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Cold Calling 101

Before cold calling

  1. Plan Ahead
    Who will you be calling? When will you be placing your calls? These are questions you should answer the day before you make the calls. I advise starting out by blocking out at least an hour every day for cold calls and sticking to that regular routine.
  1. Investigate Before You Call
    It may seem tedious, but doing homework on the person you’re calling will make a huge difference. This can be as simple as doing a Google search on the company or looking up the prospect on LinkedIn. Learn about your prospect’s business needs first, so you can more effectively tailor your pitch. “People don’t care about you, all they care about is what you can do for them.”
  1. Practice! Practice! Practice!
    I recommend recording your pitch and listening to it repeatedly, so you can spot problems and correct them. Also keep practicing until your main points become second nature. Make your cold call selection based upon how “hot” the leads are. If they’re streaming in from your web site ALWAYS make those calls first. For other leads on your list, call the most recently-harvested ones first.

4. Schedule
           Block out time to make your cold calls sales in the early morning or late afternoon, preferably on Thursday, but avoiding Fridays- specially Friday afternoon.

Top-Class-Signs-and-Printing-Cold-Calling

Now that you are ready!

  1. Seek Out a Personal Connection
    Whether through online research or during the phone call itself, you should try to find a personal connection with your prospects.
  1. Get Information Before You Give It
    You should ask lots of questions during the call rather than immediately try to sell your product or service. Always write down information so you can get back to it later and use it to work the leads.
  1. Adapt
    Get focused on being effective when you cold call. Make sure you adapt your pitch based on the person you are calling  and the flow of the conversation.
  1. Keep Records
    Keep a record of your success rate. You may find that your industry or region differs. And consider your own rhythms: If   you’re a night person rather than a morning person, you may get a better response calling late afternoon than early morning. You want to keep records tracking who you called, when you called them and how many of those calls resulted in appointments. Measuring your progress will not only keep you organized, it will also give you a sense of accomplishment. While a call might not result in an immediate sale, you can always get something positive out of it even if it’s just more information about the company or person. Write it all down because it might prove useful if there’s an opportunity for a follow-up call.
  1. Persistence!
    Don’t give up! Sales reps need to make between six to nine phone calls before they stop. Sadly, the majority of sales reps out there are only making one to two calls per lead before calling it quits. The contact ratio is between 10 and 11 percent, with that in mind the sales rep who is making only one or two calls is only going to reach 10 to 20 percent of the leads.

Timing is everything with cold call sales

Dr. James Oldroyd from the Kellogg School of Management recently examined the electronic logs of more than a million cold calls, made by thousands of sales professionals inside around 50 companies. He then applied statistical measurements to extract patterns of success and failure.

In the study, Thursday was the best day to contact a lead in order to qualify that lead. Contrary to traditional thinking with cold call sales, Tuesday and Wednesday ranked second and third, respectively. Thursday was almost 20% better than Friday, which was the worst day of all. Apparently B2B prospects are easier to reach on Thursday, and more willing to talk, because the week is winding down and they tend to be more relaxed.

Best time of day for cold call sales?

4 to 6pm is the best time to call to make contact with a lead (by 114% over the worst time block). 8-9am and 4-5pm are the best times to call to qualify a lead (by 164% better 1-2pm, the worst time of the day). 4-5pm is the best time to contact a lead to qualify over 11-12am by 109%).

Bonus: Phone Number Matters
Try not to call from a 1-800 or a blocked number to increase your chances of your call being answered or returned.

Capucine Rismay
http://www.topclassprinting.com

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