow through the emotions. Jim Rohn says "it's easy to pay the price when the promise is clear," in this industry, there is no promise, guarantee that you'll make one sale after 500 phone calls. Here's the good news, there's something called the laws of averages, sales is a numbers game so virtually out of 10,000 phone calls you will convert some of those into sales. You need to know that, and if you can become an extremely good cold caller, you will never have to worry about the economy or ever be out of work. That promise is clear as crystal. Happy selling!

Here are some tips you can use to become a master at cold calling

I hope you enjoyed, reading this article. My name's Jon and I specialize in writing for current events, the wonderful world of mortgage banking and life in general. If you have any questions or maybe even featured on my articles feel free to reach out. By the way if anyone you know is looking to refinance or needs a reverse mortgage send them my way my friends! If you have any questions feel free to send me a message on LinkedInFacebook, or Instagram.

This is how I feel about Donald Trump and Duterte being my presidents!

Jon Arpon "Orange Countys Premier Mortgage Banker."

Reverse Mortgage Professional / Mortgage Banker NMLS 

1447861, Company NMLS 7147

2030 Main Street, Suite 350, Irvine, CA 92614

Direct: 949.441.2048

Fax: 888.537.6148


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