Cold calling is a part of many businesses. It is loved by some professionals and dreaded by others. Regardless of your personal opinion, cold calling is an effective sales technique that can help generate leads, customers and more revenue. I came up with five tips to help you turn your cold call into an effective lead.
Investigate Before The Call
Who will you be calling? What is their background? How will your product or service benefit them? These are all significant questions to ask before the call. Even doing a simple Google or LinkedIn search can make a big difference. Learning more about the person you’re calling can help create a personal connection and turn a small conversation into a meaningful one.
Know Your Pitch and Be Ready for Objections
You want to be prepared when you place the call. Know what you’re going to say, your main points and how you will convey your message. In other words, know your pitch! Furthermore, anticipate objections, as they are very common in cold calling. The main key is practicing responding to them. Think of any objections prospective clients might have. Then, come up with answers to them. By anticipating objections and having planned responses, you will be more likely to succeed in your cold call.
Whenever possible, use referrals as they are very powerful. Referrals increase credibility and give you something in common with the person you are talking to. If you don’t have a referral, try and think of someone you have in common with the person you’re calling. Even if it’s just a connection on LinkedIn, it’s better than no one at all. When you connect with someone based upon a referral, the likelihood of the person buying your product/service, or at least agreeing to a meeting, significantly increases.
Timing Is Everything
Simply put, get to the point so you don’t waste the prospective client’s time. Especially in this day and age, where people are very busy, it’s vital to say your pitch in an efficient and quick way. You’ll find this goes a long way in improving your cold call.
Leave A Message
Oftentimes, your call will go straight to voicemail. If this happens, leave a brief message highlighting the main points of your pitch. Leave your contact information and also clarify that you will call back at a different time.
So there you have it, a few tips to help increase the success of your cold call. Oftentimes, a great partnership with your client begins with a simple cold call. I hope you use these suggestions in the next one you make! Also, check out this video for more tips on cold calling.