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Keepingprospectsonthephoneandincreasing salesin2022:21coldcallingtips
Inthispost,wewilldiscusswhatcoldcallingis,21coldcallingtips tokeepprospectsonthephoneandincreasesales,and frequentlyaskedquestionsoncoldcalling,suchaswhatisthe successrateofcoldcalling,doescoldcallingreallywork,and whatistheroleofdataincoldcalling.
Coldcallingisdeadyetmostbusinessesrelyoncoldcallingto increasethenumberofprospects,appointments,andsales.Both clausesdonotmatcheachother.Beforeyoudiveintothecoldcalling tips,itisveryimportanttoagreeontherealityofcoldcalling.
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WWW.GETCALLERS.COM What is Cold Calling? Coldcallingistheprocessofmakingcontactwith prospectswhohavenotpreviouslyexpressed interestinthecompany’sproductorsolutions.An SDRorcoldcallerreachestheprospectoverthe phone.Itisoneofthemosteffectivelead generationmethodsusedbybusinessesacrossthe globetoexpandtheirbusiness. ColdCalling Coldcallingisdifferentfromtheotherprospecting methodsinthefactthatyougetinstantfeedback fromtheprospectwithit.Youdonothavetowait forhourstogetareplylikeanemailormessageon socialmedia. 20 22
21ColdCallingTipstokeepProspectsonthe PhoneandIncreaseSales WWW.GETCALLERS.COM ThefirstthinganyoutboundSDRorcoldcallerneedstodoisknowthe prospectbeforepickingupthephone.Ifyouhavehigh-qualitycold callingdata,youareprovidedwiththingsliketheprospect’sname, companyinformation,andsocialmediaprofile.Now,ratherthanjust shootingyoursalespitchandbraggingaboutyourcompany’sproduct orservices,itisyourresponsibilitytoknowyourprospectfirst. 1.KnowYourProspectsFirst Youcaneasilycomprehendwhatyourprospectissayingifyouhave somepriorunderstandingoftheprospect’sneeds.Theabilityto understandwhatyourprospectsaresayingisthefeatureofagoodcall.
WWW.GETCALLERS.COM 2.Prospects'BenefitsfromYourSolutions Youcannotbeconfidentinacoldcallifyoudonot knowhowyoucanhelpyourprospect.Therefore,itis veryimportantforacoldcalleroranoutboundSDRto thoroughlyunderstandthecompany’sofferings.The mostembarrassingsituationforacoldcallerisnot beingabletorespondtoaprospect’squeriesrelated tothecompany’ssolutions. 20 22 3.UnderstandYourProspect’sNeed Thedefinitionofcoldcallingsaysitistheprocessofmakingcontact withaprospectinordertosellyourservices.Butactually,onthe ground,itistheopposite.Youdomakecontact,butnottospeak.It istolisten.Youhavesomeideaofwhatyourprospectislookingfor andsomeideaofwhatyouhavetooffer.Thecoldcallisanattempt tofigureoutwhatyourprospectislookingforandhowyour company’ssolutionscancatertothem.
WWW.GETCALLERS.COM 4.FindtheRightTimetoMakeaCall Itisnosecretthatcoldcallsareannoying,butwhy makethemmoreannoying?Oneofthemost commonmistakesmanyoutboundSDRsorsales professionalsmakeistalkingtotheprospectsatthe wrongtime. 20 22 5.ColdCallingPatienceandPersistence Thereareafewstatisticsthatwillshowyouwhysomesales professionalsexcelatcoldcallingandwhysomelackit. Ittakesonanaverageof18callstoreachonepotentialbuyer. 92%ofsalespeoplegiveuponaprospectafterreceivingfour“no’s.” However,80%ofprospectssay“no”fourtimesbeforetheysay“yes.”. 44%ofsalesrepresentativesstopwithsalesfollow-upafterthefirstcall. Itrequiresanaverageoffivesuccessfulfollow-upcallstocloseadeal afterasalespersonhasreachedtheprospect.
WWW.GETCALLERS.COM 6.GetOrganizedwithColdCallScripts 63%ofsalesrepresentativessaythatcoldcalls aretheworstpartoftheirjob.Itisnotdifficultto predictwhyitisso,butthat’swhereyouneedto excel.Amongthebesttipsforacoldcalleristo makeacoldcallscript.Now,therearetwothings init:first,tounderstandtheimportanceofthe coldcallscript,andsecond,mistakesyoushould avoid. 20 22 7.BeReadyFortheQuestions 82%ofbuyerssaytheyhaveacceptedmeetingswithsalespeople afteraseriesofcontactsbeginningwithsalescoldcalls,and88%of B2Bbuyersonlybuywhentheyseeasalespersonasa“Trusted Advisor”.Thus,therearealotofquestionsansweringyouneedto do.
WWW.GETCALLERS.COM 8.ChoosetheRightOpeningStatement Coldcallscanbeintimidating.Theonlywayto makeitlessintimidatingistochoosetheright wordsandanopeningstatement.Youropening statementcanopenadoorforadiscussionwitha prospectorcloseit.Thereareafewopening statementsthatyoucanusetoincreasethe likelihoodofgettingtheconversationgoing. 20 22 9.PayattentiontotheWordsYouAreUsing Wordsmatteralot.Coldcallinginvolvesthehumantouchintheform ofvoice,whichisnotpresentintheemailorcontactingsomeoneon socialmedia.Therefore,whatyouaresayingandhowyouaresayingit, bothplayakeyrolewhenyouarecallingaprospectoveraphone. Therearecertainwordsthatyoucanaddtoyourcoldcallscriptto makeitmoreeffective.
WWW.GETCALLERS.COM 10.KeeptheSalesPitchFortheEnd Thepurposeofacoldcallisnottomakeasale.It istofindouttheneedsoftheprospect.Though, everyprospectneedsasalespitchthatwill encouragetheprospecttofurtherschedulea meeting.Thereisanarttousingasalespitchina coldcall.Youdonotuseyoursalespitchatthe beginningofthecoldcallorwhenaprospectis stillknowingyourofferings.Youneedtokeepyour salespitchfortheend. 20 22 11.Buildaconnectionwithopen-endedquestions Therearetwowaystoaskaquestioninacoldcall:firstisthedead-end questionwhereyouareonlygoingtogetananswerinayesorno,and secondistheopen-endedquestionwhereyouaregoingtogetalittle detailedexplanationfromtheprospect.
WWW.GETCALLERS.COM 12.Outlineswhatyouwanttodiscuss Thebestwaytomakeacoldcalleasyistooutline youragendaforthecoldcallonpaper.Youcan keepitasanotewhenmakingacoldcall.Whatit willdoisitwillhelpyoucalmyournervesand guidetheconversationsoyoustayfocusedon thegoalofthecall.Italsohelpsyoubetterlisten totheprospectsandrespondtotheprospects’ queriesbecauseyouknowexactlywhatyourgoal is. 20 22 13.Practicecoldcallsbeforedialing Whenyouhaveenoughpracticedownthelineandyouarementally preparedtotackleanytypeofprospect,youcanstayrelaxedduring thecall.Youcanaskyourmanagerorexecutivetoplaytheroleofa toughprospecttobetterprepareforthecall.
WWW.GETCALLERS.COM 14.Keepyourcallshortandcrisp Itisveryimportanttorespectthetimeofthe prospect.Expertsalwaysrecommendkeepingyour callshortandcrisp.Coldcallingisnotwelcomedby mostprospects.Youneedtobeprecise,accurate, andupfrontaboutthepurposeofthecall. Salespeoplewhostatetheirreasonforcallinghavea 2.1xhighersuccessrate,andwinratesare10%higher whenpricingisdiscussedonthefirstcall.Ifyour prospectisinterestedinknowingmore,youcanget intodetails. 20 22 15.Donotpushtheprospect Itisveryimportanttorespectthetimeoftheprospect.Expertsalways recommendkeepingyourcallshortandcrisp.Coldcallingisnot welcomedbymostprospects.Youneedtobeprecise,accurate,and upfrontaboutthepurposeofthecall.
WWW.GETCALLERS.COM 16.Learntodealwithrejections Youarenotgoingtohearyesonyourfirstcoldcall inmostofthescenarios.Coldcallinghasasuccess rateof1to3%.Youneedtoprepareyourselffor rejection.Themostcommonsalesobjections include“theproductbeingtooexpensive”or“Idon’t needthisproductrightnow”.Youarenotgoingto closeeverydeal.Learntotakea‘no’forano,and moveontoanotherprospect. 20 22 17.LeaveaVoicemail 92%ofconsumersthinkunidentifiedcallsmightbeafraud.79%of unidentifiedcallsgounanswered.87%ofrespondentssaidtheydonot answercallsfromunknownnumbersinarecentsurvey.Thissimply meanssomepeoplesimplydonotrespondtothecallsfromtheunknown number.Thus,buildahabitofleavingavoicemailwiththeprospectswho donotpickupyourcoldcall.
WWW.GETCALLERS.COM 18.Trytofindacommonconnection Mentioningacommonconnectionduringacoldcall canincreasethelikelihoodofattainingameeting by70%.Youcandothatbyfollowingthesocial mediaoftheprospect.Youcanevenlikeyour prospect’spostsorgenuinelycommenttobuilda commonconnection.Oryoucantalkaboutthe pressreleaseoradspublishedbytheprospectto findacommonconnection. 20 22 19.Emailinformationwhenrequested Prospectisyourkinginthecoldcalling.Youcannotdenytheinformationif yourprospectisaskingitoveremail,butitisalsotrue,manyprospects usethisasamethodtoendthecall.Provideinformationoveremailonly whenrequested.Preferschedulingacallback.Youcanaskyourprospect forapreferredtimeforacallbackalongwithsharingtheinformationover email.
WWW.GETCALLERS.COM 20.Automateyourdailyrepetitivetasks Follow-upplaysakeyroleineffectivecoldcalling. ThereisalotontheplateforanoutboundSDRor coldcallertomanage.UsetheadvancedCRMtools tosetremindersofthefollow-upandautomate otherdailyrepetitivetasks.Thishelpsyouimprove yourproductivityandbettertargetyourprospects. 20 22 21.Analyzeandevaluateyourcoldcalls Thisisoneofthebestpracticesyoucanadopttoexcelatcoldcalling. Analyzeyourmostsuccessfulandcompletefailurecoldcalls.Thiswill helpyoufindouttheareasyouneedtowork.Ifyouneedassistancewitha particulararea,youcancontactyourmanagerormentortofinda solutionforit.
Generation GetCallersisaprofessionalsourceforquality,affordableremote virtualassistantsandcallers.GetCallerscoldcallersaretrustedby morethan800+companies.Youhavemorethan2600reviewsonline tofindouthowgooditscallersare. WWW.GETCALLERS.COM GetCallersisapioneeramongcallcenterservices.Itprovidesbusiness outsourcingacrossarangeofservicesforglobalorganizations.Remote callersbecomeacohesiveteamthroughouttheinternet.Youcanquickly achieve10xgrowthforyourbusinessbyassigningspecifictasksto GetCallersassistantstocallcenters.ThetopindustriesservedareReal Estate,Insurance,Finance,Medical,Mortgage,Credit,Home Maintenance,andmore.Hireprofessionalcoldcallersstartingfrom$5 peragentperhour.
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