Business to business cold calling.

If you make business to business or person to business cold calls, remember, that you must not speak about making sale. Saying "please, buy my product" or "make a decision if this product is right for you" will put your call to an end.

Instead of making mistakes with cold calling, decide what your goal would be and stick to that. In business to business cold calling a goal can be one of the following.

• To make an appointment. This would give you a chance to meet your prospective customer eye to eye and tell him about your product.
• Cold calling to create a sales lead. That is, to have a permission to make further calls and to keep your customer updated.
• Cold calling to get references. This is unlikely. If your goal is to get references, you ask if they know someone who would want your product.
  
  
  Cold calls to generate references are not very productive.

In fact, you will find it easier and more fruitful to perform cold calling in order to make an appointment.

How to win the attention in cold calling?

To make your cold calling a success you must catch your customer's attention. To do this follow these simple rules.

• Speak clearly without mistakes.
• Do not use sophisticated language. Too much tech expressions can make you sound silly.
• Identify yourself and start with a catching sentence describing your company.
• Cold calls will have more success if you know the name of the person you talk to. Calling him/her by name several times diring the conversation is a good practice. Just don't overdo.
• Make a research. It helps you having information about the company you're calling to and about their competitors.
• Mention their competitors in your cold call if possible.
• Try to make an appointment. If you don't want to (e.g. the company is in another country) turn your cold call into a sales lead, that is - gain the permission to make the second call.