Cold Calling Techniques

 In Call Centre, Sales training, telemarketing, telephone

What is Cold Calling?

Cold calling is a sales activity that involves reaching out to potential customers without them being interested in the products or services. Cold calling is the act of soliciting a prospect via different channels, telephone or in person without any previous contact.

Cold calling evolved from a method of giving to a tool for targeting sales leads. Cold calling has been used for lead generation for many years. It is still one of most effective methods to sell your products or services.

Cold calling is a way to connect with prospects one-on-1 in order to move them towards the next stage of the buying process. Cold calling used to be a “spray-and-pray” approach. This meant making intrusive calls without any prior qualifications, hoping your message would resonate. Inbound marketing is a way to attract prospects by your website and/or messaging. They are then interested enough “opt in” to become leads.

Prospects need to feel compelled to take action in many cases. Digital channels may not suffice to close the deal. You may not always have a lot of inbound leads. A cold call, even as an outbound tactic can be done with enough research and qualification.

It is no secret that cold calling is not a popular task. This includes those who are receiving cold calls and those who make them. There are many ways to approach a social task like this. It’s important to understand your results and adapt them to your personality.

It can be difficult to master cold calling. This is dependent on the response of the leads you contact. Once you have a few wins under the belt, the view from the top is amazing. You can be the highest-paid sales rep in your company if you learn the science and art of cold calling. Bad cold calling is easy to spot, just like other forms of prospecting. If you are really good, your prospects will be able to see you as a distinct competitor. That will make you a success.

cold calling

Warm Calling

The warm-call lead you speak with has already looked into your company. They have also spoken to someone from your company, whether it be you or another member on the sales team. Warm calling can be more than just picking up the phone, as cold calling does.

You can also text or email the lead. Warm calling leads are more likely to be open to communication, which can increase your chances of success.

Here are some tips to cold call.

1. Research

Pre-call research should include key information about your prospect. This will allow you to deliver valuable calls and keep their attention. If you don’t do your research, it will make you seem selfish and show no interest in the person on the other side of the phone. Personalisation will make your prospects more open to having a better conversation and they will appreciate it.

Pre-call research helps you to have a clearer vision and a more targeted message.

2. Write a summary of what you want to say

You can quickly create a 30-second cold call script you can refer to on the phone. This script is not meant to be read aloud, but rather to serve as a guideline to help you convey your message clearly and confidently.

Remember that a cold calling is not meant to pitch someone immediately. It’s not your goal to convince them to meet at a later time.

3. It takes 1-2 hours to go through your call list

Your call list and your script should be all that is in front of you. Any distraction can make it difficult to be fully present with the person across the line.

4. Calculate how many calls you will need to reach your goals

How many cold calls do you need to reach your monthly quota of cold calls? To work backwards from your goals, create a worksheet and determine how many cold calls each day and total for the month.

5. Prepare a strong opening sentence

You only have ten seconds to show that you are worth the call. Once you have introduced yourself, focus on your prospect and make the call personal. You could start by praising a recent accomplishment in your professional field that you found through research.

6. Let Rejection Motivate You

Rejection brings emotional pain. A bad call can cause you to feel emotional pain. Sales reps who are the best keep a positive outlook, never lose heart, and learn from their mistakes.

7. Practice makes perfect

Never enter a cold calling completely cold. Rehearsing your speech will increase confidence, which in turn leads to higher performance. Cold calling is easier when you are more confident.

8. Be ready to accept the call of reluctance

Research shows that call reluctance is the reason why 80% of new salespeople fail. You’re perfectly normal to feel nervous before making cold calls. However, with the right steps, you can overcome that feeling.

Next time you feel nervous: Look for the positives in every situation. Take the positives and learn from them.

9. Find the best times to make cold calls

Cold calls are best made on weekday afternoons. Calls lasting more than five minutes are most common between 3:00 and 5:00 on Tuesdays and Thursdays.

10. Tend to Keep Your Goal in Focus

It has been proven that setting goals increases motivation. Having a goal can also reduce anxiety, disappointment, frustration, and depression. Whatever your goal, each step is an action towards it.

11. Ask open-ended questions

You can give prospects more space for responses by asking ‘who’, ‘what’, ‘where’, ‘when’, and ‘how. Cold calling is a two-sided conversation. You want to get as much information as possible about your prospect, their needs, and what they do. You open up to more discussion by asking them how they feel.

12. Do not give up!

Keep them on the phone. Don’t say, “Is this a bad time?” Instead, use personalised statements to keep them on line.

Final Thoughts

Cold calling can be a nightmare for salespeople, but it doesn’t have to. Cold calling B2B is an essential part of any company’s sales and marketing strategy. These tips will help you improve your cold calling skills. You don’t have to call too soon or too late, your tone is off, or your words are unclear. Now you can fix these mistakes and increase sales. You have the keys to success in cold calling!

To learn more or to join a course/tailored training program contact our team for more details.


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