In the world of marketing, cold calling is one of the most used yet misunderstood techniques. No matter if you are a lawyer, a supermarket or a realtor, cold-calling is a mystery to many.
This technique quite simply put is defined as calling potential, existing or past customers regarding your product or service in the hopes to make a successful transaction. This often leads to a big NO as consumers are often annoyed and do not engage in such dialogues.
But, it can also be quite an effective tool for marketing if employed strategically and with a lot of thought. In the real estate industry, cold calling can be quite handy if used efficiently. When a customer hears a friendly voice, he is more likely to work with you or return your calls. Here are some tips you can use for your realtor business!
1. Always have a script ready!
It is often in our blood to go with the flow. But, not when it comes to cold calling. Having a script in place not only helps you to guide the conversation but to also not be left tongue tied. It is also important to revise the script as you get adept at cold calling. The script also helps to have built-in responses for common questions so you don’t have to think about it twice while answering.
2. Be Relevant
Would you as a consumer ever want to listen about something you don’t care about? Of course not! In a day and age where time is money, you need to stay relevant. Same is the case with cold calling in the real estate market. Think hard and figure out your target market and what would they want to start a conversation about. Once you have that in hand, you will be invincible.
3. Learn, Learn and Pitch
Cold-calling is not a technique to be used to just directly receive a yes/no. Do not try to seek results on the first call. Make it your personal mission to just start a conversation. To ensure the customer stays online for more than 2 minutes. Learn about the customer, his choices, work and so on. This is when your selling opportunity will appear. You will understand their needs and be able to sell relevant services/products.
4. Keep it short
Though having long conversations may seem like a success, it is not. Cold calling real estate clients’ needs to be kept short and sweet. If you have made a successful call, convert it into a face-to-face meeting instead of discussing it all out over call. Cold calls are a way for you to open the doors to a meeting or further discussions.
5. Master the art of VOICEMAILS
Let’s be real. Not every phone call will be answered and more often than not, you will reach the voicemail. So, what now? Cut the call and try again later? Absolutely not! Don’t miss an opportunity and waste time. Take this seriously and try to give the person a reason to call you back. Be confident and persuasive in every word you speak and it will do you wonders!
These tips though may seem quite difficult to implement, they are quite easy. But, only if you start. So, give it a try. It will not only help you learn the ins and outs of the business but also help you appreciate so many cold-callers who call you!
All the best!