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:
Tips and Hacks for Cold Calling
- Rejection is not your enemy, learn to befriend it!
- Pre-call Practices and Post-Call Analysis are a good addition
- Fly away from the distractions
- Leverage the art of voice notes
- Make conversation, then sell
- Don’t mention your competitors, unless asked for!
- Structure your agenda and strategy
1. Rejection is not your enemy, learn to befriend it!
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!
2. Pre-call Practices and Post-Call Analysis are a good addition
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.
3. Fly away from the distractions
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:
- Wear noise cancellation headphones so you are focused only on your goal.
- 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.
More of a walk the walk kinda person? Well, check out this list of our coolest calls to take an insight or two!
4. Leverage the art of voice note
Apparently, 97% of cold calls end up in voice mails. 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!
5. Make conversation, then sell
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 Ronan R. Pessar rolled the dice on the first conversation with a client!
6. Don’t mention your competitors, unless asked for!
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.
7. Structure your agenda and strategy
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.
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 Call of Fame- the cold call collection to swear by!
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