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5 Tips And Tricks To Making Successful Cold Calls

Cold calling is one of the toughest jobs to have, but at the end of the month at your fine art gallery, it might be necessary to meet your monthly goals. These cold calls are slightly different from your run of the mill cold calls, since you already have these people in your database and they’ve expressed interest in the artwork you have.

These cold calls are to people who either already collected at your art gallery or are leads. It doesn’t really make it that much easier, though, and that’s a natural feeling. It will get easier with the more practice and success. Here are 5 tips and tricks to making your next cold call successful.

  1. Hopefully, you’ve written down information on your collectors and leads so that you know their names, you know the last time they were in your gallery, and you know what specific artwork they were interested in. You can use all of this information to make your call more fluid and friendly.

  2. Before you pick up the phone, you must have an explicit goal in mind. What is it that you want to sell? Why is it of interest to your collector? What makes this artwork unique? Is it only going to be in your gallery for a limited time? Is it the last giclee in the edition? The more specific you can be the better. The more you can tailor it to your specific collector the better. Maybe it just arrived at the gallery and you wanted to call a specific collector who told you at the time of their last sale that they wanted to be the first to know if something with mountains by a specific artist had been painted.

  3. Don’t be apologetic. Don’t ask for permission. Be firm and confident. Always be in control of the conversation and try to make it sound like you don’t have a lot of time to talk to them. You’ll be brief because your time is valuable, not the other way around. You’re doing your customers a favor. You’re spending your time informing them of information that they are interested in.

  4. Be very succinct and to the point when you tell them why you’ve called. Tell them you emailed them photos of the artwork yesterday and you wanted to know if they’ve seen it. Either they have or they’ll look while on the phone with you. Then proceed with creating a sense of urgency about it. Tell them you know they were looking for the wall in their office. Get them to picture the artwork in their home.

  5. Close the sale. Get them to commit to the sale. Overcome all their objections. Offer some kind of extra incentive if they get it now: a free artist book or free shipping. If they hesitate, go back over all your objections. See where they’ve gotten stuck. Check out your notes from previous sales. It can be so helpful to write down on old invoices what your collectors initial objections were and how you overcame them. Chances are they may still have the same objections!

If you have created a basic script for your cold calling and want to know how well it works then ask one of you coworkers to read it back to you.

 

 

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