Calling someone to ask them to buy something is an art. It’s not easy, and there are many different ways to do it wrong. However, if done right, cold-calling can be incredibly effective.
Cold-calling is a lot like sales in that you want to make sure you’re always closing the sale; however, there are some key differences that set it apart from its more hands-on cousin.
For starters, most salespeople don’t have as much pressure on them as cold callers do: they aren’t trying to sell anything specific by any certain deadline (or at all) and can afford to take their time with prospective clients even after they’ve made contact with them!
But if you’re reading this blog post then I have good news for you: I know exactly how this kind of work works because I’ve done it myself before (and still do).
These are some tips for getting better at your job without having any formal training or schooling on how best put them into practice:”
| Takeaways |
|---|
| Cold calling is a skill that can be considered an art form in the world of sales and marketing. |
| Mastering cold calling requires a combination of technique, strategy, and persistence. |
| Effective cold calling involves building rapport, addressing objections, and delivering a persuasive pitch. |
| Researching your prospects and tailoring your approach can significantly improve your cold calling success rate. |
| Cold calling is not about random calls but rather a strategic process that aims to create meaningful connections. |
It’s Not Personal, It’s Business
It’s important to understand that when you’re cold calling, it’s not personal. It’s just business.
You’re a salesperson and your clients are the people who buy what you sell. If they don’t like what you have to offer or don’t want to buy from you, they aren’t going to waste their time talking with you.
So there’s no need to be shy or afraid or nervous or anxious or scared or intimidated because this is just a transaction of buying something for someone else in exchange for money.
Mastering cold calling is an essential skill for any marketer. If you’re looking to enhance your technique and drive business growth, our guide on how to master cold calling can provide you with valuable insights and strategies.
Know What You’re Selling
The first step in selling anything is to know what you’re selling. The best way to do this is by conducting thorough research. Look at what similar products or services are available and how they compare with yours.
Look at how much it costs, what features it has, who uses it and why, etc.
Knowing these things will help you understand the target market for your product or service so that when someone asks about them, you can answer them confidently and accurately without having to do any guesswork on the fly.
Next comes knowing the competition: Who’s offering similar products? What makes their offerings different from yours?
How much do those other options cost compared with yours? What makes customers choose one over another? How can you use any of these answers in your sales pitch?
Understanding price point is important because pricing is one of the biggest factors when deciding whether or not someone buys something.
And if they don’t buy right away, then understanding price point could save both parties time later on by allowing them both a chance at negotiating terms before closing out an agreement (or just taking back everything they’ve already said).
Knowing all of this information ahead of time will make ‘cold calling’ easier because there won’t be any surprises waiting around corners!
Be Ready To Ask For The Sale
If you’re following the previous steps, you should be getting a lot of “yeses.” On your first call, ask for the sale and see how it goes. If it goes well, great! If not, try again on the next call.
The more experience you have with asking for the sale from a cold prospect, the easier it will get over time because you’ll know exactly what to expect by that point:
- Yes: Take down their credit card number
- No: Try again later in your calling process
Either way, keep your eye on how many people are saying yes or no—you want to see an uptick in positives as compared to negatives (on average).
Cold calling might seem intimidating, especially for beginners. However, with the right cold calling tips, you can gain confidence and improve your success rate when reaching out to potential clients.
Know Who You’re Talking To
The first step in effective cold calling is knowing who you’re talking to. The only way to do this is by doing your research. You need to find out:
- Who they are
- Their role in the company
- Their company name and domain name (if it’s a long one, try Googling it)
- What industry they’re in (this can be found on their website or LinkedIn)
- What products and/or services they offer/sell, who they target as customers, etc.
If you’re making a cold call from your own home phone number, it might be worth looking into their social media presence too why not?
Present A Solution
If you’re going to present a solution, it needs to be better than the one they’re currently using. The customer will ask questions and expect answers.
You should have all of your facts straight before you present anything because now is when you need to show off your skills as a salesperson.
You can tell if someone is not taking you seriously by how many questions they ask about your product or service and whether or not they are engaged in what you’re saying.
The more engaged they are with the presentation and their questions, the more likely it is that they want what you have to offer and will buy from you instead of from another company who has similar products/services but doesn’t answer their questions so well during their sales pitch.
The way that I got over my fear of cold calling was just by getting started!
Don’t Take Rejection Personally
The problem with taking rejection personally is that it will have a negative impact on your confidence, which in turn can have an impact on the way you approach your next sales call.
It’s also important to remember that if someone says no, it doesn’t necessarily mean they’re saying no to your product or service.
It could be that they don’t need what you’re selling right now, or it could just be something about how you handled yourself during the call (or maybe even something else entirely).
If someone rejects your services and/or products because of their industry preference, remember that this is not a rejection of YOU as a person or company they simply don’t prefer one type over another!
And we all know there are plenty of people who won’t buy from Apple computers because they aren’t Windows users; some folks want all-natural foods but won’t use brands like Whole Foods because they think those products are too expensive;
Others will only shop at Walmart because they LOVE their blue light specials… so on and so forth. The point is: the potential customer’s reasons for turning down one type may have nothing at all to do with YOU or YOUR COMPANY’S PRODUCTS/SERVICES!
Overcoming objections is a crucial aspect of successful cold calling. Learn about the most common objections to cold calling and discover strategies to handle them effectively, increasing your chances of making meaningful connections.
Know Your ‘No’
On the surface, rejection is an easy thing to deal with. At least, it should be. You close the door on this one and move on to the next one.
Yet for those who have been in sales long enough, there are times when you just can’t seem to get past that first barrier: hearing “no” from someone who has no reason to say yes.
Here are some tips for dealing with rejection:
Remember that rejection is part of life, and even if you don’t like it, it won’t hurt your feelings permanently (unless you let it). So how do you learn how not to take a “no” personally?
By realizing that there’s always another opportunity around the corner; if this company isn’t interested in what your selling today, they may very well be tomorrow or another day down the line; they might even come back after they’ve tried someone else first!
Don’t let rejection slow you down – keep working until something works out! If at first they don’t accept our offer but later change their mind then we may have made progress through persistence alone.”
Use Your Opening Statement As A Filter
If you’re calling someone for the first time, it’s important to know what you’re going to say before you pick up the phone. You should have a clear idea of who your message is meant for and why they’ll want to listen.
The opening statement is an opportunity for the prospect (or whoever answers the call) to decide whether or not they are interested in what you have to offer, and whether or not they qualify for it.
If there’s no fit between what you’re offering and who’s answering, then there’s no point in continuing with your pitch or trying again later on down the road.
The truth about cold calling is that it can be challenging, but it doesn’t have to be discouraging. Our article on the brutal truth about cold calling offers insights and actionable advice to help you succeed in this demanding yet rewarding marketing strategy.
Do It Daily
The more you do it, the better you get at it. The more you do it, the more comfortable you get with it. The more you do it, the more out of your comfort zone that takes you and the further down this rabbit hole we can go together.
If done correctly, cold calling is a beautiful thing: You’re reaching out to people who don’t know anything about what you do or how great your brand is yet;
Moreover, many companies are still relying on traditional marketing tactics like email and print advertising (which aren’t going anywhere anytime soon) so there should be plenty of opportunities for both newbies and veterans alike!
Keep It Short
Keep it short and simple. Keep the caller on track with your pitch, so he or she won’t have to spend too much time listening to you before being able to ask questions.
Don’t be afraid to say “I don’t know” if you don’t know the answer to what they’re asking, as this will show that you’re confident enough in yourself not just to make things up but also admit your shortcomings when necessary.
Don’t waste their time. If a call has been going on for more than 10 minutes, then chances are that either something went wrong or there was some kind of disconnection and this can be frustrating for both parties involved!
As such, once you’ve gotten all the information from them and closed out the call with a thank-you message (and maybe even an offer), end it quickly by simply hanging up after they’ve thanked you as well
Keep Track Of Your Metrics And Adjust Accordingly
In order to become a master of cold calling, you need to keep track of your metrics. You should have a spreadsheet where you can track all of your calls, actions and sales. A great way to do this is by using a CRM or customer relationship management system (more on these below).
This will allow you to see how many calls you’re making each week, what time of day they are happening, who is answering the phone when it rings and more importantly for our purposes here: whether or not anyone has purchased from them as a result of your cold call.
It may take some time before things start coming together but once they do – we promise – it will be worth it!
Record Every Phone Call And Listen Back To It Afterwards
Record Every Phone Call
After every call, record it and listen back to it afterwards. This allows you to see what went right, what went wrong and how you can improve on your next call.
It also allows you to see what techniques are working well or not so well for you in terms of closing sales and customer service skills etc.
You will be stunned at how many things you can improve just by listening back to someone else’s voice rather than your own!
Never Read From A Script (You’re Not The TelePrompTer)
The biggest mistake you can make with cold calling is “reading from the script.” You know, the one your sales manager gave you before you started selling cold.
That’s not how it works. If someone calls in and asks for a quote on a free trial, don’t just talk about what they’re getting oversell yourself!
Be confident and pushy! Tell them that they’ll be able to see results within 24 hours of using this product or service, even if there’s no evidence that proves that claim at all!
Remember: When selling cold, there are no stupid questions when it comes to asking for the sale. If they say they need time to think about it or ask if they can get back to you, don’t let this stop you from asking again right then and there; after all, who knows if their boss will approve?
You have nothing more than two minutes worth of conversation with this person on the phone (or less), so take advantage of every second by making sure each word counts toward closing the sale!
If you’re eager to jump into cold calling and start generating revenue quickly, check out our guide on getting started with cold calling. Learn the essentials and practical tips to launch your cold calling efforts with confidence and efficiency.
Always Have The Right Attitude – Even If You Don’t Feel Like It!
Being positive is absolutely essential. You can’t expect to make sales or get appointments if you are negative, defensive or fearful of rejection.
There is no room for being apologetic or making excuses for why someone should see you or buy from you at this stage in the process.
You need to be assertive and confident as that will help build rapport with your prospect as well as create trust in order for them to want to do business with you (or think about buying from).
Don’t Be Afraid To ‘Over-Sell’ Yourself On The Phone (No One Will Know)
When you’re cold calling, it’s important to be able to sell yourself. You want to make sure that the person on the other end of the phone understands who you are and what your business is about. But don’t be afraid of over-selling yourself.
When I started out in sales, I was taught not to do this at all. My boss said that people would know if we were lying or being too pushy with our product or service offerings and that they wouldn’t buy from us anymore because we were seen as untrustworthy sellers.
And he was right to an extent! He also said that if someone does get on board with our company later down the road for whatever reason (perhaps through word-of-mouth).
Then maybe it wasn’t such a bad thing after all… but only after we had proven ourselves trustworthy by underpromising and overdelivering every single time!
Conclusion
Above all, remember to have fun with cold calling. It doesn’t matter if you’re spending hours on end in front of the phone – it’s a great way to make money and meet new people!
You might not get them all, but don’t let that discourage you from pushing yourself even harder next time around.
Further Reading
Cold Calling Techniques on BusinessBalls: Explore comprehensive cold calling techniques and strategies to enhance your outreach and communication skills.
Mastering the Art of Cold Calling on SocoSelling: Dive into the art of cold calling with expert insights and tips to refine your approach and increase your success rate.
Cold Calling Tips and Techniques on GTMNow: Discover practical tips and effective techniques to excel in cold calling, turning leads into valuable connections.
And here’s the “FAQs” section with semantic-based questions and answers:
FAQs
What are the essential cold calling techniques for success?
Mastering cold calling involves various techniques, such as building rapport, addressing objections, and delivering a compelling pitch. These techniques can significantly improve your cold calling success rate.
How can I become proficient in the art of cold calling?
Becoming proficient in cold calling requires practice, research, and a deep understanding of your target audience. Learning from experienced professionals and consistently refining your approach are key to mastering this art.
Are there any effective cold calling tips and tricks?
Absolutely. Cold calling tips include researching your prospects beforehand, personalizing your approach, and using a confident and friendly tone. These tips can make your cold calls more effective and engaging.
How can I overcome objections during cold calls?
Overcoming objections in cold calls involves active listening, empathizing with the prospect’s concerns, and offering tailored solutions. By addressing objections with professionalism and understanding, you can build trust and credibility.
What are the common challenges faced in cold calling?
Common challenges in cold calling include dealing with rejection, handling difficult prospects, and maintaining a positive attitude. Developing resilience, refining your skills, and learning from each interaction can help you overcome these challenges.
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.