The Anatomy of a Cold Call

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How to take the stress out of cold calling

One of the most dreaded tasks, phrases and prospecting tools in sales is the cold call. But it doesn’t have to be. In fact, taking the stress out of cold calling can make all of the difference in your job satisfaction, not to mention your success ratio. Because cold calling is far from dead, here are five tips for taking the pain out of dialing for dollars.

1. Be organized and prepared

While you don’t want to overdo the prep work in advance of every call because it can keep you from picking up the phone, it is very helpful to do a little bit of research before every call. Make sure you have the basic facts straight to start a conversation, including anything from company news, to shake ups in their industry and more.

2. Dial with energy and enthusiasm

Sure there are elements of cold calling that are discouraging, but don’t psyche yourself out before you even start. The person on the other end of the line will know if your head isn’t in the game, so keep up the positive energy—even if you get hung up on.

3. Ask the one key cold calling question, “Did I catch you at a good time?”

When a prospect picks up the phone, rather than rushing through the sales pitch, ask them if you caught them at a good time. Not only does it show a level of consideration for the customer, it indicates your professionalism—plus provides an opportunity for follow through. Read more about this key cold calling element here.

4. Leave a voicemail

If no one answers, make sure that you take the time to leave a message. Otherwise, you are missing out on an opportunity to connect with your client. Believe it or not, it is possible to build a relationship through pure sweat equity, so don’t forego the chance to share information, even if it feels one sided.

5. Establish your next step

Once you do connect with a prospect through a cold call, don’t try to rush the process. Make sure to include an outline of next steps, whether that means following up via email, a conference call or setting an in-person meeting. Regardless of your method, the key is to demonstrate your value add, with the prospect’s best interest in mind.

Cold calling remains one of the most effective ways to generate leads. The key is to maximize your efforts with smart and proven methodology. Don’t forget to pick up the phone, be persistent and demonstrate professionalism. The results will come streaming in from there.

For more tips on how to boost your revenue, contact Carver Peterson Consulting.

By | 2017-03-29T06:00:26+00:00 March 29th, 2017|Blog, Featured|0 Comments

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