I’m going to be honest with you, cold calling isn’t my favorite thing in the world. It’s probably one of the most frustrating things I’ve ever done. But it’s also been very rewarding because I’ve helped a lot of companies grow their revenues just by making a few phone calls.
So if you’re planning on starting a career as a sales professional, here are some tips for how to make that first call and not feel like an idiot when it happens:
| Key Takeaways |
|---|
| 1. Start with a strong opening to grab the prospect’s attention. |
| 2. Research your prospects beforehand to personalize your pitch. |
| 3. Practice active listening to understand prospect needs and objections. |
| 4. Prepare responses to common objections to handle them confidently. |
| 5. Keep the conversation focused on how your product/service can benefit the prospect. |
| 6. Use open-ended questions to encourage engagement and gather information. |
| 7. Follow up consistently to build rapport and nurture relationships. |
| 8. Continuously refine your approach based on feedback and results. |
| 9. Stay positive and persistent, as success in cold calling takes time. |
| 10. Leverage technology tools to streamline your cold calling process. |
Strive For Short-Term Goals
It’s important to set goals before you start. Whether your goal is to get three appointments per day or make a hundred cold calls, it’s best to have a time limit in mind.
If you’re not sure how many calls will be necessary, try starting with three calls per day and then increasing that number as you gain experience.
Some people prefer setting themselves up for failure by setting an ambitious goal: “I want to speak with at least 20 prospects today.” And then they feel like they’ve failed if they don’t reach it! Instead, aim for something more manageable: “I will make two phone calls this afternoon.”
This way, even if one prospect doesn’t end up being interested in your services and asks how long until the next available appointment slot.
Which happens often you’ll still hit your daily goal of making two phone calls rather than getting discouraged by the rejection and abandoning all hope of getting any new clients today.
Remember that even if one prospect turns out not be interested, there are always more people out there who could use your services!
There’s no reason why any given person shouldn’t benefit from what you have to offer; simply take some time after each unsuccessful conversation before moving on so that none of these interactions go wasted (or “wasted”).
Learning how to effectively engage with anyone is a valuable skill in the world of business. Explore our guide on How to Talk to Anyone: 16 Simple Steps to discover practical techniques for meaningful conversations and connections.
Know The Person You’re Calling
You should always know the person you’re calling, and you can’t know them if you haven’t done your research. The first thing to do is find out their name, the company they work for, and what their role is in the business.
Once that’s done, it’s time to dig deeper into who they are as an individual (or at least what makes them tick). What kind of industry do they operate in? What problems are they facing? What goals do they want to achieve? By figuring out these things before you pick up the phone and dial a random number from your list of leads, you’ll be able to tailor each conversation so that it’s relevant and personal for both parties involved.
After learning about them as people, it’s time to learn more about their business: How long have they been established?
Where do they make money most often? Who are some of their competitors or partners that might help me become familiar with this company better than just asking what kind of stuff another stranger would know off-hand when answering a cold call…
Take Notes During Your Conversation
When you make a cold call, it’s important to take detailed notes during the conversation. Here are some things to keep in mind:
Write down key points of the conversation. Ask yourself what was said that was important, and write it down. To help jog your memory later, you can use an index card or sticky note so you can re-read those points when compiling your report on the call.
Write down action items from the conversation.
For example, if someone needs to email someone else about something they discussed on their call with you, write down that person’s name and email address so there’s no confusion later about who is supposed to do what by when.*
When it comes to growing your business, cold calling can play a crucial role. Delve into the insights of Cold Calling to Build Your Business and discover strategies that can help you expand your customer base and revenue.
Don’t Try To Get Them To Sign Up During The Call
If you’re a beginner, you mustn’t try to get the customer to sign up during the call. You want them to feel like your goal is their interest and not get them to buy something or sign up for your service.
If they do have questions about what you’re selling, then address those after they have signed up with you.
Use A Script If You Need To, But Be Natural
If you’re new to the sales game, then it would be best to use a script. You don’t have to read it word for word and can ask questions as well.
Here’s what you should do:
Write out your script first by hand or in Notepad (or whatever program you like) on your computer. You can even write out bullet points for yourself if that helps make things more natural sounding.
Don’t be afraid to deviate from the script! If something comes up during the call that isn’t on there and might make your conversation go better, then go ahead and say it without worrying about whether or not it’s in line with what was written down beforehand.
Don’t be afraid of asking questions either! It’s important that prospects feel comfortable with working with someone who will ask them questions so they can get a better understanding of their goals and needs before closing deals together;
This goes both ways though you must also be willing to answer any questions posed by prospects as well!
Have Your Own Personal ‘elevator Pitch’
When you’re cold calling, your goal is to get an appointment with the person on the other end of the line. If your elevator pitch isn’t good enough to convince them that there’s a compelling reason for you to meet, then you won’t get an appointment.
An elevator pitch is a 30-second speech that describes who you are and what value you can provide. It should include:
- The problem or need that their company has
- How they can benefit from hiring someone like yourself (or how their company will benefit)
- Why now is a great time for them to work with someone like yourself (or how long it will take before another solution becomes available)
Practice this in front of friends or family members until it feels natural, then record yourself delivering it so that when conversations go well live, there’s no risk of forgetting anything important!
For newcomers to the world of sales, cold calling might seem daunting. Take a look at Cold Calling Made Easy for Rookies to get tips and insights that can make the process more approachable and effective.
Empathy Is A Powerful Tool
Empathy is a powerful tool. Being able to understand and share the feelings of another person can make you a better listener, which leads to better sales. At its core, empathy is about placing yourself in someone else’s shoes for a moment and imagining how they see the world.
Imagine that your customer has been told by all sorts of different companies that he needs their product or service, but it hasn’t worked out for him yet.
If you have empathy for your customer, then you know that it would be best not to try selling him something new on his first call with you.
Instead, focus on establishing trust with him through open dialogue so that he knows he can trust what comes next from your company (and that includes buying more products or services).
Be willing to meet in person.
Meetings are important. While you might spend hours on the phone with clients, meeting in person can help build trust and relationships. You can get to know clients better, explain products and services better, and learn a lot about their business.
If you’re just starting, it may be difficult to book meetings at first. But as you progress in your sales career, setting up face-to-face meetings will become easier because you have more experience under your belt and a larger network of contacts (including prospective customers).
Of course, not every prospect wants to meet with their new vendor but many do!
Listen And Understand
When you’re on the phone with someone, it’s important to remember that they’re not just a client or prospect, but also a person. You’ll want to listen closely and learn about their needs, concerns, and interests. You may even find out something you can use in your pitch!
When someone is speaking, don’t interrupt them or try to talk over them instead of trying to get your point across as quickly as possible (which makes you look nervous), take time to process what they’re saying before responding so that the conversation flows smoothly.
If there’s something they said that doesn’t make sense or could be misunderstood (for example, if they use an unfamiliar industry term), ask them for clarification so that there are no problems later on down the road when delivering services or products.
Becoming a master of your marketing strategies requires understanding the power of cold calling. Uncover insights from the article on Cold Calling Is the Only Strategy That Will Make You a Marketo Master and learn how to leverage this approach for success.
Ask Questions To Make Sure You’ve Understood The Client’s Needs And Concerns
Asking questions is one of the most effective ways to create a deeper connection with your client. It allows you to understand their needs and concerns, and it also allows you to explain why your product or service is the best fit for them.
Ask open-ended questions. Instead of asking “Is this something that would be useful for you?”, try “What do your employees need most from this training program?”
This will help keep the conversation flowing smoothly and prevent any awkward pauses or dead ends in your conversation.
Ask for clarification when necessary. If something isn’t clear after someone has answered, don’t hesitate to follow up with another question like “I’m not sure I understand what you mean by ‘can’t wait?”
This shows that you’re listening closely without putting anyone on the spot unnecessarily which can be especially important if they’ve had a bad experience with salespeople in the past!
Ask for examples: When someone tells me about their problems at work (e.g., “We have trouble balancing time between our families”), I’ll often ask them how they manage this problem currently (“How do we balance our time between family?”).
By asking this question rather than simply giving advice right away (“You should take less vacation time,”), I’m able to learn more about what works well/poorly in other people’s businesses so I can tailor my suggestions accordingly
Always Introduce Yourself By Name, Even If They Know Who You Are
The most important thing to remember when cold calling is that you’re a human being. That’s why it’s important to always introduce yourself by name, even if they know who you are. This can be done in several ways:
- “Hello, this is John Smith from ABC Consulting.” (If they already know who you are.)
- “Hello, my name is John Smith and I’m with ABC Consulting.” (This was the default for me when I was starting.)
- “Hi, there! My name is John Smith and we’re not going to take up too much of your time because we know how busy you all must be!” (This helps soften the blow if they don’t want to talk.)
Ask For An Opportunity To Make Their Life Easier (And Then Do It)
“So how can I help?”
“How can I make your life easier?”
These are the two best questions you can ask when cold calling. By asking your potential customer this, you will immediately start to build rapport by providing them with an opportunity to feel like they’re in control of their success.
Your job is simply to ask for that opportunity and then deliver on it. When you give someone a way to make their life easier, they’ll naturally want to work with you because it’s clear that you’re going above and beyond what’s expected from a business owner in general!
Don’t Interrupt While They’re Talking
When you’re doing your cold calls, one of the most important things to remember is that listening is just as important as talking. When you’re on the phone with someone, it’s easy for your mind to wander and for you to lose focus.
This can lead you down a path where you find yourself interrupting or saying something that doesn’t make sense because your mind was elsewhere.
Always be aware of what’s happening during the call so that if there are any gaps in conversation, they won’t become awkward pauses.
You should also be aware of what questions need answering before anything else will come up (e.g., “I’d like some more information about how this service works”).
Another tip I have for keeping people from thinking negatively about my lack of experience is by asking lots of questions instead of making assumptions or assuming too much knowledge on my part even if it seems obvious! For example: “Can I ask how long we’ve been working together?”
Cold calling is a challenging endeavor that demands truth and determination. Learn the unvarnished realities and strategies for success from The Brutal Truth About Cold Calling and How to Succeed at It to improve your approach and outcomes in the sales world.
Never Be Afraid Of Rejection
One of the most important things you can do as a beginner is learning how to not take rejection personally.
If someone doesn’t want to talk with you or buy your product or service, it doesn’t mean that they hate you or think that what you’re selling is terrible. It just means that they don’t need whatever it is that you’re offering.
Never be afraid to try again if someone rejects your offer; rejection is just part of the process and means that something else will work out in your favor soon enough!
Send Follow-Up Emails After Every Call You Have
Send follow-up emails after every call you have.
Follow up with a thank you email.
If there was a specific topic that they discussed during your call, mention it in the email and let them know if you have anything else to add to their notes on this topic (if they have any). If not, just say thanks for the time and resources spent on your call.
Always make sure to send an email after each call so that it doesn’t get lost in the shuffle of other messages being sent at about the same time.
This will also make it easier for you later when it’s time for another cold call or cold email outreach campaign because then all of your research is already laid out nicely in these emails so all you need is some minor modifications before hitting send again!
Conclusion
In this post, we’ve covered several ways that you can get started with cold calling. From finding good prospects to making the perfect introduction, there are lots of different approaches you can take.
The most important thing is to be yourself and do what works best for your personality type!
Further Reading
Here are some additional resources for further improving your cold calling skills:
9 Simple Tips on How to Make Cold Calling Far Less Stressful: Discover effective strategies to reduce stress and enhance your cold calling experience.
Cold Calling Techniques: Proven Methods for Better Results: Explore a variety of cold calling techniques that can help you achieve better outcomes in your sales calls.
Cold Calling Tips: Expert Advice for Successful Calls: Gain insights from experts on how to improve your cold calling approach and increase your chances of success.
FAQs
How can I make cold calling less stressful?
Reducing stress during cold calls involves proper preparation, adopting a positive mindset, and focusing on building genuine connections with prospects.
What are some effective cold calling techniques?
Cold calling techniques such as personalized scripting, active listening, and objection handling can significantly enhance your cold calling success rates.
How do I approach cold calling for better results?
Approach cold calling by researching your prospects, understanding their pain points, and tailoring your pitch to address their specific needs.
What are some expert tips for successful cold calling?
Experts suggest using open-ended questions, active listening, and delivering value upfront to engage prospects effectively during cold calls.
How can I handle objections during cold calls?
Handling objections requires acknowledging the prospect’s concern, empathizing with their viewpoint, and offering solutions that address their hesitations.
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.