What do you know about cold calling? I bet you’ve heard it’s a bad idea, right? And the only calls you should be making are those to your family. Well, that’s true, but we’re going to show you how to blend the old and the new. We’re going to show you how to use proven cold calling techniques to increase your sales, even if you think you’re a bad cold caller.
The goal of this post is to help you speed up your sales process, get more clients and make more money in the business world.
There are two types of people in the world. People who go through life in a state of pure bliss. And then there are the rest of us — those of us who have to deal with the nagging sense that our life sucks, that we’re in a rut, that we’re below average. The rest of us are under the illusion that we can’t win big in the game of life.. Read more about cold calling tips and tricks and let us know what you think.
Cold calling isn’t dead in 2024, despite what some would have you think. We’ve got the most up-to-date cold-calling advice and methods right here.
But for now, let’s look at a real-life scenario:
‘Good day, Ms. XYZ. This is from company Y, and this is so and so. We’re working on solutions to assist businesses simplify their delivery operations. Is there anything more you’d want to know about it?’
When a recipient hears these words on the other end of the line, their natural reaction is to roll their eyes and hang up.
Why?
Because cold phoning is a waste of time.
And, look, I understand. You despise making cold calls. Everyone does it.
Except for the salesmen who are now utilizing it to earn millions of dollars in real sales.
Nobody enjoys being surprised. No one enjoys being caught off guard and forced to engage in a discussion they were not expecting. Some individuals even consider cold calling to be a violation of a prospect’s privacy. However, for some reason, cold calling methods continue to be successful in increasing sales.
I’ll explain why cold calling has survived the test of time in this post, as well as my most practical cold calling ideas and methods to help you increase your win rates.
A semi-controversial LinkedIn conversation provided the impetus for this essay.
What Is the Definition of Cold Calling?
Cold calling is a sales activity in which sales representatives contact prospective consumers who have shown no interest in the goods or services being provided. The term “cold calling” refers to soliciting a prospect through various channels – phone or in person — without having had any previous interaction with the salesman.
Over the years, cold calling has developed from a form of giving or, instead of reading a sales pitch into a target-driven sales communication tool.
To put it another way, salespeople target the appropriate prospects in order to increase their success rate.
Delivering a sales presentation to someone who has never heard of you or your products is a huge task.
Is cold calling illegal? This is a question that many people ask.
Certainly not. It is not against the law to make cold calls.
Different nations, on the other hand, have put in place laws and regulations that restrict how, when, and to whom salesmen may cold call.
So, how do we feel about cold calling?
First, we’ll go through seven very successful B2B sales strategies. Then, for some reason, I’m going to debunk some of the cold-calling misconceptions that still exist.
9 Tips and Techniques for Making Effective Cold Calls
- Accept rejection rather than avoiding it.
- Concentrate on instant learning rather than quick sales.
- Use technology to automate time-consuming activities.
- Don’t squander anyone’s time, especially your own.
- Follow your scripts as if you were an actor, not a machine.
- Make a call schedule that works for you.
- Make the appropriate request and take the appropriate following actions.
- Learn how to leave useful voicemails.
- Live at the intersection of quality & quantity.
With all of this criticism, it’s difficult to understand why cold calling is still a viable option. That is precisely why cold calling may be so beneficial to you.
You can get to the top of your company’s sales team if you master the art and science of cold calling. Bad cold callers, like all other kinds of prospecting, are simple to detect. As a result, if you’re really exceptional, you’ll stand out from the crowd. And you will be successful as a result of this.
Here’s the groundwork you’ll need to complete more deals, assist more people, and create your own paycheck with cold calling:
1. Accept (rather than avoiding) rejection.
From prospecting to closing, inbound and outbound sales, rejection is an unavoidable aspect of the process. Nobody ever closes 100 percent of their leads.
How to Overcome Your Fear of Being Rejected:
Create a Slack channel called “funniest rejection” where team members may compete for a reward for the worst thing someone said instead of “No, thank you.”
Takeaway #2: If someone says no but is polite about it, inquire as to why.
Consider the following:
“I like your forthrightness. The most difficult aspect of my work is not knowing whether or not we can assist someone. Do you mind telling me why you don’t believe we can assist you for my own education?”
Don’t attempt to sell them here; instead, concentrate on learning.
Actionable Takeaway #3: Have a practice call with a coworker and have them shut you down in the most obnoxious manner imaginable. After that, every time you’re told no, tell yourself that it wasn’t as terrible as that rejection.
If you’re tired of being told no and can’t seem to escape the sensation, read or watch testimonials from customers who like dealing with your business.
Remind yourself that you’re assisting others.
2. Focus on immediate learning rather than immediate sales.
You realize that cold calling isn’t something you can perfect overnight, so make it a mission to learn something from every potential interaction, good or bad.
Here’s a fast and dirty way to improving your cold calling skills:
Actionable Takeaway #1: Stick to the script and don’t stray from it (yet).
Actionable Takeaway #2: Figure out where you consistently get stuck in the script (people shut you down >50% of the time you say it).
Takeaway #3: Rewrite that part of your screenplay till you don’t get rejected anymore.
Actionable Takeaway #4: Repeat this process until you can get through your entire script on >50% of your conversations.
Actionable Takeaway #5: Examine the quality of your sales calls. Pay close attention to how prospects respond to your open-ended inquiries. They speak more when the question is good.
Actionable Takeaway #6: Keep a record (physical or digital) of your lessons learned so you don’t forget how much good came from your early mistakes.
Actionable Takeaway #7: Share what you’ve learned with your boss and other representatives who are having trouble.
You’ll be years ahead of the typical salesman if you set your expectations properly and continue to learn as you go.
3. Use technology to automate time-consuming tasks.
You should never have to go through tiresome, unproductive sales activities again since contemporary salespeople have so many tools at their disposal.
Here are a few of my personal favorites:
ConnectAndSell — I utilize their service to avoid cold calling, which I despise (manually dialing, navigating phone trees, waiting on hold, talking to gatekeepers, scheduling follow up). When my prospects respond, I am immediately put into live chats with them.
Outreach – Outreach’s product has evolved over time to suit the requirements of contemporary sales teams, and its service and support are unrivaled. It may be used for a variety of tasks, including complete sequence management (phone, email, SMS, and social media).
DiscoverOrg – I’m sure you’ve heard of them. They’re essentially the gold standard in terms of business and contact information, but they also offer insights on purchasing triggers that would otherwise need hours of study.
Nextiva — If you need a VoIP phone system that is simple to set up, lightweight, and dependable, Nextiva is a great option.
You’re in luck if you use Salesforce CRM. Almost every sales productivity tool on the planet integrates with them.
Never worry if you’re utilizing a different CRM. Many products have standalone versions, and you may use Zapier to link dissimilar platforms.
Look out for the lazy seller’s two most frequent excuses: “Someone else chooses the tools” and “I don’t have a budget for sales tools.”
4. Don’t waste anyone’s, including your own, time.
It’s up to you to create the most focused list of individuals to contact so you don’t waste time on each call determining whether or not you can assist the person who answered.
If you choose wisely who you contact, you’ll get much fewer rejections. Make sure you’re only adding businesses and people to your prospect list that you think you’ll be able to assist.
Characteristics to seek for in a business include:
- Industry
- Size (revenue, number of employees, number of sites)
- Geography
- Technologies that are related
Characteristics to seek for in a contact:
- Role/title
- They utilize a variety of tools to get the task done.
- To whom they report
- Who is in charge of them?
If you call someone who doesn’t fit your ideal criteria, you’re stealing their time. If you call someone who can benefit from your offer, you’re helping improve their life and business. Don’t spend your precious time trying to reach people who don’t need what you’re selling.
5. Act as though you’re making a cold call, not like a machine.
Calling someone on the phone is a show. You must be able to enter a zone in the same way that actors do.
The majority of what actors do is based on scripts. However, not every television program or film sounds like a swarm of robots beeping at each other.
They’re brimming with genuine human feeling! So you can’t simply read your lines, but you can utilize a script and speak like a real person.
If you’re prepared to put in the effort, you can become an expert at using a script in cold calls.
How to Make Cold Calling Scripts Work for You (With Examples)
Step 1: Memorize your opening statement and value proposition. You’ll be better equipped to adjust to the discussion without going completely off script if you know how to convey who you are and why someone should care.
“Hello, this is Rex from XYZ Company. I was curious whether what we do to assist sales representatives in gaining insights from past win/loss data might be useful to your team. “Did I manage to capture you in two minutes?”
Step #2: Next, make a list of open-ended questions that will help you start a discussion. When you ask these questions, you must be prepared to listen rather than just waiting for your time to speak again.
“When your sales staff closes a transaction, how do they use that accomplishment to find and complete the next one?”
Step #3: Respond to typical concerns with concise responses. You won’t be excellent at these on the go when you’re initially starting to cold call, so write them down word for word.
Example of a Rebuttal:
“Right now, we’re concentrating on the top of the funnel. Our closers are outstanding. So, thank you, we’re fine for now.”
Example of a Reaction:
“This is one area where win/loss analysis may help your team the most. Imagine being able to analyze all opening pitches depending on how much money they generated. Your whole team may be able to fill their funnel 2-5 times quicker by improving their call and email messaging.”
Step #4: Last but not least, practice until you’re completely blue in the face.
Assume the role of the buyer with someone else. Close your eyes if you’re in the same room with them so you can only hear them and not see them.
Request that your helper gradually raise their opposition to your script.
This one tip alone will provide amazing effects.
Begin with no reservations. Simply go through the procedure for advancing to the next level.
Then move on to one minor point for which you have a prepared answer.
You should eventually practice addressing up front objections such as “I’m not interested” and end-of-call objections such as “Just give me an email.”
6. Create a call schedule that works for you.
You’re losing out on an opportunity if you contact prospects at random times between 9 a.m. and 5 p.m. every day.
You may better concentrate your efforts during times when they will have the most effect by keeping track of when prospects are more likely to answer the phone and when they are more likely to talk with you.
Takeaway #1: Examine the activity records of those prospects who have made a purchase. Which days are the most probable for them to pick up the phone? Spend those days concentrating on high-quality prospects.
You may also consider when prospects are most likely to respond.
InsideSales discovered that the greatest days to talk on the first dial are Wednesdays and Thursdays. Just keep in mind that other individuals have probably heard the same thing, so you’ll have to figure out what works best for you.
Takeaway #2: Divide your time into “offensive” and “defensive” segments.
Most prospects are in the office from 9 a.m. to 5 p.m., with a lunch break between 11:45 and 1:15 p.m. When people are not already working, they are more likely to pick up the phone. Connect rates may be improved by calling around lunchtime or towards the end of the day.
Determine the times of day when you’re most likely to receive a call and concentrate your efforts on interacting with the best prospects during those times. Other times may be used to plan, prepare, create additional sequences, and fine-tune your screenplay.
7. Make the Right Request and Take the Appropriate Next Steps.
On a cold call, you’re not going to clinch a sale – not even close. However, you must submit a request. Set explicit next steps so that both you and the prospect are on the same page.
Prospects aren’t interested in being pushed through your sales process. You’ll have more success if you instead assist them with their purchase.
Getting your prospects’ agreement on future actions, as well as allowing them to modify and provide feedback early on, may make a significant impact in the deal flow.
Sellers with the greatest transaction velocity spent 53 percent more time discussing future actions, according to Gong.io.
8. Master the art of leaving effective voicemails.
Cold calls, on average, result in a voicemail over 90% of the time.
You are not a typical person. But, right? It’s still a rare occurrence when a prospect picks up the phone. So, learn how to leave an excellent voicemail.
To begin, decide on a plan for capturing the prospect’s attention in the voicemail. Remember, the objective of your message isn’t to start selling, but to spark their interest enough for them to contact you again.
How to Leave a Voicemail that Engages Your Prospect
Step 1: Determine what you want the prospect to take away from your message. Is it possible that you’ve been referred to them by someone they know? That you can assist them in resolving an issue you’re aware they’re having? Or maybe you just want them to be aware of your existence.
You may avoid leaving rambling, lengthy voicemails by selecting just one message to convey. It also helps when you need to leave a second, third, or fourth (or even fifth!) message since you won’t run out of things to say.
Step 2: Now it’s time to create your programs. You should have many scripts prepared, each of which conveys a distinct message.
You may want scripts that leave each of the following impressions, for example:
- “I come highly recommended by someone you know and respect.”
- “I am aware of the difficulties you confront, and I am certain that I can assist you.”
- “I have handled issues similar to yours for others, and I am certain that I can do the same for you.”
- “I have an important matter to discuss with you.”
Step 3: Write down your messages. You’ve made your preparations. This is when your ability to execute comes into play. Here are a few key points to bear in mind:
- Maintain a time limit of less than 20 seconds.
- Use a voice that is cheerful, pleasant, and enthusiastic.
- Incorporate a sense of urgency.
- DO utilize both your prospect’s and your own names.
- DO NOT attempt to sell over the phone.
- Telling them about a bargain, special offer, or discount does not make you seem desperate.
- DO NOT leave a voicemail for the first time.
Step #4: Now that you’re consistently sending excellent voicemails, keep note of which scripts are most effective. Put them to the test and keep improving them!
9. Live at the Intersection of Quality & Quantity.
TLDR: If you follow these best practices, cold calling can be quite successful.
- DO make rejection enjoyable rather than frightening.
- DO rehearse, rehearse, rehear
- DO prepare excellent rebuttals and questions.
- DO NOT spend a single phone call on a lead you can’t assist.
- DO NOT make a decision on the spur of the moment. (Follow the script!)
- DO NOT waste time on jobs that can be automated or eliminated using technology.
You’ve got the appropriate mentality, the right tools, and the right methods to live at the crossroads of Quality and Quantity now. That’s where all the money is made!
It is NOT a Waste of Time to Make Cold Calls! Stop paying attention to so-called “experts.”
It’s past time for us to stop listening to so-called “experts” who tell us it’s a waste of time. These are most likely the same individuals that go about cold calling incorrectly by neglecting to follow the guidelines outlined above.
The following cold calling misconceptions propagated by these skeptics are debunked.
6 Myths about Cold Calling Disproved
- Cold calling is a thing of the past.
- Cold calling is a thing of the past.
- Calling someone on the phone is a forced action.
- Cold calling is inconvenient.
- Reps who make cold calls become too “robotic.”
- Quality is unimportant in cold calling since it is a “numbers game.”
1) “Experts” and “gurus” have claimed that cold calling is no longer effective.
It’s difficult to remain loyal when cold calling has received so much bad publicity. From social sellers to inbound marketers, leaders in new sectors have been calling for an end to cold calling for years.
And, just to be clear, cold calling isn’t dead.
2) It’s simpler to say it doesn’t work than it is to find out how to do it properly.
It’s easy to join the naysayers if you’ve tried cold calling once or twice and haven’t had instant success. It requires a lot of consistent work to perfect, just like any other sales talent.
3) Many salesmen are compelled to make cold calls, which is driving them insane.
There are many reasons to dislike the practice of selling goods to strangers over the phone. One boss demanding “50 dials a day” is all it takes to destroy your appetite.
4) We’ve started compensating too much for the “buyer’s journey.”
I think it’s a great concept to sell the way consumers want to purchase, and I’m a big believer in putting up a sales process to reflect that. However, since we’re extending this idea to all aspects of the process, we’re now scared to interrupt people.
5) No one wants to be a machine.
A cold caller’s best buddy is a script, but most individuals haven’t learned how to utilize one naturally. This compels individuals to speak in a robotic manner or to speak on the spur of the moment when they have no idea what to say – a formula for catastrophe.
6) Fast food taught us that quality & quantity are enemies.
For decades, no one went to McDonald’s expecting a high-quality meal; instead, they anticipated a lot of food at a cheap price (I’m sure this is why they’ve introduced a slew of new upscale menu items). This is how most people see cold calling: as a low-quality, high-volume method of generating leads.
Also available on Medium.
It is common for new business people to make the switch from office work to “the real world” of working for small or large companies, charities and other organisations. This can be a tough transition for some, especially for those who are “day-to-day” people, who may have never needed to call on the phone before.. Read more about cold calling examples and let us know what you think.
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Frequently Asked Questions
How do I get better at cold calling?
The best way to get better at cold calling is to practice. Try cold calling different companies every day and see how you feel after each call.
Does cold calling still work in 2024?
Yes, it is still a viable option.
What do you say when cold calling?
I say hello and ask if you are interested in a free consultation.
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