Nail the Real Estate Sales Cold Call - The Kat Calling Way
Posted on 09/29/2017 1:01 PM
Finding prospects and developing leads is a must in the real estate profession. To reach our sales goals, sometimes we have to stretch a tiny bit outside of our comfort zones. Okay, okay, I’ll say it – To reach sales goals, sometimes we have to make cold calls. ?
I know what you’re thinking, “But cold calling is the worst!” I’m here to tell you that it’s actually not as bad as you think. Really! As long as you’re prepared and are willing to practice and hone your cold calling skills, you can be super effective. After all, so much of the prospecting you do is over the phone. Why not improve your chances of success? Let’s take a look at the Kat Calling keys to cold calling success for the next time you pick up the phone.
Use a Friendly, Clear Voice
You may be so caught up in your sales pitch that you don’t realize you’re talking a mile a minute. Catch your breath! Slow down. You don’t want to sound like an auctioneer who had a little too much coffee. ☕ ? Smile and think nice thoughts about the person you’re speaking to (we like to picture them doing a happy dance in their new home). We promise it translates over the phone. ?
Before dialing a number, try practicing your script a few times. Learn it backwards, forwards, upside down, and every other way you can possibly think of. Make sure you’re speaking clearly and pleasantly, even when going through a trial run. When you start talking to potential new clients, avoid coughing in the phone or trailing off. No one likes asking, “What?” over and over again. If your voice is confident and clear, the person on the other end of the phone will feel confident about hiring you.
Hook Them Quick
Let’s face it. People are impatient, especially when receiving sales calls. They don’t want a five minute spiel about who you are, your favorite color, your dog’s favorite chew toy ?, etc. What they do want is for you to get to the point. Clearly state your full name and your company’s name. If you’ve reached a potential customer directly or are leaving a message, briefly state why you’re calling. After you’ve made your killer introduction, make sure to ask whether he or she has time to talk now or whether you should call back at a more convenient time. Being considerate is key!
✨ Dazzle ✨ Them With Your Pitch
Obviously, you want the person on the other end of the phone to actually be interested in what you have to say, right? Simple. Dazzle them with your sales pitch! Explain in a clear, concise and attention-grabbing way exactly how you can solve their problems and be a benefit to them. Let them know how awesome you are!
But, hey, don’t go overboard. Make sure to remain gracious and respectful throughout the call. Focus on what you can do for the client specifically, and provide some striking proof to back your promises up. People don’t want a sales pitch that sounds too good to be true. They want real results. And because you are a real estate pro, you can give them just that.
Clearly Communicate Terms
Let’s say you’ve made a cold call and the prospective client is willing to give you information or decides that they’d like to work with you. AHH! *Silently screams and jumps up and down*
Actually, hold on a second. You don’t want to start celebrating too soon. Make sure to paraphrase and repeat terms or agreements back to the customer to avoid any possible errors. You don’t want to mistakenly think you’ve made a deal when that’s not the case. Because…. Awkward. ? ?
Next, let them know the next steps and what they can expect from you moving forward. And don’t forget to sincerely thank them at the end of the call. They heard you out AND they want to work with you? Let them know how much you appreciate it!
If you need a custom script to show cold calling who’s boss, or if you’d like to stay away from cold calling altogether, let us be your partner! ? We’re happy to seamlessly work as part of your existing team and help you further your business. Learn more about how we can help.