Cold Calling: A Beginners Guide to Success
As consumers, most of us hate receiving a cold call from a sales team. Who has time to talk to some random person about buying something you didn’t even want? Yet the telemarketing calls continue. But why do they keep calling? The answer is simple. Cold calling works. Telemarketing is a highly effective sales tool, and there are still tricks and tips for how to cold call successfully.
What is Cold Calling?
Cold calling, also commonly called telemarketing, occurs when sales reps connect for a sales conversation, usually via telephone, with potential customers with whom they’ve had no prior contact and who have not requested the information or expressed any prior interest in the product or service being sold. To achieve the best sales call results, teams often rely on cold calling scripts when engaging in telemarketing activities.
Does Cold Calling Work?
Cold calling has been going on since the invention of the telephone and is still an effective sales strategy. About 2% of cold calls result in a sale, which wouldn’t be great if there wasn’t the potential to make massive amounts of cold calls every day. After all, 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 a variety of reasons, and telemarketing provides brands with multiple benefits, including:
– Cold calling provides a human touch to a sales interaction.
– Cold calling allows brands to identify target customers.
– Cold calling results provide useful and insightful data.
– Cold calls increase conversions.
15 Best Cold Calling Tips and Techniques
Sales teams tend to dread making cold calls, so how can a sales manager better equip their reps to make more effective sales calls to cold prospects? Fortunately, there are plenty of cold calling techniques that really work. Check out the following 15 best cold calling tips to boost your conversions:
1. Conduct Pre-call Research
– Know your prospect
– Use a creative opening line
– Hit on your prospect’s pain points
– Offer a value proposition
– Deliver a call to action
– Request a follow-up
2. Write a Cold Calling Script
– Schedule Best Calling Times
– Test Opening Lines
– Practice Your Sales Technique
– Use Your Best Closing Line
– Schedule a Follow-up
– Keep It Professional
Cold Calling Vs. Warm Calling
The difference between cold calling and warm calling boils down to interest. In warm calling, the prospect has already expressed interest in the product or service being sold, either by visiting a website, signing up for a newsletter, or communicating with a sales rep. Cold calling, on the other hand, is made to leads who have not expressed interest and have had no prior connection with the brand.
Is Cold Calling Illegal?
Cold calling and cold calling services are entirely legal in the United States, however, there are restrictions on who can be called and during what times. Adhering to these guidelines is essential for ethical and effective cold calling practices.
Is Cold Calling Dead?
While strategies have changed in recent years, cold calling is alive and well. Buyers – and the entire buying process, however, have changed in the 21st century, and they are more informed than in the past, thanks to their access to the World Wide Web. Therefore, it’s become more important for cold callers to do their research and qualify prospective customers as best possible to capture a prospect’s attention.
Conclusion
Despite the common aversion to receiving cold calls, cold calling remains a powerful and effective sales tool. By following the 12 best cold calling tips and techniques, sales reps can significantly improve their success rates and conversions. To achieve success in cold calling, sales reps must conduct pre-call research, create and practice a well-structured cold calling script, and schedule calls at optimal times for increased response rates. Engaging opening lines, longer calls that cover pain points and value propositions, and masterful use of tone are crucial for effective communication.
In conclusion, when conducted with a strategic approach and following best practices, cold calling remains a relevant and effective sales strategy. By mastering the art of cold calling, sales teams can build valuable connections with potential customers and drive business growth.
