3 ways Agents fail when Cold Calling
April 12, 2019 Written by DigitalRealtyX
Cold calling can be intimidating, daunting, and dreadful for agents of all of ages. It takes a lot of courage to call a stranger to offer a product/service, knowing very well what the answer in return is going to be. Cold calling is something that agents worry about, and in most cases, do not attempt to do it, because of the fear of rejection.
Cold calling is not dead, and there are people who are doing it right and making the most of it. The key is to give your prospect a reason to continue the call. For instance, if you do not have the right details, and call someone who is not looking for investing in any kind of property, it is going to be a waste of time for both the parties. Therefore, avoiding such mistakes is essential.
Here are three common mistakes that agents commit while cold calling:
- Sounding Intimidating and not letting the prospect speak:
Yes, you’re trying to meet your targets and close a deal as soon as you can. But, you do not have to show this to your client. You have to try and make a good impression, instead of sounding aggressive and impatient. You must have patience, and let your client talk. You have to listen to them very carefully, and then offer to solve their problem and help them out. Not listening to the client and being in a hurry can prove to be a significant problem.
- Being too nice and sweet:
Yes, this could be a problem too. You’re going to be calling different types of people. Some professionals- managers, CEOs, freshers, interns, etc. all of these people have a very different tone of talking on the phone, especially when it’s from a stranger. Being too sweet can make you sound less trustworthy in most cases. It is essential to adjust your tone according to the person you speak to and match their rapport. This is how you will be able to build a rapport with them, and mostly get an appointment.
- Not being resilient:
One reason agents dread cold calling is rejection and harsh replies. But, if you’re not ready to face rejection, you might not start this process at all. You have to understand that some people might have the time to turn your offer away sweetly, and some might not. Even before you start calling, you have to be mentally prepared to face rejection. If not, it will be harder for you to continue cold calling and all your hard work will go in vain.
To make your cold calling process work, you will have to tweak the age-old process and do some homework. Just calling a stranger without knowing their name, what they do, and what they are going to be interested in, is going to take you nowhere. This is a tool that you can use to get new clients and make revenue. Don’t let it get wasted.