The scene of the cold call has changed and it is now a term
“Smart Calls”.
There are some important steps to make Cold Calles to Smart calls for a Pharmaceutical sourcing and trading company of supply chain.
Everyone claims that cold calling is dead, outdated, or outmoded. While this is not unfounded, it is mistaken. Business Development Executives and Accounts Executives of Pharmaceutical trading and sourcing companies involved in supply chain of Pharma industry can use this COLD CALLING as SMART CALLEING.
Below are some best steps to develop your sourcing business in Pharmaceutical Industry:
STEP 1: PREPARATION
The term cold call entail complete lack of preparation. But if you done your homework for the prospective customers or suppliers. This will make you 99% more prepared than other callers pursuing your prospect’s business especially the companies supplying raw material to chemical and pharmaceutical companies should have strong technical knowledge and communication skills with preparations.
Check out your prospect’s LinkedIn profile. This will be the first way you passively introduce yourself. Follow your prospect and their company on Twitter
STEP 2: START CALLING
You’ve completed the prep and are ready for the call. Since you are prepared, you are removing the potential for embarrassment. Your prior social media engagement will earn you. they will respond to you with familiarity. Now communicate the value and purpose of the call. Now use everything you’ve gained from your preparation like the pharma products need idea about certifications, cas nos., packing and timely delivery for the same. You know why they are the person you want to talk to and what you can discuss that will bring mutual value
STEP 3: QUALIFY
The qualification phase can be phase in which qualifying their basic ability to use your product. You’re also confirming your understanding about their business. Ask them powerful questions that compel serious consideration of your solution. These questions depend on your buyer personas, ideal customer profile, and product but they should be extremely potent and in line with the type of questions touted
STEP 4: CLOSING THE CALL
An appropriate ‘close’ may sound like this: After you’ve hooked them, set up the meeting immediately. Try to get it set for as soon as possible and verify their contact information. If possible, have them stay on the line as you send them the calendar invitation and accept it.
Created By: Vinita Bhandari www.getdigitalpartner.com
