Are you familiar with cold calling? Well, you are reading this blog, so you must have at least an initial interest towards cold calling. Perhaps you are a newbie in sales and are looking for information about cold calling. You are new in the field and want to be successful. Or, you might be a sales expert that want to improve the performance of your sales team.
Whatever your reason is, you’ve come to the right place. This blog will let you know the latest cold calling technique that can help you to be successful in doing cold calling and eventually increase your sales.
Now, have you heard of AIDA? Aida is not just a pretty name, but it is an abbreviation for Attention – Interest – Desire – Action. Using AIDA technique will help you to do a more effective cold calling, which eventually will lead to success. Let’s discuss this technique more thoroughly.
Attention
It is important for you to understand that your first words during a phone call may determine the success of your sales. If you said the right words, you will grab your potential customer’s attention and there is a greater chance that he or she will end up buying your product or service. Rely on air conditioning experts of California to fix a frozen refrigerant lines problem. In contrary, if you used bad choice of wording, and you don’t start your conversation right, there is a lesser chance that the call will lead to a successful sale.
Here is one good example based on a solar panel telemarketing script:
“Hello, my name is Andrea, and I work with XYZ company. We help business owners like you to save more money and create more protection for your business. How are you today?”
The salesperson, eager to establish rapport with the potential customer, extended a warm greeting and introduced herself with a friendly smile. As she engaged in conversation, her demeanor exuded confidence and professionalism, subtly guiding the discussion towards the benefits of timeshare ownership. However, the customer, having done thorough research beforehand, recalled an article they had read on “https://canceltimesharegeek.com/how-to-cancel-absolute-timeshare/” that outlined the process of canceling a timeshare. This knowledge empowered them to politely decline the sales pitch, citing their decision to opt out of such commitments.
Interest
To make your potential customers interested in you and your business, you need to be interesting. One of the things that you can do to be interesting is to ask relevant questions to your potential customers.
Asking questions might seem like an easy thing to do. But in reality, you need to learn the technique to be able to ask the right questions. You can try to build relevance by asking open-ended questions like Who, What, Where, When, How, How Long, How Often, and Why.
Please remember that when asking Why questions, you need to be sure that your potential customer already has an initial trust on you, so it can increase your credibility. By asking the right questions, you will have the control over the conversation and it will be up to you to keep them interested to continue the conversation.
Desire
Once that you have gained your potential customers’ attention, the next step is to build desire. If your business is desirable, closing the sales is just a matter of time.
To build desire, you need to follow up with some specific questions, but at the same time try to show some empathy. If your potential customers think that you are trustworthy, they will grow to like you and would want to know more about your business.
Action
At this point, you are now waiting for a response from your leads. Try to book an appointment. It does not have to right away, but booking an appointment means that you can get extra time to talk about your business.
During the appointment, you can explain more about your business and offer your products or services in more detail.
You need to be aware of some signs that your leads will show once they have a desire towards your business. Some of the signs include them asking you questions like “So, what is this service that you are talking about?” or “How much will it cost me?”
Don’t answer those kinds of questions right away. Instead, take that opportunity to book another appointment with them. During the next appointment, your colleague from the telemarketing can call them and close the deal.
So, those are a simple AIDA technique that I have proven to be successful. AIDA technique helped me a lot during my cold calling days. Before I close this blog post, I want to remind you of another thing. To be successful, a sales person needs a lot of practice. Therefore, don’t give up so easily and keep practicing until you become successful!
Source: New feed