If you feel overwhelmed by cold calls, you’re not alone.
No two calls are the same, which makes the experience exciting and, at times, frightening.
This is exactly why we’ve gathered some cold calling tips to help you every step of the way.
TOP TIP: Calling prospects right after they’ve opened your email or connected with you on Linkedin can result in a 32% higher connect rate.
Research, Research, Research
Researching your prospect is essential. By tracking down key information about them, you can deliver calls with value and keep their attention. Without research, you appear aloof by showing zero investment in the person or company on the other end of the phone. Your prospects will
appreciate the extra effort made with personalization and will open up to better conversation.
Write an Outline of What You Want to Say
Write up a quick (30 seconds or less) cold call script that you can reference on the phone. The idea isn’t to read from this verbatim, but to use it as a guide to help you communicate your message clearly and confidently.
Remember: The goal of a cold call isn’t to pitch to someone on the spot. You’re just trying to get them to commit to a meeting at a later date.
Calculate How Many Calls You Need to Make to Hit Your Goals
Do you know how many cold calls you need to hit your monthly target? Use this worksheet to work backwards from your goals and pinpoint roughly how many cold calls you need to make each day and in total for the month.
Prepare a Strong Opening Sentence
You have ten seconds to prove that you’re worth talking to, so differentiate yourself from other callers. After introducing yourself, turn the focus to your prospect by asking open ended questions about their pain points that your company can help with.
Demonstrate your research and personalise the call.
For example: You could open with a compliment on a recent professional accomplishment you came across through research
Let Rejection Motivate You
Rejection brings emotional pain. We can relive social rejection more vividly than physical pain, so it’s easy to get discouraged by a bad call. Don’t be defeated. Keep a positive attitude, pick up the phone and continue learning from your mistakes.
Practice Makes Perfect
Never go into a cold call completely, well, cold. Simply rehearsing what you’re going to say builds confidence which leads to better performance. The more confident you become, the easier cold calling will be.
Find the Time That Works Best for Your Prospects
Having as much knowledge about your target audience is key. Knowing when key decision makers are available and more open to conversation is key. An easy example is first thing Monday morning’s are normally when businesses have meetings and 1-1’s to set up their week.
Do your research on the company culture an work out when the key decision maker is available.
Make a Good First Impression by Saying “Talking with, Instead of “Speaking to”
When you cold call a prospect, the first thing you want to know is that they are in fact the person you’re trying to reach. The way you verify their identity is this person’s first impression of you, so it’s critical to get this right.
Try to use the words “talking with” when you get someone on the line. These two words imply that you and your prospect are going to be engaging in conversation.
In contrast, “speaking to” describes a one-way action. It suggests that you are going to broadcast your message — whether they want to listen or not.
While it may be tempting to agree to follow up over email (and hop off the call), there’s a better way to give your prospect the information they need to make an informed decision and take a meeting. One that doesn’t involve your message going into a black hole.
Ask Open-Ended Questions
By starting your question with ‘who,’ ‘what,’ ‘where,’ ‘when,’ and ‘how,’ you give your prospect more room for a response.
Cold calling is two-sided conversation and you want to learn as much as you can about your prospect, what they do, and their needs. By asking how they feel, you open up more opportunities for discussion.
Watch Your Tone of Voice
Research indicates that 38 percent of spoken communication is comprehended by tone of voice. Without facial expressions and body cues, you can only convey your points with your words and tone of voice. People respond well to mirroring, so try to match their tone of voice or speech patterns, and their business “language”
Don’t Give an Easy Out
Your goal is to keep them on the line, so you shouldn’t open with: “Is now a bad time?” Stick with personalized statements that will keep them on the line instead of encouraging them to hang up.
Lead with Them, Not You
People spend 60 percent of their time talking about themselves. Self-disclosure produces a
burst of activity in neural regions associated with pleasure, motivation, and reward. Keeping the
focus on your prospect works wonders for both parties: your prospect gets to talk about their
favourite topic (themselves) and you can gain their attention in interesting, unique ways.
Listen
This is one of the simple cold calling tips: Don’t just talk at them. Listening is an easy way to build trust because it makes a person feel valued and it can give you the opportunity to learn more about their needs and concerns.
Don’t Waste Their Time
Remember: When you’re cold calling, you’re essentially intruding on someone’s day. You have about ten seconds to prove your value and run the risk of getting hung up on. By proving that you value your prospect’s time by applying research, engaging in conversation, and keeping the all brief, you earn respect.
Stay on Track Throughout the Call
It’s easy to get lost in the shuffle of a cold call. Engage, ask questions, but remember to stay on topic. Take notes, stay organized, and remember your ultimate purpose
Keep It Positive
Positive thinking is scientifically proven to build your skills, boost your health, and improve your work. Much like overcoming rejection, don’t let defeat (or negative thinking) get the best of you.
Every mistake you make is an opportunity to learn and do a better job in the future.
Leave a Voicemail
Think of it as an audio email, and keep it to 20-30 seconds. Don’t worry about a reply; just focus on continuing to nurture your prospect’s trust in you.
At the beginning of your voicemail, insert your connecting statement (after you say who’s
calling) then end with a great rounded off sentence that triggers curiosity
