Cold calling is never the easiest thing to do no matter who you are or how often you’ve completed this task. There’s still going to be some jitters as you talk to somebody new on the phone for the very first time. So instead of feeling uncomfortable and out of sorts as you open up this conversation, it’s best to know what you are going to say ahead of time when you first begin your introduction.
More often than not, if you call potential customers completely out of the blue without a plan in place you’re going to experience serious and massive rejection. Nobody is going to spend time talking to somebody that clearly doesn’t know what they’re doing. You have to know your objective ahead of time and know exactly what you’re going to say in order to retain a person’s interest.
So instead of fumbling through these calls in the future, we’d like to share three key elements that need to be in your introduction when you begin cold calling. By adding these elements to the mix, you’ll keep people on the line longer and have an easier time connecting with prospects when trying to make a real estate deal.
Best Practices to Follow When Making Cold Calls
Key Element #1: Let the Prospect Know Who You Are
Before you even attempt to go into your spiel on the phone, you have to get a few introductory things out of the way first when making a cold call. Otherwise the person on the other line isn’t going to have any clue why you’re calling them.
First things first. You have to let the person know who you are when you first get on the phone with a potential prospect. Give them your name and tell them where you’re calling from – and by this we mean tell them the company that you work for.
If you work for XYZ Real Estate Agency, you should let the prospect know your name and your company before you even get into the reason why you’re calling. This is important because it allows the person to learn your name and learn your company and then they can decide if they’d like to continue to talk to you.
Key Element #2: Let the Prospect Know Why You’re Calling Them
Just because you introduce yourself and give your name and the company you work for doesn’t mean the prospect is going to know why you’re calling. So you have to clearly state the reason why you’re getting in touch with this person. You have to let them know about the potential real estate deal that you’d like to offer them.
Remember, real estate professionals could be calling a person for a wide variety of reasons. There are tons of potential possibilities why you might want to give them a call. So remember to clearly state the reason why you are getting in touch with this person and let them know about the potential deal that you’d like to put on the table.
You never know what might happen. The prospect might be eager to talk to you for a variety of reasons. They may desperately need to sell their home and your call might come at the perfect time for them to get out from under their real estate troubles.
Or maybe the prospect might not necessarily be desperate to sell, but they might want to move to another location. Maybe they want to live closer to their kids and grandkids or maybe they’re looking to head down south to retire. Whatever the reason, by letting them know why you’re calling you’re giving them the opportunity to accept or reject your proposal.
Key Element #3: Ask Your Prospect a Hot Button Question
Finally, you need to ask your prospect a hot button question to really pique their interest. And the best part about asking a question like this is you’ll have no trouble weeding out prospects that are completely indifferent to your proposal.
Instead of keeping them on the line, by asking them this hot button question and getting directly to the point you’ll save time because you won’t need to talk to prospects that really aren’t all that interested in what you have to say. Plus, you’ll learn whether or not you’re on the phone with the right prospect and then you could proceed forward with your real estate proposal.
Ultimately, you need to let your prospects know what you can do for them while cold calling. As long as you convey this message after your introduction and hot button question, you’ll have no trouble landing deals on a consistent basis.