Login

Sign up for free

large_Outplayhq-logo (1).png

medium_Outplayhq-logo (1).png

small_Outplayhq-logo (1).png

thumbnail_Outplayhq-logo (1).png

Outplayhq-logo (1).png

Product Overview

Sales Analytics

Integrations

Multichannel Outreach

Chat

Email

Dialer

Track your Prospects

Inbound Lead Conversion

Chrome Extension

Conversation Intelligence

Sales Agency

Platform

Inbound Sales

Outbound Sales

Account Based Sales

HR & Recruiting

Customer Success

Outplay for Recruiters

Solutions

Pricing

Customer Love

Customer Stories

Customers

Blogs

Help Center

Call of Fame

Resources

Master of Sales

Podcast

Learning Hub

main

<h1>Okay, first things first…&nbsp;</h1>As ironic as it sounds, cold calling is all about making the prospect warmer towards your product or service. In fact, it is pretty much the best tool an SDR has in their armoury to learn about the potential of the customer and whether they are interested in the offered prospect. Though before we get into the dynamics, let's agree on one thing - cold calling is not dead. It remains today, an integral touchpoint in the whole sales process. Of course, like everything else, the strategies have changed a little. Today's buyers have just changed their buying style. But let's dive deeper to understand why cold calling still works.

<h1>What does the data say?&nbsp;</h1>Cold calling is a gateway, but it is not the ideal way to access decision-makers. As per research by <a href="https://business.linkedin.com/sales-solutions/cold-calling-tips/turn-cold-calls-into-warm-calls#">LinkedIn</a>- 2% of cold calling results in an appointment. While on the other hand, research by <a href="https://www.baylor.edu/business/kellercenter/doc.php/194525.pdf">Baylor University</a> suggests that for every 209 calls, only one meeting was set.&nbsp;Even so, <a href="https://www.salesforce.com/blog/2014/02/email-vs-phone-calls-business.html">human interactions over online ones</a> always take precedence. There are many different ways of dipping feet into the water. Cold emails are much faster compared to calls. But, experts still recommend honing one's technique and leveraging the power of cold calls.&nbsp;<ul><li>First off, a telephone inquiry will help you get immediate feedback. It's best to know right away whether the prospect is worthy or not.&nbsp;</li><li>Plus, the chances of a call going into spam are much less than emails. People can also disregard them because they feel 'mass email'.&nbsp;</li><li>Thirdly, there is a reason why a telephone call is still considered to be a conventional approach. Decision makers respond well to cold calls, even if younger professionals favor digital conversations.</li></ul>

<h1>What do the experts think? &nbsp;</h1>Based on the insights given by Deb Calvert, President, <a href="https://peoplefirstps.com/">People First Productivity Solutions</a>- cold calling is pretty much alive. But, in a nutshell- the practices need to change as they make selling relatively ineffective.&nbsp;She further added that cold calling could work for everybody, but many companies skimp on training the sales representatives right. She also gave great advice to representatives. Segregate your products based on their needs. In case you need the decision maker, it makes sense to target them. However, for c-suite products- you don't need to aim that high. Also, try to understand if the outcome aligns well with the vision of the company or not.&nbsp;Another expert, Jake Dunlap, Founder &amp; CEO of Skaled Consulting- has some more light to shed on the project. He says that you need to reinvent the wheel. If your industry peers can ace cold calling, you should be getting the results too. Additionally, get an insight into whether the people you call have availability or not. For instance, roles like HR, Legal or Finance are near their desk phones. So, see if you can get on a call with such executives.&nbsp;

<h1>Are you making these mistakes?&nbsp;</h1>Some of the top mistakes that executives make while cold calling include:&nbsp;<ul><li>Failing to integrate traditional methodologies with digital methods</li><li>Paying too much attention to the number of calls made and equating a sales rep's calibre with the quantity&nbsp;</li><li>Discounting other mediums of cold calling&nbsp;</li><li>Giving no time to innovation and sticking only to tried and tested yet exhausting methods</li></ul>

Here is what you should be doing instead!&nbsp;<ul><li>First off, check out <a href="https://outplayhq.com/library">Call of Fame</a> and learn from the best cold callers in the field. These cold calls are made by top SaaS sales leaders and the collection is worth an entire curriculum on cold calling.&nbsp; &nbsp;</li><li>Schedule it right. You don’t want to catch anybody at a time when they are too busy for you.&nbsp; &nbsp;</li><li>Always remain prepared. You have perhaps the first 15 seconds to make a compelling argument. This is where your research will reflect, and so will your preparation. Make the most of it!&nbsp;</li></ul>We hope this has shed some light on the undying art of making efficient cold calls and convinced you that they're still right at the top in the sales world.

cold 1.png

Does Cold Calling Still Work?

I think we can safely assume that you’ve landed here because the cold shoulder on cold calls is just going over your head now! Or maybe, the success rate is poles apart from your trial rate. I mean all of us get numbers and when they are failed numbers, the demotivation that comes with it is absolutely disheartening. But here is something you should know. The average success rate for cold calling is <a href="https://www.crmnext.com/resource/learning-center/cold-calling-statistics">somewhere between 1-3 percent</a>. Okay, so that’s one successful call out of 100? Or 30 go-ahead responses post 1000 conversations! Well, I am sure most of you fit into this success rate ratio, but if you are looking to go beyond that number, you’ve landed in the right place.&nbsp;

So, before I lose your attention, why don’t we go ahead and strike off the 5 biggest cold calling mistakes to avoid:&nbsp;<h2>Neglecting research</h2>So, before you get into the cold calling spree, you have learned all about your product. You know just what the salient features are, how it’s helping your entire clientele, and how it’s the best thing waiting to happen to your prospect. But, here is the issue. You are so invested in your own product or service, that you forgot to put in your time on: A- what can be their shot downs?&nbsp;B- how EXACTLY( and not superficially) does your product help your client?&nbsp;C- You fit them in your schedule, but what about theirs? All of these are just examples of how we often skimp on enough research and just go ahead with a script- unfortunately, at such times- it is inevitable for your prospect to let go of the call. Always prioritize their product, and then say how you fit into their needs. Secondly, time is always of the essence…, especially for decision makers - so getting a heads-up from a subordinate and striking the arrow just at the right time will help you with better targeting.&nbsp;<h2>Losing your cool</h2>

You are constantly making calls. It’s understandable that you may snap once in a while. But, that happens to be one of the biggest cold-calling mistakes. Take it this way, someone is trying to give you advice. However, you decide that it’s not the best way for you to take it…and then the person just loses his cool because you didn’t listen. Imagine the irritation on your part. That’s exactly how a prospect would react. We are not saying that listen to anything they throw your way…but try to keep calm on all your calls. A prospect does not realize that he is your 100th call for the day. So, give them that benefit of the doubt and apologize before hanging up in case they lose their cool. Some statements to use would be:“SORRY, I DIDN’T REALIZE, IT WASN’T A GOOD TIME TO TALK TO YOU, BUT I WILL TRY TO CATCH YOU AT A BETTER TIME”. OR ‍ “OH, THE PRODUCT DOES NOT FIT YOUR NEEDS…NO WORRIES, ALL THE BEST WITH YOUR ENDEAVORS”.&nbsp;‍A little politeness goes a long way for sure.&nbsp;<h2>Avoiding the follow-up process</h2>

If you feel that a failed cold call is just a part of your call log, then that’s not how things actually work. For the best sales execs, who wish to up their game, a thorough analysis of every step is crucial. Learn the right lessons and get the correct follow-ups. That will surely help you to reflect back on the particular mistakes you are making and what is repellent for most clients. Similarly, put down your achievements…what was the sweet spot? Take it as your own pros and cons list if you wish, but it will surely help you a lot. Just like a to-do list, you can inculcate these learnings in your daily calls and keep enhancing your game as your list of cold calling increases.&nbsp;<h2>Ignoring Bond…James Bond!</h2>No, we are not asking you to become a spy in the next Bond movie. But isn't it amazing how well we remember this particular line? That's exactly what you should be doing too. The idea is that while explaining your product, you forget to reiterate your name. Try doing that. Even during the introduction, once in between, and while cutting the call. This will help your prospect remember the name if he wants to reference it sometime further in the sales funnel. Also, in the worst-case scenario, if they want to come back at a later stage, then they can remember your name and contact you.&nbsp;Plus, it reflects on confidence on your end. You have an identity and while making a conversation, it’s important that your prospect sees it too.&nbsp;<h2>‍Going with the flow</h2>

We totally get that you have to respond to unexpected questions and it's good to be spontaneous at times. But if you've been taking it too casually, take a step back and evaluate your calls. It is always better to have proper research in place before going into these cold calls. Keep a script ready with answers to questions that they might ask and a few lines to ensure that you close the cold call on an impactful note. All of these practices will help you compartmentalize the call and get the most out of it.<h2>Summarizing it for you:</h2>When it comes to cold calling, we often tend to prioritize quantity. It’s true, cold calling is a number of games. Hits and misses are all that are needed here. However, you still need to balance out quality absolutely. If your cold calls are failing because of a wrong pitch or repeated mistakes, then it’s time perhaps for a game change. Also, while having a call log is the most basic of it, analyzing the different kinds of responses is the learning exercise you can leverage. Avoid these biggest cold-calling mistakes mentioned above and ace your performance. At Outplay, we are always wanting our SDRs and sales ninjas to outplay their contemporaries. Like us, do you want to cool down the number of failed cold calls? Well, then the<a href="https://library.outplayhq.com/"> Call of Fame</a> is just the guideline you need! Check out the best cold calls in the industry and connect the dots to successful pitches.‍ LIKE WHAT YOU JUST READ? SUBSCRIBE <a href="https://outplayhq.com/blogs">HERE</a> FOR FREE TO READ MORE SUCH INSIGHTFUL BLOGS.

62fcc3af1aea5a1e0ca5bcb2_Blog_Banner_CCT_Landon Meyer (1)-p-1600.jpg

How to Avoid These 5 Mistakes on Cold Calls

<a href="https://www.linkedin.com/in/sdrhelper/">Landon Meyer</a>, more famously known as the SDR helper, does not need an introduction. Most recently, he imparted his learnings at the LinkedIn live cold calling event, and thank heavens for that, because the experience Landon comes with is pretty much like a Bible to us SDRs. He currently serves as a Founding Account Exec at <a href="https://www.linkedin.com/company/nooksapp/">Nooks</a>, and has been working in the sales field for over 5 years. During this time, he has dabbled with multiple roles at Aerotek, Bungalow, and Workato! From a recruiter to a field sales exec to an SDR manager, Landon most recently spoke about booking <a href="https://www.linkedin.com/posts/sdrhelper_sdr-ae-saas-activity-6956618155473473536-FR5j?utm_source=linkedin_share&amp;utm_medium=member_desktop_web">75 meetings in 45 days</a>. Well, for a runner- that would be a Usain Bolt feat right there so here is some inspiration and well some lessons served on the platter (right from Outplay headquarters) for you:Now, we know that you know the technicalities behind cold calling. We are also sure that you have some exciting tactics that are unique only to you! So, let us skip the definition for you and dive right into the insights we derived from this <a href="https://soundcloud.com/user-513428161/landon-meyer?utm_source=clipboard&amp;utm_campaign=wtshare&amp;utm_medium=widget&amp;utm_content=https%253A%252F%252Fsoundcloud.com%252Fuser-513428161%252Flandon-meyer">amazing call</a>, shall we? &nbsp;<h2>Client Consideration is Key‍</h2>The first and most striking thing that Landon flies off with is very simple, ‘do you remember me?’. Now this will do two things psychologically, first- it makes the client feel like they may have a familiarity factor plus it shows that as an SDR representing a brand, Landon is not just assuming that everybody is going to be knowing him right off the bat- giving him the comfort of building up his pitch.Secondly, he does one thing supremely well- does not push the agenda at all. Like the most basic trick in the book, he earned his 30 seconds and that’s where he put his A-game on. This makes the client feel that the SDR is considerate of his time and would most easily be accommodating his needs first and foremost! &nbsp;<h2>Hitting the right pain point-Research‍</h2>We believe that there are three places where an unversed individual should just not speak. One is an interview, the second is political matters, and the third- well you guessed it right..an SDR to a decision maker. Since we work in a cutthroat world, the one thing that will always help you strike is your understanding of the product offered by your client.Everybody can do sales, everybody can push their features- but you don’t want to do just that- you wish to create a collaboration and that is how hitting the right pain point will do wonders for you. Landon gets his 30 seconds and before becoming just another forgotten entry in the call log, strikes a war; one where he talks about combating the real challenge faced by the company. &nbsp;<h2>Options and collaboration‍</h2>The, “huh! Interesting, you should definitely take a look…we can introduce you to a partner and bundle it up”. This is not just quick thinking on Landon’s feet (which by the way, we are sure is your strength), but also enough understanding regarding which deal is best for your client.Now, let’s just all agree that a tailor-made approach is never harmful. Selling the same product call on call, hour on hour can get challenging, but when you mix it up like this- you will surely increase your chance of getting a deal. He spoke about website compliance and a lack of it, and provided just the right solution within 5 seconds, intriguing his client to talk more just the next day! &nbsp;<h2>Get just what the client needs‍</h2>Landon was attentive to not only what the client was saying, but even the tonality. He saw it change from a potential brush-off to a potential deal within 10 seconds. All because he got to the nerve of the client and provided just what he requires within a span of 30 seconds. As a cold calling expert, you may have the structure set, but this is how you can maximize your potential deals. &nbsp;<h2>Prepping for a face-to-face meeting</h2>‍From time immemorial, and if you ask an older generation- they would probably always tell you, that honest business is done face to face. Something that Landon aces right towards the end. He knows, he has the client’s needs understood and all he needs now is a stamp on the deal and a little more verification. The chances of this get higher- once he sends a trusted executive to seal the deal. Just like how you hit a sweet spot with a CTA on a website, that last sentence is pretty much the equivalent!So, the bifurcation of the call is pretty amazing if you see. A simple introduction, diving right into the pain point, seeing the solution, and getting to the meeting. Beautifully played.&nbsp;<h1>Key takeaways‍</h1>So, let’s just sum it up for you to save you some note-taking right here: &nbsp;<ul><li>Keep the conversation down to earth! Even if you are offering the most coveted product in the market, making the client feel that you are in the call for them and not purely for your business will do wonders for you.&nbsp;</li><li>Don’t skimp on the research. Pressurized to make more calls in a day? Always choose quality over quantity, a little bit of what your product or service can do specifically for the client will help you with more conversions and lesser call log entries.&nbsp;</li><li>Know your competitors, but always know what different are you offering and use the power of your ecosystem to ensure that you provide just the best solution to your client.&nbsp;</li></ul>In a field like ours, you need continual learning and well-changing tricks of the trade! So, here is where you can learn from the best. Get to our <a href="https://outplayhq.com/library">top cold call collection</a> and inspire yourself away! After all, the more conversational you get in your cold calls, the more the chance of converting the lead to warm. Follow our pages and we will keep you updated with what’s working for sales today and what are some tricks you may need to steer clear of! LIKE WHAT YOU JUST READ? SUBSCRIBE <a href="https://outplayhq.com/blogs">HERE</a> FOR FREE TO READ MORE SUCH INSIGHTFUL BLOGS.

Image 1.jpeg

How to Win the Cold Calling Game Like Landon Meyer

Getting a stalk of things, a lay of the land, or even dipping one’s feet into the deep waters? While these seem like a revision of metaphors, every sales representative is well aware of these. The only difference? They know it as cold calling.‍Cold calls help sales representatives understand if there is a need for their product. While these seem like a tough gig, most of the time…it is also quite exciting to see sales representatives strike conversations that stick with prospective clients. So, now that you have a rough idea about what the term entails, let’s come to our drumroll moment. Without further ado, here are the best cold calling tips we have curated for you:&nbsp;&nbsp;‍<h2>Tips and Hacks for Cold Calling</h2><h3>‍</h3><ol><li>‍<a href="https://outplayhq.com/blog/increase-your-deal-closures-7-best-tips-for-cold-calling#learn-to-befriend-it">Rejection is not your enemy, learn to befriend it!</a></li><li><a href="https://outplayhq.com/blog/increase-your-deal-closures-7-best-tips-for-cold-calling#Pre-call">‍Pre-call Practices and Post-Call Analysis are a good addition</a></li><li><a href="https://outplayhq.com/blog/increase-your-deal-closures-7-best-tips-for-cold-calling#Fly-away">Fly away from the distractions</a></li><li><a href="https://outplayhq.com/blog/increase-your-deal-closures-7-best-tips-for-cold-calling#Leverage-the-art-of-voice-notes">Leverage the art of voice notes</a>‍</li><li><a href="https://outplayhq.com/blog/increase-your-deal-closures-7-best-tips-for-cold-calling#Make-conversation">Make conversation, then sell</a></li><li><a href="https://outplayhq.com/blog/increase-your-deal-closures-7-best-tips-for-cold-calling#Dont-mention">Don’t mention your competitors, unless asked for!</a>‍</li><li><a href="https://outplayhq.com/blog/increase-your-deal-closures-7-best-tips-for-cold-calling#Structure-your-agenda">Structure your agenda and strategy‍</a></li></ol>‍<h4>1. Rejection is not your enemy, learn to befriend it!</h4>‍<img class="image_resized" style="width:480px;" src="https://uploads-ssl.webflow.com/62678b8d0b177c0710b689ef/630377808fc2b42270725881_Landing%20page%20Illustration-01.png" alt="" loading="lazy">‍‍Cold calls make for one of the most effective techniques for prospecting. But, it comes along with a bundle of NOs each week. Most prospective clients say a no before even hearing what the product offers. However, there is a learning hidden right here. Make a note of which point made the person say no in the last call and avoid the same mistake in your follow-ups or calls to different prospects. After all, every sales rep has a different style of cold calling and this can help you ensure that you make a foolproof one for yourself!‍<h4>2. Pre-call Practices and Post-Call Analysis are a good addition</h4>‍<img class="image_resized" style="width:480px;" src="https://uploads-ssl.webflow.com/62678b8d0b177c0710b689ef/630377cbb2e92fce0c6705e4_Landing%20page%20Illustration_2.%20%E2%80%8DPre-call%20Practices%20and%20Post-Call%20Analysis%20are%20a%20good%20addition-.png" alt="" loading="lazy">‍‍‍Most of us tend to reflect back on our practices only when a follow-up call is involved with someone we are answerable to. But setting up a structure for each call will help you effortlessly learn the process. Before you get on a call, a pre-call practice will surely help you set the tone for what to talk about. With a cold call, you need to give your best from the word go- so a pre-calling practice will help you establish that. Additionally, a post-call analysis will help you with more effective follow-ups. Note it down, record your calls or keep pointers handy- but ensure your process is set to the tee.‍<h4>3. Fly away from the distractions</h4>‍<img class="image_resized" style="width:480px;" src="https://uploads-ssl.webflow.com/62678b8d0b177c0710b689ef/630377d95393284d33b1411b_Landing%20page%20Illustration_3.%20Fly%20away%20from%20the%20distractions-.png" alt="" loading="lazy">‍‍‍Not all of us have the luxury to sit in close confines and take our calls. With remote working, there are more distractions than ever! In fact, even if we take a stop at a cafe to take a call- things can get a little tricky to navigate. But, here is how you can make your cold calling effective by completely skipping on the distractions:&nbsp;<ul><li>Wear noise cancellation headphones so you are focused only on your goal.&nbsp;</li><li>Have your research set in one place and your note-taking app/notepad handy so that you are not distracted to look for other things midway.</li></ul>More of a walk the walk kinda person? Well, check out this<a href="https://library.outplayhq.com/"> list of our coolest calls</a> to take an insight or two!‍<h4>4. Leverage the art of voice note</h4>‍<img class="image_resized" style="width:480px;" src="https://uploads-ssl.webflow.com/62678b8d0b177c0710b689ef/63037802e8dad0af32c26d05_Landing%20page%20Illustration_4.%20Levera%20ge%20the%20art%20of%20voice%20notes-.png" alt="" loading="lazy">‍Apparently, <a href="https://www.business2community.com/sales-management/sell-97-percent-calls-now-go-voicemail-0689990#ZPH7wjXwwfJFMR4u.99">97% of cold calls end up in voice mails</a>. So, it does not come as a surprise that you absolutely need to ace the art of voice notes. The best way to go about leaving an effective voice mail is by writing down scripts for yourself. Also, always be prepared that you may receive a beep on the other end. Customize a little bit by covering the pain points in your first message itself and avoid rambling on. This will help the client know that you really may just be the solution that they are looking for!‍‍<h4>5. Make conversation, then sell</h4>‍<img class="image_resized" style="width:480px;" src="https://uploads-ssl.webflow.com/62678b8d0b177c0710b689ef/630378108fbff4202aeab5d4_Landing%20page%20Illustration_5.%20Make%20conversation%2C%20then%20sell-.png" alt="" loading="lazy">‍We spoke of effective cold calling techniques, but when it comes to ineffective ones - delving right into the deal tops the list. Overwhelming a prospect with too much information in the first call itself can act against you. So, it’s best to start a conversation about their needs and then get on to what you offer. This will help the prospect ease into the call with you and then chances of success are a lot more. Transparency can really be the key. Here is how <a href="https://soundcloud.com/user-513428161/y2matecom-call-of-fame-ronen-r-pessar-stylo-1080p-audio-extractornet?utm_source=library.outplayhq.com&amp;utm_campaign=wtshare&amp;utm_medium=widget&amp;utm_content=https%253A%252F%252Fsoundcloud.com%252Fuser-513428161%252Fy2matecom-call-of-fame-ronen-r-pessar-stylo-1080p-audio-extractornet">Ronan R. Pessar rolled the dice</a> on the first conversation with a client!‍<h4>6. Don’t mention your competitors, unless asked for!</h4>‍<img class="image_resized" style="width:480px;" src="https://uploads-ssl.webflow.com/62678b8d0b177c0710b689ef/63037824ee19b6f57abd8ebf_Landing%20page%20Illustration_6.%20Don%E2%80%99t%20mention%20your%20competitors%2C%20unless%20asked%20for!%E2%80%8D-.png" alt="" loading="lazy">‍Nobody likes a pessimist. Plus a sensible buyer does not want to know what others don’t offer but instead wants to spend their time on knowing what you offer. Ethically, stay away from criticizing other competitors. Talk about your pros only when your prospect specifically mentions the other product. This way, you will not come across as uninformed but also not look like a sales rep that piggybacks on others’ flaws to get through.‍<h4>7. Structure your agenda and strategy</h4>‍<img class="image_resized" style="width:480px;" src="https://uploads-ssl.webflow.com/62678b8d0b177c0710b689ef/630378358fbff43d07eaba97_Landing%20page%20Illustration_7.%20Structure%20your%20agenda%20and%20strategy-.png" alt="" loading="lazy">‍While you have aced your conversation, are you aware of the best times that the received may take your call? Have you analyzed the buying trends of your prospective buyer? Cover as many possible aspects when it comes to making your strategy for each client. Also, even though it is common in sales and marketing- steer away from one size fits all thought processes. Keeping an eye out for unique traits for each client will help you sell the product better.&nbsp;‍<h4>Key takeaways</h4>‍It also helps to not start selling right away! Strike a conversation, and know whether you are able to provide a good fit for what your client needs. This way, you would be able to steer the conversation in that very direction and keep your prospect interested as well. Additionally, remember this is your first attempt, and if things go well, you can make up for the drawbacks in the follow-up calls. So do not stuff a lot of information initially itself. All of these pointers will help you increase your rate of deal closures for sure! If you are looking for live examples of calls that actually make it to the client’s consideration list- then check out <a href="https://library.outplayhq.com/">Call of Fame</a>- the cold call collection to swear by! ‍LIKE WHAT YOU JUST READ? SUBSCRIBE <a href="https://outplayhq.com/blogs">HERE</a> FOR FREE TO READ MORE SUCH INSIGHTFUL BLOGS.

How to Increase Your Deal Closures: 7 Best Tips for Cold Calling

How to Increase Your Deal Closures- 7 Best Tips for Cold Calling.jpeg

Sign up for free

Snigdha Chaturvedi

All Posts by Snigdha Chaturvedi

Cold Calling