As consumers, many of us dislike receiving unsolicited calls from sales teams. Who has the time to talk to someone about purchasing something they didn’t even want? However, telemarketing calls continue because cold calling works. It is a highly effective sales tool, and there are tricks and tips for successful cold calling.
What is cold calling? Also known as telemarketing, cold calling is when sales representatives initiate a sales conversation with potential customers via telephone, without any prior contact or expressed interest in the product or service being sold. To achieve the best results, teams often rely on cold calling scripts.
Does cold calling work in 2022? Yes, cold calling has been an effective sales strategy since the invention of the telephone and continues to be successful in 2022. According to professional marketer Charlie Cook, about 2% of cold calls result in a sale. Additionally, 82% of buyers say they’ve accepted sales meetings after receiving a cold call.
The benefits of cold calling: Companies use cold calling as a sales strategy for various reasons, including:
1. Provides a human touch: Cold calling offers a personal interaction that cannot be replicated through other means.
2. Identifies target customers: Cold calling helps sales reps quickly determine the decision maker, allowing them to focus their efforts on the right person.
3. Provides insightful data: Brands can review the results of cold calling campaigns to gain valuable insights into their prospective clients and understand which strategies are effective.
4. Increases conversions: Cold calls lead to sales. The more cold calls a sales rep can make, the more potential sales appointments they can set, resulting in more deals.
Here are 12 best cold calling tips and techniques to boost conversions:
1. Conduct pre-call research: Understand the prospect before making the call.
2. Write a cold calling script: Create a structured script to ensure all important elements are covered.
3. Schedule calls for optimal times: Research the best days and times to make cold calls.
4. Test opening lines: Experiment with different opening lines to capture the prospect’s attention.
5. Aim for longer calls: Successful cold calls tend to be longer, so plan the structure of the call accordingly.
6. Practice your sales technique: Rehearse your script and have alternate conversations based on prospect responses.
7. Use a compelling closing line: Develop a strong closing line that leaves prospects wanting to learn more.
8. Schedule follow-up calls: Follow-ups are crucial, as most sales are made after the initial cold call.
9. Maintain professionalism: Adapt your conversation and script to the appropriate level of professionalism.
10. State your full name and company: Provide your complete information at the beginning of the call to establish credibility.
11. Include an enticing value proposition: Offer something valuable to prospects that aligns with their needs.
12. Master your tone: Practice delivering your script with an engaging and enthusiastic tone.
To make a cold call, gather your list of prospects or use cold calling software, and start talking. Pre-call research is essential, and following the steps outlined above can help make the process easier and more effective.