Some say Cold Calling is dead. But is it, though? In the age of digital marketing, cold Calling is not just alive but thriving because the power of technology has transformed cold Calling into warm Calling. Cold calling is definitely worth a shot if you are a startup, especially a B2B.
Cold Calling Definition
Cold Calling typically refers to the process of reaching out to a customer or client who has not expressed interest in your product or service or didn’t have any prior contact with you. It’s an unsolicited sales call. Cold Calling aims to generate leads and appointments by building relationships with prospects.
It is important to note that cold Calling or inside sales are not telemarketing or telesales. There is no closing of sales involved in cold Calling.
Please Note: It is not the typical credit card or insurance agent sales call or blind call that we all get annoyed with.
Cold Calling has a History.
Cold Calling has been around for several years, and it’s a tried-and-true method for generating leads. There used to be an entire team of cold callers involved in making cold calls following a typical cold call script. A successful cold call would evoke a prospect’s interest, and that lead would be passed on to the sales team, who would convert that potential customer into a customer. Cold Calls can drastically improve your outreach strategy and can land you in more sales.
It’s also one of the most effective lead-generation strategies for Startups. Why? Because when you’re starting a business, you need to get in front of as many potential customers as possible, and cold Calling allows you to do just that.
Digital Tools Empowered Cold Calling.
With various online tools, Cold Calling is no longer a quantity game. It’s more of a “quality” game. You can easily find the decision maker’s contact details with a few clicks.
Moreover, you no longer have to wait for someone to return your call as you can easily connect with them on social media or by Email.
What’s more? You can research the companies and the decision-makers before even making the call. So, when you do make that call, you are not just another person calling from a random number, but someone who actually knows what they are talking about.
Background works as these will increase your cold calling success rates.
Types of businesses that can benefit from cold Calling
Generally, B2B startups can benefit the most from cold Calling. However, some B2C startups can also make use of this technique to get in touch with their target audience.
Whatever business you are in, or even if you are a freelancer who is starting out, you must give cold-calling strategies a try.
Cold Calling Tactics
1) Do your research
As we mentioned earlier, research is crucial if you want to achieve a great cold-calling success rate. You need to find out as much as you can about the company and the decision-maker. Google is your best friend here. Just type in the name of the company, and you will be able to find a wealth of information about it. You can also check out their website, their LinkedIn profile, etc. It would help if you tried tools like Mention or Google Alerts to find any recent trigger events about your prospect or their organization. Also, research the best time to reach out to your prospects. Is it weekday afternoons or Friday mornings? This data will help you deliver a successful cold call.
2) Find the right person to call
Once you have done your research, you need to find the right person to call. The best way to do this is to look up the company’s website or LinkedIn page. If you are still not sure who the decision-maker is, then you can always call the receptionist and ask for them.
3) Make the call
Now that you have all the information you need, it’s time to make the call. I know that an initial cold call is not easy, but trust me, after a few initial hiccups, it will be smooth.
When you are making the call, remember that your goal is to start a conversation. So, don’t try to sell them anything immediately. Just introduce yourself and try to build rapport with the decision-maker.
4) Follow-up
After you have made the initial connection, it is time to tell them the reason for your call and pitch to seek an appointment with them. If you fail on the first attempt, it is essential to follow up. You can do this by sending them an email or connecting with them on LinkedIn. Try to keep the conversation going so that you can eventually pitch your product or service to them.
Cold Calling can be a game-changer for Prospecting
Here’s why:
1. It is a great way to reach out to prospects who might not be aware of your product or service.
2. Cold Calling can help you generate leads for your business.
3. Cold Calling helps you get feedback from prospects and understand their specific needs.
4. It is a great way to build relationships.
5. Cold Calling can help you build brand awareness for your business.
6. It is a great way to stay in touch with your prospects and keep them updated about your product or service.
7. Cold Calling can help you identify potential problems with your product or service and give you an opportunity to resolve them before they become actual problems.
My personal experience as a Cold Caller
I started my career as a cold calling agent or an inside sales representative (I was designated as a Direct Marketing representative) with an IT firm which was a Fortune Global 500 Japanese company. So, here are some of the coolest cold calling techniques and tips.
Proven Cold Calling Tips, Examples and Techniques
Stop making random calls.
Research your potential clients and prospects. Know all about their preferences, interests, pain points, etc. For example, if I market building materials and my TG is architects and interior designers, then I must be informed which architect firms are located in my targeted geography, what could be the plausible line of hierarchy, and who is the key decision-maker (most probably the principal architect or the partner will be).
Throw that cold-calling script into the bin next to your table. Cold-calling scripts are a waste of time. Instead, note down talking points and focus on valuable information that you intend to provide.
Do not engage in a sales conversation in the first sentence itself. Instead, stay focused on your prospects’ pain points and the benefits they can have from your product or service. Talk about your prospects, and talk about any recent event related to them or their organization. And listen actively.
Ask open-ended questions and try to build a personal connection. Talk in a neutral tone, and do never sound scripted. If possible, try to match the style of your prospect. Mirroring works.
Involve in-person visits by sales professionals or sales reps. Remember, the idea is to build a loyal customer base, not a one time sale.
Most prospects will ask you to call at a later date or will not answer their phone. So, be prepared to have a rigorous follow-up regime.
To Conclude
Most importantly, remember that not all prospects will give their valuable time to you or may even hang up the phone; that is all a part of the process. So it’s okay; accept rejection and move on to the next prospect. Practice will make you perfect, and your success rate will increase gradually.
The important thing is not to give up. Keep trying, and you will get there.
Also, don’t forget to document everything. The more you document, the more prepared you will be for your next call.
Last but not least, have some fun while doing it and try to enjoy the process. Approaching each call with a positive attitude will help you immensely.
I hope these tips and techniques will help you generate more leads and increase the numbers game of your company.
Remember, it’s not the number of calls that will generate more sales. It’s the quality of the calls that will increase sales.
If you have any questions or would like to share your experiences, please comment below. Thanks for reading!
And don’t forget to follow me to learn about a fantastic tool that will help you reach out to your prospects for free. Yes, for free, you read that right.
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