Cold Calling is a great tool for marketing. Many analysts fear to do, but imagine what could it have a big impact on your career if you are able to sell your products over the phone.
As a financial analyst, part of the job is that you are always a little marketing. Even before you step your foot on the field, you need to succeed in job interviews market. Whether you are in equity research, institutional sales and investmentBanks, you are always marketing ideas.
Cold-calling is just terrible when you do not have a plan. Before you pick up the phone, you should make sure that you are ready.
Do you know your products, your company and your competitors. Ideally, you need to sell a product, so think a product that you would even buy. But in the case of the summer for an internship that may or may not be the case.
Research close competitors products and prices. This way you can know howTo compare your products. Learn how the strengths of the products in beating his weaknesses. With this knowledge you can better handle objections.
Remember that the first impression you can make your views over the phone, through your voice. If you believe in the products that you sell, you will radiate confidence in your voice.
Prepare a compelling script. The best "script" is a conversation, not a sales pitch. A listener is open to a friendlyConversation than a sales pitch. If you get a script from the company, use this as a reference. Read how a script is a guaranteed way to have all call you hang up on you.
An effective script consists of four parts:
- Use informal greetings
"Hello. Can I do to Mr. Smith?" This is Chris Johnson calling from XYZ Company "is usually a giveaway is a sales pitch. I think there are better chances for my chances if I sound less formal.
Irather say: "Hello. Is John there?" This is Chris. "
Sometimes I would go for "Hi, John. This is Chris."
If it's not John, I just want to say: "Excuse me, John is in?" This is Chris. "
The familiarity most people would throw off-guard, and they would rather carry on a conversation with you while trying to figure out who you are. Most people would not admit they do not realize that someone they know.
- Establish credibility
If you use any kind of transfer.It may even be the talk was just transfer before the call to your prospect. It can go so: "I spoke with Susan in marketing. She said I should talk with you about ..." Is there any information about the prospect, do a quick search before the call. Never mind the "how are you?" Regards. Just be brief and to the point.
- Creating Curiosity
You must be able to tell your perspective in two of three short sentences, the benefits of your products. Mention some realTo collect results, their attention. You will know that your sound is working well, if your client says: "tell me more."
For example: "Last year the ABC fund my company helped more than 1,000 investors and their investments grow by 25%. That was fantastic, compared to only 5% interest on savings and 10% return on the stock market."
An effective sound bite is customer focused, and it emphasizes product benefits, not features. This is the essence of successful marketing. Always focuson the value that you produce for your clients. Is it in the best interest of your customers buy your products or you are just trying to close a sale?
- Connect confident
When the customer shows interest to learn more about your product, you should immediately follow through with an invitation to the next step - either with your presentation over the phone or arrange further meeting for a meeting.
For example: "We should do justice to. Last year, only 10% of the funds managed to achieve this objectiveLevel. Even though I will not promise the same results this year, it pays to really make sure that you have time for. Thursday morning is a good time to meet with you? "
If the customer is not interested thank him for his time and go to your next prospect.
Practice your script. If you read the sript to send either himself or a friend, you can determine where objections arise. First, try to redraft the script to eliminate any doubts. Next, prepare answersthe objections. If you are well prepared for this increase trust.
Cold-calling is not something that you do not like. Masterfully cold calling requires preparation, many practices and social skills. This is not only a valuable tool for a financial analyst, it is also a marketing capability that is essential and that the possibility to speed up your path to career success.