Cold calling isn’t a term that’s used much anymore. Instead, we talk about “outbound” or sales dialing, which is just another way of describing the same thing. But no matter what you call it, cold calling is a tried and true method for generating leads and closing deals in B2B sales.
With some good scripts and strong follow-up work after each phone call, you can use cold calling to build your pipeline quickly and make money fast!
| Takeaways |
|---|
| Learn the fundamentals of cold calling |
| Discover effective strategies to initiate conversations |
| Understand objection handling techniques |
| Identify ways to make money quickly through cold calling |
| Implement tips for building rapport and trust with prospects |
| Gain insights into leveraging cold calling for business growth |
| Explore actionable steps to kickstart your cold calling journey |
Create A Compelling Offer
The next step is to create a compelling offer that will help you get more people to say yes.
Offer Something of Value: Your offer must be something of value to your prospect. If it isn’t, they won’t use it or buy it.
For example, if you own a dog training business and are trying to sell dog treats online, then offering free shipping for orders over $25 will make people more likely to buy from you (assuming the price point is reasonable).
However, if someone doesn’t have any interest in buying from you because they don’t own a dog or aren’t interested in learning how to train their pet; then this incentive would be useless because there isn’t anything of value attached.
Make It Easy To Say Yes: You need an easy way for people who want what you’re selling can purchase that product immediately after hearing about it during the phone call (e-commerce sites like Amazon do this very well).
If someone wants something but needs time before making their decision then put them on hold until they’ve had time consider whether or not they want
Looking to kickstart your cold calling journey? Learn from real success stories in our guide on Cold Calling 101 and discover how I got over 100 interviews with this proven strategy.
Create A Clear Plan For What You Want To Accomplish
If you’re going to get started with cold calling, it’s important to create a clear plan for what you want to accomplish. A lot of people get hung up on the concept of setting goals without having a real understanding of what they mean and how they should be used.
You need to define the problem before starting on a solution: if your problem is “I want more money,” then that’s not enough. Do you need specifics on what kind of extra cash would make your life better? How much money do you need and when?
Be ambitious with your goals but stay realistic. In other words, don’t set unrealistic expectations for yourself because then when things don’t go quite as well as planned, it can feel like a failure instead of just one step closer to success.
If you decide right away that you’re going to start making an extra $100 per day by this time next week (and yes, this really could happen), but after two weeks nothing has happened yet…well…what happens then?
Are those feelings still positive ones? Do they inspire continued effort or do they leave room for doubt and discouragement?
Be prepared to change your goals as necessary along the way! You’ll learn more about what works best based on trial-and-error than anything else out there so don’t worry if something doesn’t work out exactly right;
Just adjust accordingly so that next time around things will be even better than before!
Write Down Why You’re Making The Call
This step is important because it helps you stay focused on your goal while you’re talking to people. When you’re not sure what to say next, look back at your notes and see if there’s any information or details that might help guide your conversation.
Cold calling isn’t just a technique; it’s a marketing strategy that can revolutionize your business. Dive into the details of mastering cold calling strategy to accelerate your business growth like never before.
Write Down What You Want To Accomplish During Each Call
It can be tempting to go into a cold call with no objective in mind and hope for the best, but having a clear idea of where things are heading will help keep calls from going off-track or getting stuck.
For example, if someone tells me they don’t have time for my pitch, I’ll ask if they’d be willing to meet later this week so we can talk further (and hopefully close).
If someone isn’t interested in what I’m offering because their business model isn’t compatible with mine, I’ll ask them how else we could work together maybe they need some graphic design work done? Maybe there’s another service I can offer them?
In other words: don’t just take “no!” as an answer; try asking questions like “what would make this different?” or “how else could we work together?” before hanging up the phone.
That way even if someone turns down one thing (your product), they may still consider something else related (other products).
Have A Compelling Script
When you’re making your cold calls, it’s important to have a compelling script. This is the main thing that will keep your callers interested and engaged in the conversation.
Know what you want to say. Have some kind of plan for how your call will go before you pick up the phone; otherwise, it can be easy for things to get off track or for you not to remember what comes next in your script.
Know what product or service you offer and why someone would want it from you specifically and then focus on getting those points across clearly, with confidence, and with conviction.
Be prepared for objections! As long as they’re legitimate (i.e., not “I don’t need this” because it’s not relevant), address them head-on: “I completely understand why someone would say that about our product…”
If an objection seems like nothing more than a red herring designed to delay giving out any information at all (“Well…I’m just not sure…”).
Ask directly if there are any questions or concerns they’d like answered before they commit themselves further and continue asking until they’ve said yes or no multiple times!
Ready to take your business to new heights? Discover how cold calling can build your business with effective communication and outreach strategies that open doors to endless opportunities.
Tell Them Who You Are And Why You’re Calling
Your first step is to introduce yourself. Include your name and the company you work for. Next, tell them why you’re calling. You want to make it clear that their business is in good hands by telling them exactly how much experience the company has and what services they provide.
This part is crucial! Always ask for permission before continuing with any other information about yourself or your company; this shows respect for the person on the other end of the line and makes sure they are willing to participate in this conversation with you! Some examples:
- “Hello, my name is John Smith from Company X.” (Ask)
- “Hi there Mr/Ms. Doe, I’d like to thank you so much for taking time out of your day today.” (Ask)
- “How do I know if my business needs an accountant?” (Ask) This question allows us an opportunity to discuss our expertise in accounting services and highlight specific benefits we offer.” (Explain)
Be Persistent And Don’t Take It Personally
The trick to successful cold calling is persistence. You will be rejected a lot, but you must keep going if you want to make money. Don’t take it personally and don’t give up after the first rejection.
Instead, ask why they won’t buy your product or service right now (and be ready for an honest answer). Follow up with them and ask if there’s anything you can do to change their mind.
If they say no, follow up again in a week or so with more information about your business and perhaps even a referral from someone who did purchase from you recently.
Ask For Advice First And Then Introduce Your Offer
- Ask people for advice.
- If they ask why to tell them you’re planning on starting a business.
- Then introduce your offer briefly and clearly, followed by a question to test their interest: “So how do you feel about that?” or “What do you think of my idea?”
This will give you an idea of how interested they are in what you have to say before asking for the sale; if they respond with enthusiasm and interest, chances are good that this is someone who might be open to buying from you.
Cold calling might seem daunting, especially for beginners, but fear not! Explore our insightful cold calling tips for beginners guide and gain the confidence to connect with potential clients and customers.
Build Rapport By Asking About Their Business First (Don’t Pitch)
Before you launch into your sales pitch, it’s crucial to build rapport by asking questions about their business. There are many different types of questions you can ask and they should all be based on the following:
- Their goals (for example: “What do you hope to accomplish in the next 3 months?”)
- Their challenges (for example: “What are some of the difficulties that have been holding back your business so far?”)
- Their successes (for example: “When has your company done well recently?”)
- Their failures (for example: “How much money did you lose last year from poor marketing decisions?”)
Once these conversations have begun, people will feel more inclined to work with someone who genuinely cares about their success, even if it means paying for services like cold calling training!
Make It Easy To Say “Yes” By Asking For A Small Commitment First
- Ask for a small commitment first.
- Have a clear plan for what you want to accomplish.
- Write down why you’re making the call.
- You need to have a compelling script that covers:
Tell them who you are and why you’re calling (e.g., “My name is [your name] and I’m calling because…” or “Hi there! This is [your name], with [company name]. How are things going today?”).
Ask them about their business and get ideas for ways that your product/service could meet their needs (e.g., “So what kind of work do you do?” or “What’s been keeping you busy lately?”).
Explain how you can help, but be careful not to come on too strong; make sure they know it’s not an obligation.
Before moving forward with any commitments on their part (e.g., “I’m happy to talk more about our services if it sounds like something that would work out well for your company.”).
Follow Through On What You Say You’ll Do
When you make a promise, follow through. The best way to build the trust and reputation you need to succeed as a salesperson is by keeping your word.
If you have no intention of following through on your promises, at least don’t make them it will only end up costing you time and money in the long run.
If someone agrees to buy from you, but there’s one more step in the process before they can sign on the dotted line, don’t be afraid to say no.
It might seem like no big deal at first glance, but if that person doesn’t follow through with their end of things and doesn’t want their product anymore either (which happens all too often), it leaves both sides disappointed in each other.
Lastly, if someone is willing and able to pay full price for something without any discounts involved and wants it right away without waiting until next week because they need it immediately or else… don’t be afraid!
Don’t let anything hold back a sale; accept payments quickly so that both parties can get what they need ASAP!
Overcoming objections is a crucial aspect of successful cold calling. Learn how to tackle the most common objections to cold calling and turn hesitant prospects into enthusiastic clients with persuasive communication strategies.
Set Up Your Contacts In A Crm Tool Like Salesforce.Com Or Highrisehq.Com
You can also use a CRM tool to keep track of your contacts. If you’re just starting, this may be more helpful than setting up a sales funnel. A CRM tool allows you to store all of the information about your contacts in one place so that it is always accessible.
For example, if someone fills out a form on your website, they get added automatically into the system and are emailed with an auto-responder series to continue building rapport with them. You can also store their phone number and other important details such as their first email address or referral source (amounts paid if any).
Once you start making calls consistently, it becomes very easy for you because there is no need for paper notes or running back-and-forth between colleagues with questions about who owes what amount of money etcetera
Create A Series Of Messages That Take Potential Leads Through Your Funnel (Phone, Email, Follow-Up Calls, Etc.)
Even if you don’t have a plan, you should.
Here’s what I mean:
You need to know whether or not your message will be effective by the time it reaches the end of your funnel. You may want to write something that gets people’s attention (like with direct mail), but if it doesn’t create a sense of urgency and intrigue, then why bother?
You also need to know where you will send them next (i.e., which page on your website).
This could be an email, a text message (if they reply), or even a meeting in person it all depends on what kind of business you’re running and what kind of customer experience you want them to have when interacting with your brand.
Decide On The Outcome Of Each Call Before You Start Dialing! (Yes, No, Or I’ll Think About It) -It’s Almost Impossible To Get Results If You Don’t Have Goals!
You need to know exactly what you want and why. This is the most important point of all. You can’t possibly be successful without a clear vision of what you want out of life, and how you’re going to get it. If you don’t have a goal in mind, then why are you even reading this article?
Yes, but I’ve never been good at setting goals…
Don’t worry about whether or not your goals are realistic or achievable right now just write down some ideas that appeal to the best version of yourself!
The bottom line is that if there’s something important enough for us to spend our time on (working out), then there’s always time for us to reach our fitness goals!
Conclusion
Following these steps is a great way to start your cold calling campaign. You can make money fast with this sales strategy, but it does require persistence and patience.
You simply have to be willing to keep calling until you get through or reach someone interested in what you’re offering. There are no guarantees of success when starting with cold calling, but if done properly you will see results!
Further Reading
How to Do Cold Calling Effectively: Explore expert tips and techniques for making your cold calls more effective and impactful.
How I Made $24,000 in 4 Weeks of Cold Calling: Learn from a real success story about generating substantial revenue through strategic cold calling.
Cold Calling Strategies: A Comprehensive Guide: Delve into a comprehensive guide that covers various strategies and approaches to improve your cold calling efforts.
FAQs
How can I improve my cold calling success rate?
Improving your cold calling success rate involves thorough research, personalized pitches, active listening, and effective objection handling. Understand your target audience and tailor your approach accordingly.
Is cold calling still effective in the age of digital marketing?
Yes, cold calling can still be effective when combined with modern strategies and personalized approaches. It’s important to integrate it with other marketing methods for a holistic approach.
What are some common cold calling mistakes to avoid?
Common cold calling mistakes include not doing proper research, using scripted pitches, ignoring objections, and not following up. Address these issues to enhance your cold calling performance.
How do I handle objections during cold calls?
When facing objections during cold calls, empathize with the prospect, ask probing questions to understand their concerns, and provide relevant solutions that showcase the value of your product or service.
What tools can assist me in my cold calling efforts?
There are various tools available, such as CRM systems, call tracking software, and sales engagement platforms, that can help you manage leads, track calls, and streamline your cold calling process.
Costantine Edward is a digital marketing expert, freelance writer, and entrepreneur who helps people attain financial freedom. I’ve been working in marketing since I was 18 years old and have managed to build a successful career doing what I love.
