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People think cold-calling is dead because in this digitalized world, who’d want to interact over phones? But you’d be surprised to know that most successful business still relies on cold calling to generate revenue. With the ever-evolving industry of sales, holding on to old techniques won’t get you much out of it, however, if you polish your skills with the evolving industry, you’ll be surprised at the outcomes. In this blog, you’ll find 6 cold-calling tips that are must-haves in order to up your cold-calling game this 2021!
Have the right mindset before making that sales call
It’s always believed and written in ancient scriptures again and again that, Your mindset towards anything that you do is very powerful, and your determination paves your path towards success. So when it comes to sales, your state of mind plays a big role, whether it is about closing the sale or just beginning the conversation. Sales is a risky journey, and you cannot know whether a deal is going to close or not. It all comes down to the communication skills of the salesperson.
Before dialing, if your mindset isn’t positive and you don’t believe in yourself, you will lose that sale, you will lose a potential client, and you will eventually lose your job too. To achieve success, you have to dial with a can-do attitude and a positive mindset and ask yourself questions like, “What is the purpose I’m calling for?” “What is my goal?” “How will I achieve this goal?” and “How do I convince the prospect if he tells me he’s not interested?” and so on.
Say it as you mean it
When you are on the phone, the person on the other end is solely going to judge you by the tone of your voice. So the success of your cold call largely depends on your tone. Being too taciturn or too loud is equally bad; generally, having a low-toned voice will suggest that you are nervous and unconfident, and he or she won’t trust you. What image will you portray of yourself with a high-pitched tone or as an aggressive or overselling salesperson? You wouldn’t want that, would you? The sweet spot lies right in the middle, that is, slightly louder than how you would normally speak, which shows you are confident in what you’re saying while establishing authority. The prospect is most likely going to listen to every word that you say. Try recording yourself giving the pitch and listening back to it from the perspective of a prospect, and you will quickly realize which end of the spectrum you are on.
Grab your prospect’s attention!
Great, you have a hold of the prospect; it’s time to pitch your services to them. Do you think they are paying attention to you? Most probably, they aren’t because they must be at work, checking their email, or doing ten other things. So how do you grab their attention? Well, throw your sales pitch at them and focus on triggering the thought process in their head because it’s all about what the prospect is hearing, not what you’re saying. Secondly, ask them questions relevant to the purpose of your call to get them thinking. It’s clear that you should know the vital elements of your pitch. Saying the prospect’s name right before you make those key points will instantly grab their attention.
Remember you are human having a conversation with another human
Stop reading your script word by word. You are sounding like an emotionless robot. You have to think of yourself as an actor giving their best performance filled with real human emotions. To sound more natural while cold calling, you need to have an in-depth understanding of your product or service. So try to study and memorize your introduction and value proposition as much as you can.
Send customized email
“Send me an email!” Anyone who has done cold calling must know this line too well. What most sales reps do is send a long email, which, if the prospect opens, they won’t even bother reading. What you need to do is send a few customized emails, reminding them about your conversation. You are sending them an email because they asked you for it. Try to keep the email short, clear, and concise. No one likes reading long emails, especially key decision-makers in top companies.
Time is money so stop wasting it
If you are calling someone who has no need for what you are offering and they do not meet your ideal criteria, you are not only wasting their time but also yours. It’s all about getting a hold of the prospect, especially in B2B. In smaller organizations, the CEO is most likely taking the final decision, but in bigger organizations, the CEO is just signing the documents and has a whole team working for him that does the rest. You have to do research on the company itself. Is it the right industry? Do they generate a lot of revenue? Know your market; know the titles you’re pitching your services to.
