If you are an entrepreneur or a business owner, you’d know that cold calling is one of the oldest and tried-and-tested ways to get in touch with potential customers and clients. In simple words, it’s making a list of your potential clients who you think can benefit from your product or service. Once you’ve a list on your hands, you reach out to them, find out about their needs and explain how your product/service can meet that need.
If it’s your first day handling cold calling services, it can seem like an overwhelming task. It’s important to know that for marketers, cold calling is a sure shot way of boosting their revenue. Naysayers may say that telemarketing is dead. But it’s not. It’s alive and kicking. The rules have changed in the sense that with time, you’ll have to figure out a better way to make cold calling work for your business. But if you follow the right cold calling tips and do it the right way, it’s going to bring you results.
Remember Mark McCormack’s golden words, All things being equal, people will do business with a friend; all things being unequal, people will still do business with a friend.
What this shows is that, the key to increasing the success rate of your cold calls lies in how quickly you warm up cold calls, i.e., how quickly you manage to expedite the cold calling journey from being a complete stranger, to acquaintance, to friend.
But the million dollar question is how do you do it? We have put together a list of cold calling tips and tricks that will help you strike the right node and be successful in this endeavor-
One of the most important cold calling sales tips you can learn is that “preparation is key”. There can be various ways to prepare. One of them is to know who your customers are. Since your job is to call them and keep them engaged, knowing who they are can help you understand their personality and communicate with them accordingly. As Forbes puts it beautifully, there are basically 4 types of customers :
- Factual – This is the kind of customer who doesn’t like any fluff or sales pitch but cold, hard facts. To talk to them, you will need to be armed with strong stats and research. Give them a winning stat about your product and service and they will be sold.
- Friend – The friendly customer will need a good amount of rapport and conversation complemented by facts. They would like to know more about your company and by being transparent with them, you can make them an ally.
- Objector – Not every sales call will go smooth. These kinds of customers will object to every pitch you try to make. The best way to deal with these customers is to ask for their opinion right at the beginning and frame your pitch around their concern.
- Feel – This is the type of customer whom you can move with emotions. They aren’t so much in for facts as much as they would like to know how your product or service can improve their lives. Making them feel good about your product or service is key to winning them over.
Thus being prepared with strong research about your prospects can give you a good head start.
Schedule the Call at the Appropriate Time
One of the best cold calling strategies you can use is to get the timing right. Let’s face it, you’ve done all your research, you have a script ready but you’re calling at the wrong time so the customer won’t even hear one word of what you’re going to say. To be more productive with your cold-calling results, you need to find a time when the client won’t be sleeping, or busy at work, or engaged otherwise. As per statistics, weekday afternoons are the best time to make cold calls to your potential customers, especially between 3:00 pm to 5:00 pm on Tuesdays or Thursdays.
Call with a Purpose
One of the best cold calling techniques you can use is to prepare a clear outline of what you’re going to say before making the call. You don’t necessarily have to write the entire script down but just the essential points that you’ll need to refer to. This way, you won’t be clueless as to how to carry on the conversation with the potential client. It also helps you sound confident throughout the call, thus putting you in charge of the conversation.
Introduce Ahead of Time
To increase the chances of your success, try booking an appointment before calling. This way, you won’t have to worry about whether it’s the right time to call or not. You can communicate with them via email or SMS/Whatsapp to first book an appointment for your call. Chances are that the customer will be more receptive to what you’re saying and not taken by surprise or annoyed at having been distrubed.
Finally, one of the best cold calling tips you can learn is be grateful to the customer for their time. It’s important to remember that by calling them, you’re taking up a valuable part of their day so it’s best to be polite and thank them for giving you an opportunity to talk with them.
To be completely successful with cold calling, you’ll need to put in a lot of training and hard work. In the end, cold calling is not only a way to better understand your customers, it is a great way to boost your company’s revenue. When the revenues grow, so will you.