The days of cold-calling are over. Salespeople today can connect with potential customers via the Internet and email. Right?
It all depends on who your target market is: the angry person tweeting about a salesperson who called them when you were on Netflix in the afternoon at around two p.m. and someone who is actively making purchasing choices. Research suggests that 57% of B2B executives at the C-level and VP level would prefer to be reached via telephone. Cold calling won’t go away.
Explore Is Cold Calling Effective
Learn about its impact, strategies, and success factors to make informed decisions for your business.With all the marketing and commercials that we are exposed to every day, cold callers are much more successful than ever before if done properly. The personal touch that a knowledgeable salesperson can deliver via phone isn’t something that can be automated — not even using AI.
The practice of cold calling has been in use for a long time; the first cold call that was documented was recorded around 1873. (I did not even realize that there were enough telephones in the early days that it was worth making the time.). The phone hasn’t earned a good name. We’ve all been sucked into a series of shady cold calls trying to convince us to buy items we don’t want or require.
Even salespeople have complained about cold-calling because it’s just hard. It requires effort and commitment to be successful in cold calling. However, over time, the data has consistently proven that cold-calling can be performed. Although it’s hard to hear “no” all day, being a commission-based cold-calling sales representative can be a highly lucrative career choice, as the thousands of people who download our free guide on cold-calling will attest to.
Cold Calling Data Indicates That It Continues To Be Effective
Many businesses are having success using cold calling in 2024. Cold calling is actually experiencing a revival, as increasing numbers of your prospective customers would prefer a human interaction instead of another automated marketing campaign.
Business owners and decision-makers prefer to be informed when they’re looking into new products. Indeed, 27 per cent of sellers believe that calling contacts who are new is highly effective, while just five per cent agree that mass email marketing is successful.
Research shows that over the last few years, the majority of buyers have accepted calls from a new salesperson. Up to 82% of buyers were willing to attend meetings when salespeople contacted them.
Although these numbers are amazing, however, the most significant of them all comes down to growth, or more specifically, negative growth. Companies that aren’t convinced of the value of cold-calling have a 42 per cent lower growth than companies that rely on cold-calling.
Boost Your Success Rates with Effective Cold Calling Strategies
Cold calling can be executed well or badly. For some, speaking to strangers to market a product is natural; however, others have to be in a good mindset to begin calling. No matter what your level of experience is, some cold-calling tips will help you increase your chances of success.
Also Read: Effective Cold Calling Scripts for Sales Teams
-
Make Sure You Have The Correct Cold Calling Script
Whatever item or service that you’re promoting or the person you’re pitching to, there’s the right script to appeal to the client. Use a common call flow template and modify it to meet your specific needs. Be sure to focus on questions that pinpoint the business issue or problem that requires an answer. Once the problem is recognized and explained to your prospect, you can explain the way your solution will address the need.
You can try different script versions on your A/B test if you are able to do so. Making small tweaks can result in huge gains. If you’re able to make 20 calls on two scripts nearly identical to each other, however, the A version produces six follow-up calls whereas the B version can only produce three, you’ve achieved progress! You’re now aware that you must continue to use (and improve) the script.
Refine the sales pitch. Note down the reasons why a call went well or didn’t work, and seek feedback from your fellow members of the sales team as you go along. The most successful cold callers are content to announce their accomplishments and tell how they have won over leads who are qualified. They can review your sales strategy, coach you and take any advice they give.
Pro tip: Use a CRM that incorporates call monitoring tools that allow sales trainers to listen to you and guide you directly via live calls or using real-time recordings of calls, which will aid in gaining experience quickly.
-
Key Areas to Prioritize During the Initial Phone Conversation.
The average is that agents must make six calls to market the product or service. The cold calling process rarely ever concludes with a sale in just one phone call. However, the first phone call is by far the most important phone call you make to each prospective customer.
The priority of your call is to determine if you need to schedule another call. Be in contact with your client, but don’t expect to close the deal just now. Instead, try to briefly ask the prospect to determine whether it’s worth your or their time to engage in an in-depth discussion.
Do they have issues you can help solve? What will be the best thing that happens when these issues are resolved, and what are the effects on the business? Note down everything so that you’re prepared for your next conference.
-
Leave A Captivating Voicemail
When making cold calls, an average sales representative leaves 70 voicemail messages per day. It’s easy to slip into a routine and slide into autopilot while recording your voicemail messages … which is why it’s precisely what you should avoid.
Make use of the message script for voicemails to make sure your message stays focused and conveys your message with a smile. The best voicemails are positive and start with your name and the name of the company you’re working for.
Incorporate the reason for your call within a sentence or less. Then, conclude by stating a specific action, including your contact information and a warm closing. If you’re calling back, add an encouraging greeting that refers to the last time you called, such as “I hope you’ve been well!”
“Hey, Prospect! It’s First & Last Name at Company. I discovered the work you do on LinkedIn and thought I’d connect with you. It appears that we are doing many of the same things, and it’s possible that we can assist one another. I’ll be in touch on Wednesday, but in case you’d like to speak prior to then, my phone telephone number is (555)243-1028. I hope you’re having an amazing day. We’ll talk soon!”
It’s crucial to take a moment here to make it clear that your voicemail isn’t a radio or commercial ad. It is not necessary to include taglines, and you must be yourself and not like the people who are who are narrating your commute to work.
You should practice your script and keep an eye on correct pacing and cadence. It’s crucial that you speak slowly and with confidence throughout. Take notes and ask yourself if you could record the name and number at that same speed. It is possible to write your script at a specific time.
-
Broaden Your Reach
Social media is a fantastic tool to broaden your network and increase your knowledge of your potential sales partner. If your prospective buyer has posted something of interest via LinkedIn or Twitter, make sure to add a relevant comment.
But don’t go overboard. LinkedIn is an acceptable option for the majority of individuals; Facebook is for friends and family only. The idea of reminiscing about private posts from their recent vacation could appear as intrusive and unauthentic.
PSSST… Are you looking for the inside scoop on sales headsets that work? Our evaluation of the best eight headsets will help you choose the right one.
Optimal Methods For Subsequent Communication (Follow-Ups)
If the first phone call establishes the foundation, it’s the subsequent calls that strengthen the trust. Actually, the follow-up calls can be more difficult than the initial ones since it’s when things really begin to move. (No pressure!)
-
Setting the Stage
Please establish an appointment time and date for the next follow-up phone call at the conclusion of each call. The vague “sometime next week” or “get back to you soon” could cause missed phone calls, duplicate voicemail messages, and even an unfinished sale.
-
Send An Email Reminder
Everyone understands that non-shows are among the most frequent causes of lost sales. If a particular time was scheduled for a follow-up phone call, send a reminder email, even if it’s verified via the form of a Google calendar. Make the email brief with a simple message, such as “Julie, I’m calling you tomorrow. Our meeting is expected to take only about a couple of minutes. We’ll go over the proposal and answer your questions.
We look forward to talking with you!”
-
Look Over The Notes From The Calls Before This One
Prior to every follow-up call, take a few minutes to look over your notes and the information you’ve learned from previous conversations. Few things can be more devastating than misguiding sales prospects and prior discussions.
Notes should be on the table. Make sure you do not ask about their pet when they have cats. (Close helps by automatically surfacing your previous note-taking notes when you talk to the prospect.)
-
Make Sure To Call At The Scheduled Time
Never, never delay an additional call. Nothing is more damaging to trust than waiting for someone to call them to convince them of something. You may have the perfect solution; however, if you don’t make the call and a different salesperson is successful, then they’ll win the sale.
-
Don’t Start With Boring Opening Statements
If it’s a scheduled phone call or an unplanned follow-up, do not repeat what others are saying. Everyone has been told, “I am just calling to follow up,” or, “I thought I’d call and see if you have any questions.” Make yourself different.
A follow-up call that stands you apart begins by introducing your first name as well as your company and continues to remind your client of what their problems are and then entice them to listen to your message. For example, “Julie, this is Jack Smith from XYZ LLC. In our last conversation, you mentioned two issues that you had with …”
-
Keep Trying Your Best (But Don’t Annoy Others)
It takes up to six calls to sell a product, so keep going. Continue to follow up and make sure to leave intervals between calls. You aim to close the deal rather than being branded as a stalker.
If a scheduled call was missed, you can leave a voicemail at the moment, then send an email just a few minutes later to inquire if there’s a better method of connecting. Send a second email on the same day to move the appointment. If you don’t get a response immediately, allow two days before making another attempt.
-
Read More:-
