10 ‘Must Know’ Cold Calling Tips for 2017
People often say that cold calling is a thing of the past and it is of no use in the percent scenario. Yet innumerable number of businesses is still banking on it to drive revenues. Be it Twitter, Uber and other top ranked global conglomerates, they all have a huge team of sales reps zealously making cold calls to set up appointments and convert them into sales.
However, if you are still making cold calls like in old times, you might not as well do it at all. There are a lot of drastic changes in recent times, which is why we’ve put together a list of cold calling tips that will help you ace the game.
1) Get Your Focus Right:
Cold calling never was and will never be about making the sale. It is essentially about getting a chance to make the sale by setting up an appointment and making a pitch. So if you are one of those who associated cold calling with the former category, make sure that you get your focus right.
2) Understand Your Market and Prospects Before Making the Call:
Cold calling will only be successful when it is personalized and targeted towards the right audience. Hence makes sure that you do your research and identify the target audience. Once this is done, try to dig deep and understand their problems, needs and expectations in advance. This gives you a great platform to initiate a conversation and build upon it.
3) Leverage Social Media Channels to Improve Your Chances to Connect With the Customers
As per Vorsight, the probability of speaking with a person through a cold call increases by more than 70% if he or she is a member of LinkedIn group that you are a part of.
4) Come up with a Well-rounded Opening Statement for Your Call
Having an opening statement prepared in advance gives you the breathing space to organize your thoughts before making the call. It also helps you to stay clear of those costly mistakes during the beginning of the call that would give the person on the other end a chance to terminate the conversation.
However make sure that don’t sound robotic by reading the statement into the phone. Rather use the opening statement as a framework to get the things rolling.
5) Prepare a Script for the Rest of Your Call
It is too easy to leave something out or meander during the course of a long cold call and this step is intended to help you to keep your focus during the entire duration of the call.
6) Be More Specific While fixing Appointments
Use something like, “Would Thursday at 11 a.m. be a good time to meet?” rather than saying, “Can I meet with you to discuss this next week?”
7) Make Gatekeepers Your Allies, Not Foes
Be cordial to whoever picks up the phone, especially the gatekeepers. This is because unless you get them on your side it will be very difficult for you to reach the decision makers within an organization. Hence incorporate appropriate steps necessary to appease them, which can be as simple as greeting them, learning and addressing them by their original names, and being kind to them to get the information that you need.
8) Try to Connect With the Prospects by Sending Small, Unique Promotional Items
Sending prospects a small, unique promotional item will help you to connect with them on a personal level and makes your business stand out from the rest.
9) Schedule Your Cold Calls at the Right Time
Early mornings and late afternoons are the most appropriate times to reach the decision makers in the industry. And statistically speaking, Thursday is the best day to cold call followed Wednesday, while the worst day to call is Tuesday.
10) Be Persistent
As per recent reports, 80% of new sales are made after the fifth contact. Hence be persistent and make sure that you do not give up after the second call, just like majority of sales people.
Follow these simple tips to develop an open honest dialogue, which in turn creates a climate of trust and helps you foster a sale. And in case you need any other assistance with regards to cold calling don’t hesitate to contact us. We are a reputed outsourcing company with over 60,000 hours of cold calling experience and a proven track record of delivering high quality results.
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