Is cold calling dead? For a long time, people as you have been using various forms of cold-calling to boost conversions. Although the definition of cold-calling and methods used have changed over years, from door to door sales to phone calls made outbound, cold calling remains an effective B2B sales development strategy when used with the appropriate methods and tools. Let’s discuss the reasons why cold calling remains an important aspect of sales development, and also how to put into place a profitable B2B cold-calling strategy by 2021.

What is the Definition of Cold Calling?

A cold-call is the method of selling to potential customers who haven’t expressed an interest previously in a business’s products or services in order to include them in the sales funnel of the business.

Can Cold Calling Still Work?

Nearly 50% of B2B sales reps fear calling cold. Do you think they’re right? With a rate of success of 2percent and a staggering 80percent of cold calls ending up on voicemail It’s easy to be frustrated. However, before you begin to praise technology for taking down this “outdated strategy” of cold calling, let’s examine the facts.

69% of decision makers accepted at least one cold phone for a 12-month timeframe, in a study conducted by RAIN Group. Even more intriguingly, 57% of C-suite executives and VPs prefer cold calls in comparison to other outbound marketing strategies. If this is the case and cold calling is a good option, then why are conversion rates lower than other outbound marketing strategies?

We have a hypothesis, 44 percent of salespeople drop on a prospect with just one call. However, most of the time, it takes five follow-up phone calls to secure the deal. Thus, the issue seems to be due to a lack of perseverance rather than an absence of efficiency in the method. Thus, cold-calling is still a great component of your general lead generation plan, particularly in order to increase the speed of your sales cycle. Through presenting your business’s proposition and defying obstacles in a quick and decisive way by making a cold call, you can impact a prospective customer in a manner that isn’t possible to replicate with email or lead magnets on their own.

However, you shouldn’t take it the same way as it was 20 years ago. Nowadays, a cold call is just another contact point and not the primary method of communication. If you do end up getting an email from a voicemail, take the situation as a chance. A well-written message can get a prospect looking into your company, subsequently moving them further down the funnel. However, cold calling can be costly when handled in-house due to the cost of labor. This is the reason why many businesses work with a B2B lead generation company.

By outsourcing the initial phases of the sales process, like researching potential customers and creating lead lists, initiating email campaigns, contacting prospective prospects and interviewing interested decision makers, your salesperson can concentrate on the most crucial aspects of the process, like selling. All of these additional expenses and time-consuming processes are the reason outsourcing lead generation B2B can be 43% more efficient.

What is the Ideal Time to Make a Cold Call?

It is not surprising that the information that determines when a salesperson needs to make contact with customers will differ based upon the data source. The bright side is that a lot of the information has times that overlap, which makes it simpler to split the tests. Remember that the suggested time frames depend on the prospect’s time zone.

Optimal Times for Making Cold Calls:

8:00 am – 11:00 am – Of the million of telephone calls from sales reps, most connected calls occurred in the morning, as per an analysis conducted by RingDNA in the year 2019. The absolute peak was around 9am.

9:00 am – 4:00 pm It isn’t very helpful! I’m sure it’s wide, but after looking at information over the course of four years that covered nearly 11 million calls, PhoneBurner has one of the biggest research studies available. Between 9 am to 4 pm, the response rates were only a little more than 1-2%, with the highest rate occurring at 10 am.

11:00 am – 12:00 pm After studying the records of more than 14,000 calls, CallHippo discovered that just after lunch is the second best timing to call potential clients. What was the most effective time to call?

4:00 pm – 5:00 pmThe time when everybody is wrapping up their workday is the best opportunity to get a prospect by phone According to CallHippo.The various “optimal” cold call times may be the result of a variety of reasons, but what it does tell us is that the most effective timing to call depends on the prospects you’re trying to reach. Ask yourself if your ideal prospects are:

• Are you working at a desk where your phone is readily reachable?
• Do you spend more time with customers or employees than working?
• Do you travel to various locations frequently?
• Work from home, and make their own hours?

The variety of work schedules could drastically impact your ability to reach out to prospective customers via cold calls.

What is the Most Effective Day to Make Cold Calls?

Tuesdays through Thursdays are among the most productive days for salespeople to conduct cold calls, with Wednesdays being the best days of the week. This is logical since Mondays are usually utilized to catch up on work or recover from an illness, while Fridays are usually filled by thoughts of plans for the weekend that don’t require researching the solution of your company.

How Long Should an Initial Cold Call Last?

It all depends on how the call is running However, it is a good idea to consider the average. A successful cold call can take up to 6 minutes, while a failed call will take around 3 minutes, with the first five seconds being the most damaging. The call can be well or not try to keep it less than 10 minutes. Cold calls should be focused on prospecting, not selling, and this is particularly true for B2B sales. In reality, the main objective of cold calls is to set appointments. If you are trying to reduce your sales cycle by combining the selling and prospecting processes, you’ll be doomed to a low conversion rate. Additionally, by keeping conversations brief, the number of calls can be increased.

What Does a Successful Cold Calling Script Look Like?

Making sure the cold-calling script is correct is among the most difficult aspects to master, however it’s also the most crucial. A well-written script can help to overcome some of the phobias associated with cold calling, while delivering the most convincing and clear message to potential customers. The initial pitch for cold calling should last about 15 seconds. Your sales pitch should function as a more detailed outline not a dictation of words. While you should keep your message focused, you need to allow enough space to incorporate personal messages that are specifically tailored to the prospect, in light of the research you conducted prior to the call. Let’s look at some guidelines and tips of creating a script for cold calls along with an outline to keep your conversation going in the proper direction.

What Not to Say During a Cold Call for Maximum Success

There are general principles that all salespeople are expected to know very early on in their careers, for example, “Don’t ask a lot of “yes” and “no” questions,” However, some of them are less clear. Here are three things you should not say when you are making cold calls: “Did I catch you at a bad time?” “Yes, actually, you did!” Clicking *click* and asking this question will reduce the likelihood of arranging an appointment by 40%.  “I’m sorry to be bothering you I’m sorry to bother you, but …” Beginning a cold call with a guilt-ridden or an apology is an indicator for many potential clients. “Our product/service has X, Y, and Z capabilities.” These and similar statements won’t apply to prospects until you are aware of their concerns.

When you make a cold phone call, it is important to keep in mind that the person on the other side of the line is in a state of awareness. That means the person calling might not be aware that they’re facing a problem. When they get to the stage of consideration, the incredible features and benefits your existing customers enjoy are not relevant to the current needs of the prospective customer. Making it easy and understandable is the key to arranging an appointment.

What to Say During a Cold Call

The right language isn’t simple, and it’s unlikely to find the right script that will resonate with all of the people on your list. Even if you speak with the style and elegance of a seasoned politician,, you will meet those who are not well-suited, bored or even downright angry. The best thing to do instead is apply what is effective often and tweak the things that don’t. But, there are a couple of phrases that assist in creating a positive impression on your prospective clients. Here are three items to mention when making an initial cold call: “How have you been?” Similar phrases, such as “How are you doing?” are often rebuked for being insincere waste of time, however, a study from the past has found that sales representatives who ask this type of question are actually asking Cold calling success rates are lower as compared to the ones that do not.

“We …” and “Our …” It’s a minor shift of just a few letters; however, when you swap “I” for “we” and “my” for “our,” you create a sense of cooperation instead of selfish ambition“The motive for me to call you today is …” We’ve already advised against using “I” but this is an exception. It’s not like you’re calling to chat with someone about their day, so make sure you explain to them why you’re calling in a manner that is relevant and helpful. If you can provide a rationale to the call experience, have twice as long . “Can you help me?” It’s difficult to say “no” to unless you’re totally heartless. If you’re not a fan of the opening, this is an excellent alternative that can be particularly beneficial in calming gatekeepers who have become resistant to the typical cold call pitch.

The most effective cold-call does not consist out of words. Have you heard about Albert Mehrabian’s 738-55 rule? The 7-38-55 rule for communication basically means that every conversation is:

• 7% words
• 38 percent tone
• 55 percent body language

Also your body language can determine the tone of your words. Even if the potential client cannot see you does not mean they cannot discern the difference between excitement and fear. Likewise, they can tell the difference between apathy and excitement. Therefore, no matter how absurd it may feel, sit straight and dial the number with a smile.

How to Structure Your Cold Call Script for the Best Conversion Rates

There are a myriad of options. You can use them, but how can you tell if you can use them? In the end, that you can’t. There are two options: choose from several and test the effectiveness, or create your own following the fundamental steps of a successful cold-call. We suggest the second.

A compelling cold call script should have five sections, which include an introduction, a reason for the call, a convincing worth proposition, a stimulating pain question, and then the call to action. Below are five sections to incorporate into your cold-calling structure more precisely.

1. Initiate the Call

• Utilize a clear voice with a an assured tone.
• Inform the potential employer of your name and the firm you work for.
• If you are interested, feel at ease asking “How have you been?”.

2. State Your Purpose

• Make sure you tailor your phone call to directly target the company of your prospect.
• It is imperative to immediately address what’s going on for the possibility to get the most interest.
• The transition is smooth and easy due to the value offer.

3. Present the Value Proposition

• Bring out the positive outcomes your product or service has to bring to the table.
• Make your offer distinct from those of your competition.
• Utilize a little social proof through name-calling or presenting specific results.

4. Ask a question related to pain

• Link the desired outcome to the pain they’re most likely to face.
• Give the prospective client time to explain what they are currently experiencing.
• Prepare a second issue for people who don’t understand.

5. Call Them to Action

• Empathize and relate to the hurt the person has recently expressed.
• Ask yourself if it makes sense to set up an appointment to discuss how you can assist.
• Send out the invite to the calendar as well as any useful information.

The following cold call script template will assist you in creating your personal message. It is important to remember that a cold-call script isn’t some magical technique that if done correctly can result in incredible conversion rates. What makes cold-calling effective leads that are specifically targeted and a value proposition that is specifically designed to appeal to the ideal audience, and an perseverance to get past rejection and onto the next chance .

For businesses that focus exclusively on B2B sales, cold-calling can be a challenge. Finding decision makers and breaking through gatekeepers and maintaining consistency in following-up calls can be demanding for sales teams and is a lot to handle. For more information, click here to find out how we can assist .