.svg){kind=logo}
Tips from the Trenches:
BDMs Talk Cold Calling Success
How to Properly Position Yourself when Calling
Decision Makers
By Allea Stefan, Business Development Manager
In order to effectively become an additional resource for the accounts you’re calling into, it is crucial to understand how one can be beneficial for their company. Prior to making calls, I take a few different aspects into consideration that help me best position myself as a resource for the company.
First: Knowing the Customer’s Needs
How can one provide a service if they are not knowledgeable of the customers needs? One of the most prominent statements I hear from decision makers is that they are answering the calls and potentially speaking with multiple companies a day. I can imagine how frustrating and distracting that could be, especially during work hours. They may even be receiving calls outside of work if that customer has an external number that was uncovered. I always try to be courteous to the fact that I’m not the only person they’ll be talking to during the day.
Second: Knowing the Customer’s Company
I also make it a point to conduct research on that company prior to calling. I have found that, for one of my accounts specifically, if I didn’t look at the company’s website, asking obvious marketing intelligence questions can become a nuisance for that potential customer. The only way to position yourself correctly is by effectively setting the conversation up at the beginning of the call for it to operate smoothly.
Third: Putting Yourself in the Customer’s Shoes
So, how does one overcome the difficult obstacles that have been set prior to you even making a phone call? The concept is simple. I speak to the customer as if it was myself on the other line. I quickly try to engage that decision maker by asking them a personal question such as “How is your day going?” or “How are you doing today?” I have found that when I position myself in a way that shows I genuinely care about offering customers a service, that mindset alone will set me apart from any of the competition. I do not see myself as a salesperson, so I do not set the standard to position myself as such.
"I have found that when I position myself in a way that shows I genuinely care about offering customers a service, that mindset alone will set me apart from any of the competition."
Fourth: Taking Control of the Conversation
Another mindset that I try to emulate through my phone calls is taking control of the conversation. As I mentioned prior, that is pertinent when speaking to decision makers. Sometimes, taking control is simply not going to happen, however, warming up the conversation makes it easier to engage instead of leaving your call sounding like a questionnaire.
Calling decision makers can be difficult, but by knowing the customer’s needs, knowing the customer’s company, putting yourself in their shoes, and taking control of the conversation, you can put yourself in the right place to uncover an opportunity.
Contact Concept by filling out the form below for help with Material Handling lead generation and management!
