Commonly described as targeting potential customers and
introducing oneself by telephone, cold calling can still be successful. Modern
cold calling is channeled to prospective customers and more targeted. For so
many prospects it can become a love-hate relationship. At the same time, many
marketers have given up on mastering it despite flexible persistence? As we
know anything with the right perseverance and practice can reap rich rewards
for your business. So how can you get the most out of this marketing variation?
We have taken the liberty of preparing some cold calling tips for you.
It’s considered an outbound telemarketing technique which
can be used to follow up emails, and set appointments. Furthermore, sell and
services or invite people to seminars. Although with cold calling, you’re
typically paying sales reps commissions on deals that are actually closed. Additionally,
it gives you a chance to be dynamic and improve your selling, an important
skill set! Doubling as telephone prospecting it can work on any lead, whether
from a referral or networking or social media. Thus if a sales rep doesn’t get
the necessary skills to convert a lead into an opportunity, it’s futile!
Cold Calling Tips
Every plan needs a goal and objective, which is why this is
the first of our cold calling tips. Realistically, you need to determine an
appropriate sales objective. This enables one to go into the call knowing what
they want to achieve. This also helps
build your own confidence and the trust of the prospect. It can also be viewed
as an opportunity for you to get to know your client. Additionally, identifying
their pain points. whether registering for a webinar, or stopping by your booth
at a trade show. Goals are key.
Having the right attitude gets more doors open than shut. It
shows character as 90% of everything in life is attitude. This is no different
for cold calling. Specifically, projecting a positive image through your vocal
tones and active listening can portray one’s attitude. Furthermore, building
rapport, empathy building, timing, guiding the conversation and state
management exhibit attitude.
Focus and target!
Building lists all starts with research. You’ll probably
have many unique prospects that can benefit from your product. Thus research,
targeting and concentration are key. Consequently, focusing your resources on
one key area. This can be a smaller market segment or product category, thus
winning that market first. There when you dominate that market, you can later move
into larger markets and establish an even larger presence.
Respect your prospects
There is a common saying that ‘respect tastes better than
love’. Respect is always imperative since prospecting is a complex and
sometimes counterintuitive process. Furthermore, it can be a combination of
targeting, skills, process and organization. But on the contrary, can be futile
if prospects don’t feel respected and valuable. A sales representative has to
fully understand their prospect when cold calling lest can up getting nowhere.
Believe in your service/product
If you don’t trust what you’re selling, no one else will. In
retrospect, you’ve to believe your product is worth the money and the time your
prospect will spend. Comparatively, why should someone buy your product over
anyone else’s, even when it’s pricier? If you don’t believe in the service or
value proposition, it will become increasingly unconvincing to the client.
Trust me! Remember, good cold call sales people always believe they have the
best value, regardless of price.
Persistence is always commendable and shows you know what
you’re doing. But when it’s not executed optimally, it can border nagging. Yes,
you’ve got to be willing to keep calling people back again but it has to be
flexible. A fool does the same thing over again expecting different results. Do
adopt a mentality that you won’t quit but respectfully. Eventually, the lead
will see your commitment and dedication and become more receptive to your
Master the pitch
Practice makes perfect, every kindergarten child gets that.
Hence, why scripts are valuable and important. Again, a script is easy to
develop if you know your goals and objectives. Furthermore, always know the
points you want to make and be ready to answer every question. Practice every
possibility or case scenario so you’re not caught off guard. Practicing helps
you create rapport whether the speed of talking or choice of words.
Always Have a Claim
Always be a problem solver with a claim that’s a hook that
sinks so deep in the client. So it literally creates a picture they can’t erase.
In all honesty, people need problem solvers. Even if they haven’t considered
solving the problem yet. Of course, sometimes people don’t recognize they have
a problem until you point it out well. Additionally, if your claim is well
thought out, a prospect can’t ignore it and competitors won’t match its value. Always
ensure you deeply express how you will solve your prospect’s problem.
Overcoming rejection and Timing
Firstly, timing is one of the key cold calling tips for
success which is ignored. Know the best time of day to call your prospect so it
reduces your chances of rejection. Furthermore, no one likes rejection though
it’s part of the sales process. But ensure you have your own confidence since
you have everything to gain and nothing to lose. Additionally, when feel
disappointment after being rejected, it’s because you have too little going on,
hence seek to diversify. Sometimes rejections are indications that your model
is broken and you don’t have other business going on.
The Big NOs
As part of our cold calling tips, it’s only honorable for us
to mention the NOs.
Always avoid direct script reading, some prospect will sense it, it shows lack
of professionalism and passion. Talk as much as you listen! Always ask
questions and use reflective listening skills. This enables you can connect
with your clients and create better rapport and long-term relationships. When
considering B2B cold calling, visit a prospect’s article section or Google to
help break the ice and establish credibility. Never talk to a B2B client when
Ironically, many fortune 500 organizations still believe
cold calling is worth implementing into sales strategies. Finally, cold calling
can be an extremely productive, profitable and rewarding experience. Though
mastering it can take time, it’s worth a shot.
Executive Assistant and Content designer at T3 Direct LLC
I have tailored my skills in all verticals of marketing & business development. I have mastered a niche in Lead Generation, Digital Marketing, organize/develop projects, team development, data analysis, & excellent customer service.
About us and this blog
We are a digital marketing company with a focus on helping our customers achieve great results across several key areas.
T3 Direct is a company that produces corporate sales meetings, with a select specialty in some business to consumer aspects. Our mission is to connect people, places and ideas through sales meetings, events and interactive media. We help our clients reach their most important customers and prospects in the U.S. and Canada. We do this through face to face sales meetings as well as virtual options such as web conferences, SEO and SEM.