Cold Calling Tips
Cold Calling Tips
10 Tips to Change the Way You Approach Cold Calling
Cold calling sucks. They Say. (I love Cold Calling) We want to give you some B2B cold calling tips.
You despise making cold calls. Everyone does. They Say. (I love Cold Calling)
Everyone except the sales rep who picks up the phone and can use it to raise thousands of dollars from B2B (business-to-business) buyers and B2C (business-to-consumer) sales.
No one enjoys being surprised and forced into a discussion they weren’t expecting to have. Some people even consider cold sales calls to be a violation of their privacy. However, cold calling (even cold emailing) tactics continue to contribute to sales success rates.
What you need is a cold call script to be consistent in what you say and measure your results.
But before we proceed to that, let’s get a better understanding of cold calling with some cold calling tips.
Cold Calling Tips
1) Rehearse your script.
Although you don’t want to come across as robotic, you should practice your script to ensure that you don’t forget it. The more you understand the script’s objectives, the better you’ll be able to think on your feet if the prospect responds with a statement or query you hadn’t expected.
2) Concentrate on your purpose.
Each cold call should have the aim of introducing yourself to the prospect and setting up a discovery call with them. Remind yourself of your desired outcome. B2C and B2B sales will follow.
3) Generate intrigue and interest.
Curiosity is a healthy way to initiate a discussion. Intrigued prospects can give you more of their time to address solutions to their problems. You’ll interest them to keep listening if you can get them interested in the discussion.
4) Avoid close-ended questions.
Don’t ask “yes or no” questions. Open-ended questions, particularly when talking about the prospect’s problems and targets, will keep the conversation going.
5) Choose their problems.
As you gain the opportunity to learn more about their business, function, and situation, actively listen for any difficulties they may be facing. This will allow you to say, “I can help with that.”
6) Expect objections.
You’ll get a better sense of the types of objections you’ll face when you make more calls. When dealing with objections, having a scripted response will prevent you from being caught off guard and causing the call to come to a halt.
7) Present social proof.
Lead the discussion in a way that encourages them to see themselves in your offerings. Tell success stories about customers similar to them. Make use of case studies to demonstrate what they stand to benefit.
8) Review calls.
Your cold-calling strategy should evolve in tandem with your product. Request that sales reps have constructive input about what went well and what could be done differently next time in B2C and B2B sales calls.
9) Follow up.
If your prospect is unavailable, contact them again within a day of your first cold call. Offer them useful information that will aid them in the period between your discussion and their purchase decision. You may also leave a voicemail or send an email.
10) Invest in sales automation software.
Leaving voicemails, sending follow-up emails, and scheduling meetings can only take a few seconds, but when multiplied by your daily quota, you’ll find yourself spending hours per week on administrative tasks. Automate these tasks so you can spend more time doing what technology can’t – researching B2C and B2B sales prospects, establishing rapport, and closing sales.
You’ve compiled a list of call prospects. It’s now time to ring them. Your outreach would be regarded as a cold call if you’ve never talked to these contacts before to market your product or service to them.
Prospects need to be persuaded to act in certain situations, and digital platforms such as your company website and social media might not be enough to seal the deal.
Cold calling is a technique for engaging prospects one-on-one and moving them to the next stage of the sales process. Making an appointment.
Cold Calling Tips can help you improve your results when trying to set appointments. After 20 years of cold calling Tony Kurtulan has a lot of cold calling tips to give.
Cold Calling Tips to Consider : Steps to Take Before Making a Cold Call Script
Tip #1 Choose 2-3 verticals to work with.
Time is gold – don’t waste it on markets that aren’t a good match for your product. Consider who your best B2C and B2B sales clients are and check for similar characteristics.
Tip #2 Identify 100 prospects who are a good match for your business. Your Dream 100 List
It should be much easier to identify specific businesses or individuals who might use your product now that you’ve defined your target market. LinkedIn is a valuable sales tool that can assist you. You may also search for local or regional businesses for B2B sales.
Tip #3 Research your prospect.
Take a look at each prospect’s profile to tailor your approach. You should be aware of the following:
- The nature of the company’s business
- The nature of the prospect’s job
- If you’ve previously assisted a company in a similar situation
- An interesting fact about them
Cold Call Script Sample Format
Now that you’ve narrowed down your account-based list and done some research, let’s get to the script.
Be lively and confident when giving your name and the name of the organization where you work. Briefly pause after saying, “This is [name] from [company].” Your prospect is searching their mind for who you might be when you’re pausing. It gives an impression that you know them or they’re supposed to know you.
2) Build rapport
The call is already going in a different direction than a typical B2C or B2B sales cold call. Then you ask them a question to build rapport with them. Your goal is to get them talking and show that you know who they are and what they do.
Here are some examples:
- Congratulations on your promotion. How’s the new role?
- I see you attended [university]. How was it there?
- Wow, [company] has had you for [X] years. How did you get your start in that field?
A great question is topical and brings a smile to someone’s face. Ask them a follow-up query if they seem interested in talking. Unless your prospect is in a rush, in which case you should get straight to the point.
3) Make a positioning statement
A positioning statement demonstrates that you deal with similar businesses and are familiar with your prospect’s pain points. This helps build relationships in a cold call.
An example would be: “I work with sales teams in the retail industry. Many of my clients want to improve sales rep productivity. Does that sound like you?”
Chances are, they’ll say “yes” because you’ve pre-qualified them. Then ask them to tell you more about that. Actively listen when they describe their problems and goals. This is useful knowledge when you begin to develop your pitch.
Accelerate Your Cold Calling Success Rate
Driving more consumers to add to a company’s sales generation process is one of the most difficult challenges every company faces. Your current sales staff may not be sufficient to meet your cold calling objectives. It’s a good idea to hire a capable sales outsourcing team.
Ensure your business’s growth. Bluish Business Solutions can provide cold calling, appointment setting and sales coaching.