No one likes to cold call. The rejection rate is high and many times you have to leave a voicemail message.
Here are the 6 Best Cold Calling Tips for 2021:
1. Buy as Much Time as Possible
Once your buyer answers, you have 5 seconds to earn 5 minutes.
Successful cold calls are almost twice as long as unsuccessful cold calls. The longer the call, the greater your odds of getting the meeting:
Your job isn’t JUST to get your prospect’s attention, it’s to hold it.
And here’s your advantage: You’ve had this same conversation hundreds of time.
You can predict the conversation “paths,” and how to navigate each one. You have the power to plan every move you’ll make in advance.
This cold calling tip came from Linkedin.com’s “Here are The 9 Best Cold Calling Tips You’ll Read This Year”.
2. Research, Research, Research
Researching your prospect should be a pre-call ritual.
By tracking down key information about them, you can deliver calls with value and keep their attention. Without research, you appear selfish by showing zero investment in the person on the other end of the phone.
Your prospects will appreciate the extra effort made with personalization and will open up to better conversation.
Yesware.com shared this cold calling tip with “25 Expert Cold Calling Tips You Can Use to Get Meetings With Anyone ”.
3. Find a Calling Schedule that Works
If you call prospects with no particular schedule from 9am-5pm each day, you’re missing an opportunity.
By keeping track of when prospects are more likely to answer the phone, and when they’re more likely to speak with you, you can better focus your efforts during times it will make a bigger impact.
Find the times of day when you’re most likely to get a conversation and focus your efforts on connecting with the highest quality prospects during that time.
Use other times to plan, prep, write new sequences, and tweak your script.
Rex Biberston shared this cold calling technique on SalesHacker.com’s “9 Cold Calling Tips & Techniques To Help You Win Big In 2021”.
4. Focus All of Your Questions on Your Client, Not Yourself
In your initial contact with the prospect, focus all your attention and your questions on the prospect.
Don’t talk about who you are and what you do, or about your company or any other companies.
Remember, it is about them, not about you.
Client-centered selling is professional selling. You are only selling professionally when you are talking to your client about his or her wants and needs.
This cold calling tip came from BrianTracy.com’s “7 Cold Calling Tips To Improve Your Closing Rate”.
5. DON’T Ask: “Did I Catch You At A Bad Time?”
This is a common way new reps use to open a cold call.
“Hi John, this is Chris Orlob with Gong.io. Did I catch you at a bad time?“
This sales call opening line is recommended by multiple sales books. Here’s the theory behind it:
People like to say “no,” so they can feel in control. And when you ask, “Did I catch you at a bad time” during a cold call, they want to say, “No.” It opens the door to a successful cold call.
Sounds good in theory, right?
But, in our analysis, opening your selling process with “Did I catch you at a bad time” makes you 40% less likely to book a meeting.
Cold calls that opened with this line had a dismal 0.9% success rate.
Gong.io shared “Cold Calling Tips: 17 Proven Techniques To Master Your Cold Calls”.
6. Learn the Right Tone
You could say all the right words, but if your tone of voice doesn’t match, then you’re not going to make the sale.
You want to be sound assured and strong but not too pushy. There’s no room for aggression in cold calls.
Yes, you’re trying to make a sale, but maintaining the same tone, even if things aren’t going your way, is important.
This cold calling strategy came from EngageBay.com’s “10 Cold Calling Tips and Tricks That Really Work (Updated)”.
How Will You Use These Top Cold Calling Tips in 2021?
Pro Cold Calling Tip: Before you start your cold calling campaign to generate more sales, be sure you have the correct B2B lead generating and sales prospecting tools to find email addresses, direct dial phone numbers, and even cell or mobile phone numbers for the Decision Makers you are targeting for your outreach.
Swordfish AI provides the most accurate B2B contact information, including cell phone numbers and email addresses of executives, managers, and key decision-makers. Try Swordfish AI now.
Cover Image Licensed from: 123RF.com / Fizkes.