The 10 Commandments of Cold-Calling: How to Make the Perfect Sales Pitch
If you want to increase your sales, then cold calling is a strategy you need to implement. However, it’s not as simple as picking up the phone and starting to sell. You must follow certain commandments to make the perfect sales pitch. This blog post will discuss the 10 commandments of cold-calling and how you can use them to increase your sales!
Make the Call About the Prospect, Not You
To make a successful cold call, it is essential to focus on the prospect, not on oneself. The purpose of the call is to gather information about the customer and to determine what they are interested in.
Asking three questions per prospect will help to achieve this goal. First, ask a question about the customer’s situation. This will help to get a better understanding of their current circumstances.
Next, ask a question about their challenges and issues. This will help to identify any obstacles that may be preventing them from moving forward. Finally, ask a question about their commitment level. This will help gauge their interest in your product or service. By asking these three questions, you can obtain the information you need to determine whether or not a cold call is worth your time.
Believe in Yourself and Speak With Energy
One of the most important commandments of cold calling is to speak with energy and believe in yourself. It will be difficult to keep your client’s attention if you don’t speak with confidence and enthusiasm.
It’s important to remember that the person you’re speaking to is probably just as busy as you are, and they don’t have time to listen to someone who sounds disinterested. You need to grab their attention from the start and hold on to it until the end. This means speaking clearly and slowly, enunciating your words, and using expressive language.
You should also try to inject some personality into the conversation so that you come across as a human being instead of a robot. And finally, always remember that the quality of your voice is just as important as the quality of your pitch. If you sound bored or disinterested, chances are your client will feel the same way. So make sure to put some enthusiasm into your voice and believe in what you’re saying – it’ll make all the difference.
If One Door Closes, Find Another
If you’ve been cold-calling for a while, you know that it can be a bit of a numbers game. You make many calls, and sometimes only a handful result in appointments or sales. It’s easy to get discouraged, especially if you’re dialing the same number repeatedly with no results.
However, it’s important to remember that there is always more than one point of contact at any given company. If you’re not having success reaching someone by phone, try emailing or sending a LinkedIn message. Or, if you do get someone on the phone, ask for a referral to another decision-maker. The bottom line is that there are always other options, so don’t give up just because one door seems to be closed.
Plan Your Responses According to the Caller’s Response.
When you make a cold call, you can generally expect one of three responses: the prospect answers, a manager or delegate of the prospect answers, or you go to voicemail. It’s important to have a strategy and response planned out for each scenario in order to make the most of your sales pitch.
If the prospect answers the phone, take the opportunity to introduce yourself and your company. Immediately state the purpose of your call in a clear and concise manner. If the prospect seems interested, ask if now is a good time to continue the conversation. If not, schedule a time for a callback.
If you reach a manager or delegate, politely inquire if the person you are trying to reach is available. If not, ask if there would be a better time to call back. If the manager or delegate seems interested in what you have to say, take the opportunity to give a brief overview of your product or service.
If you find yourself leaving a voicemail, keep it short and sweet. Introduce yourself and your company, and state the purpose of your call. Leave your contact information so that the prospect can reach out to you at their convenience.
Always Use High-Quality Headset and Microphone for You Call
It is important to sound professional when cold calling, and one way to do this is by using a quality headset or microphone. This will ensure that your voice is clear and easy to understand. Additionally, it shows that you are taking the call seriously and are willing to invest in the conversation.
Headsets and microphones can be found relatively cheaply online or at most electronics stores. And while they may not seem like a big deal, they can make a world of difference in how you sound on the phone. So if you’re serious about making sales invest in a quality headset or microphone – your clients will thank you for it.
Choose the Time Carefully and Record Your Results
Time is everything when cold calling. You want to make sure that you’re calling during the times when your prospects are most likely to be available and receptive. Additionally, you should keep track of your results to see which times of day and which days of the week are most successful for you.
To do this, simply note the time and date of each call and the result of the call. After a few weeks, you should have a good idea of the best time to reach your prospects. Then, you can adjust your schedule accordingly. The reason is that you will know the best time to call a prospect based on their profile.
Do Not Limit Yourself to One Call per Prospect
If you’ve been told “No” once, that doesn’t mean you should give up. In fact, research shows that the average salesperson gives up after only 2.3 attempts to reach a prospect. But statistics also show that most people require at least 5 follow-ups before making a purchase decision. So don’t give up after one call, or even two or three. Consider calling the prospect up to 6 times. If they still don’t accept, consider calling them back 90 days later (with a different approach, if possible).
So many salespeople give up after one or two attempts because they don’t understand the psychology of selling. They think that if someone says no, it means they’re not interested. But in reality, people need to hear a message several times before it sinks in and they’re ready to decide.
Calling them after 90 days is also a good idea because they may have forgotten about you, or their situation may have changed. This will allow you to reintroduce yourself and your product and see if there’s still a fit. But remember to change your approach each time, or you’ll just appear annoying.
Don’t Use the Same Voice Message Again and Again
If you’ve left a voice message for a prospect, don’t use the same message again when you call back. This will just annoy the prospect and make them less likely to pick up the phone when they see your number. Instead, try something new each time. This will show that you’re not just blindly calling people and that you’re actually interested in speaking with them.
One way to do this is to leave a different benefit each time you call. For example, the first time, you can mention that your product is the best on the market. The second time you can talk about how your product can save them money. And the third time, you can focus on how your product can help them save time. By changing your message each time, you’ll be more likely to get the prospect’s attention and eventually get them on the phone.
Call Just Before Sharp Hour
If you’ve ever cold-called a lead, you know that it can be a tough nut to crack. You have to be fearless, experienced, and quick on your feet. But a few tried and true methods can help increase your chances of success.
One of these is to call just before the sharp hour. Most meetings start at times like 4 p.m. or 2:30 p.m., so if you want to call prospects who are usually unavailable, consider calling them just before these round times (a 3:50 p.m. call, for example). This way, you’ll catch them right as they’re finishing up their last meeting, and they’ll be more likely to have time to talk to you. Additionally, it shows that you’re willing to work around their schedule, which will make them more receptive to your pitch.
So next time you’re looking to score a meeting with a high-level prospect, remember to give them a call just before the sharp hour. It might just be the edge you need to close the deal.
Never Give Up
If, at first, you don’t succeed, try, try again. This is especially true when it comes to the cold calling. You might not get a yes on the first call or even the fifth call, but that doesn’t mean you should give up. Just remember to keep trying and adjust your approach each time. Selling is all about good contact, good timing and good budgeting so that you can keep on trying.
There are a few key things to remember when it comes to the cold calling. First, you need to have a good script. This means having an opening that will grab the prospect’s attention and a strong close that asks for the sale. Additionally, you need to be prepared for objections and have rebuttals ready. Finally, you need to be persistent and never give up. If you keep these things in mind, you’ll be well on making the perfect sales pitch.
LeadSeed is a B2B Conversation As A Platform (CaaP) generating qualified lead using the “give and get” principle and building trust to develop relationships. It combines the latest digital marketing technic with proven sales methodology.