Important basics when cold calling:
Of yourself, environment, product/service knowledge, and your company.
Getting attention, key connection phrases explaining your purpose. Try explaining what your product or service has achieved elsewhere.
Use thought provoking questions to facilitate understanding and enable a dialogue - try not to sell or push just yet.
Be objective in your call. You do not have the answers all the time. Nor does your product or service.
Listen and interpret:
Do not jump to conclusions. Try to clarify any areas that are unclear.
Inform and recap:
Work with the client/prospect to review needs.
Clearly Identify Needs: If needs are Identified, underline them and then underline how you can address the needs.
Keep notes & CRM updates: Stay current and on top of you client list. The cold call will not be so cold the next time you call this prospect/client.
A recent article in the Sunday Business Post shed some light on where services companies might see some sales leads. The article clearly identifies recruitment trends in Ireland and as any self respecting sales person knows, where there is recruitment activity there are sales.
Full story here: http://www.thepost.ie/post/pages/p/story.aspx-qqqt=RECRUITMENT-qqqs=themarket-qqqid=53551-qqqx=1.aspweeblylink_new_window