Im in sales and I do lots of cold calling, what is the number #1 way of avoiding hangups?

Question

Im a realtor and get manny hangups, what can I say from the getgo aside from my script to avoid this?

Answer 1

I would ask myself why you are cold calling in the first place? Are you looking for new clients or referrals? Or finding people interested in a home you have listed. Either one will not net you a great deal of interest from a cold call.

Instead, you might want to think about who you are targeting and then try to be where they are.

I've seen realtors send out calendars and expensive do-dads and to be honest I throw them away. We do have a realtor in our area who sends out a Christmas letter every year. No sales. Just newsy about his family. I'm not sure how we got on his list but he is an excellent writer. I would use him.

Remember also, that unless it's an usual household it's probably the woman who is picking the realtor. Find out HER interests - and forget sports!

You may want to think about marketing to groups online in your area. Press releases about recent market changes or something that might interest the journalist would net you free publicity.

If you are really bent on sticking with cold calling then I would get a book or two; take some training and find a mentor in your company. It's a marketing technique that takes thick skin and ALOT of perseverence.

Answer 2

You will get many hangups. It's just part of the deal with cold calling. It's not personal so don't take it that way if you do find yourself struggling with this. Look for more ways to get more business without cold calling - perhaps referrals or short seminars/talks about investment/advice on buying or selling.

Specifically related to cold calling - treat it as qualifying them not them qualifying you. If they're not interested - just move on. Better to get through 100 calls and have 1 or 2 possibles than spend the same time with 10 calls and none interested.

Be brief, be precise (tell them who you are, your company and why they are listening to you ie. how you might be able to help them). What you say about how you can help them must be somewhat unique to grab their attention. But don't be too clever about it. People don't appreciate that.

Look for more information from experts in the field. If you have someone in your office that can work the phone well, learn as much as you can from them. Attend courses or if that's too costly, find some books with decent reviews on Amazon or from recommendations from people you know that have some knowledge on the subject.

Answer 3

Hi--Use the script only as guide..Who is your target buyers or sellers? I find magnetic signs on the car to be great, t-shirt with that says "Ask me how to buy or sell your home?" people do look..use a website address. There are plenty of free websites. As stated earlier referrals are must and use the name of the person who gave referral. Use the prospects name often in conversation. Please always have business cards and try to get the name and email address of the person to bill a list. When I meet people I ask what they do for living so it opens them up to ask me in return, or I just tell them.

You can buy your own postcards from any hobby store, do flyers, they have the cute foam hangers to live on doors if you want to farm a neighborhood--good idea to target an area of town.
My favorite method is at the bookstore leave a business card inside the first couple of pages, especially the ones in the reference section on buying a house or selling. Ask businesses if you can leave business cards. Also advertise on community boards at churches, grocery stores, etc-business cards, flyers.

Locate discussion forums. You can also attend open houses where the prospects are. This way you can also get a feel for the price range, type of house, etc. Mortgage brokers are great contacts, other realtors believe it or not, particularly ask how they go about generating leads--join a real estate club. You can offer travel certificates or gift certificates to people who are willing to bring you genuine leads in which you make a form for them to fill in for each new prospects..investors call these bird dog leads..Maybe someone interested in learning how to be a realtor would help get leads if you mentor them--no cost, only your time and wisdom. You'd be surprise how this helps so many people to have a live person doing the biz they want to succeed in.

P.S. Try using safelists such as Hercule List, Business WorldList referring others to your website, specify what city you live in though in the ad.

I apologize for this being so long, but I hope it's helpful. If you need anymore ideas email me at [e-mail].

Answer 4

1. Ditch the script.
2. Ditch the cold calling - this pisses people off and they make a note not to work with you in the future. Do you really think someone will decide to sell their house just because you called?
3. Only call people who have expressed an interest in your business. Set up a website, post flyers or hand out business cards everywhere you go. It takes time to find leads, but be patient AND PROFESSIONAL and it will come.

Answer 5

When you first call just address them by their first name as a friend would. Do not call and if a Man answers ask to speak to William Hunt. Just say " Hi Bill" and then it will catch him off guard and he will not hang up immediately. Try not to use scripts . Use the persons name frequently through the call and smile and get them to be your friend first. Ask how there day is going or how the weather is to really warm them up before you go into your speech about wanting to sell them something

Answer 6

Get referrals. Then it is at least a warm call. Think about it, when you move to town do you pick a doctor out of the yellow pages or do you ask others for their opinion. People do business with those they like and trust. They are more likely to trust the referral of their friends and family than a cold caller.

Answer 7

Well, you could say how are you, this is ....... and I just sold a house in the area! If you are interested in doing business with me....
Or, just put business cards all over, its a lot less evasive! Ppl really don't like being called by sales people. Maybe going door to door and introducing yourself, and handing out a business card would work! It seems much more personable and friendly!!!!

Answer 8

I don't think there is one! Most people hate telephone soliciters so much that they immediately hang up. You might try sending pre-printed postcards. They do this in our area, informing us of a house in the neighborhood that they have recently sold. I throw them away myself, since we have no plans to move and if we did we'd to it FSBO.

But you never know, people might keep the postcard around and use it to put their beer on!

Answer 9

maybe start with the line, that you would appreciate it if the person has time to listen to you as your job depends on it. I find it really irritating that sales people try to get me to listen by confusing me into thinking they have a legitimate reason for it

Answer 10

If you don't tell me EXACTLY what you are calling me about in the FIRST THREE sentences, I will hang up on you. Tell me you are selling stuff if and when I ask you, THE FIRST TIME. Infact, I find it much more preferrable if I do NOT have to ask you that question. Just tell me you're selling!!!