Although they might get something of a bad rap, especially since we can all easily imagine them interrupting us during a busy day, cold calls are one of the most effective tools in the arsenal of any sales team. They can help you explore the very top level of your sales funnel, seeing who’s ready to slide on down to the next one. While you can’t avoid the bevy of rejections likely to come, you can enhance your chances of getting the yes that you need, as well, with the tips below.
Research First, Dial Second
A good cold call process begins before you pick up the phone. Using lead prospecting tools, you can make sure that you’re able to segment your leads and begin with those that are most likely convert. Looking into factors like prospect role, company size, likely pain points, and more can help you better tailor your opening and conversation. The best cold calls feel directly targeted at the person that you’re talking to, and even two minutes of homework before every conversation can help you do just that.
Streamline Volume To Maintain Your Focus
Being able to keep up your sales team’s energy and motivation is critical. This can mean streamlining and taking out the parts of the process that can feel particularly draining, like having to dial numbers time and time again. With the help of automated cold calling software, you can make it much easier for them to transition from call to call, bouncing right back after one rejection to try again. They also help reps stay in rhythm, which is crucial for confidence and tone, which we’ll look at next.
Why Tone Often Matters More Than Words
One of the best tips you can give your sales reps is to “smile and dial.” What might sound like a dystopian dedication to keeping face in the workplace is actually more about maintaining a warmer tone when on the phone. However, you can help them improve their on-call manners and expression even better with the right sales training. Giving them the script and tools to confidently lead conversations can help them slip into it much more comfortably and naturally, which is going to automatically result in their tone sounding more open and friendly.
Focus On Those First 30 Seconds
When the recipient realizes that they’re in a sales call, they are going to make a decision within moments of whether or not to hang up or listen. As such, you need to start strong. The basic “how are you today” can wait. You need a clear introduction and a reason for the call, not just what you’re trying to sell, but how your offer can meaningfully impact the person that you’re calling. The better you can tailor it to what you know of their needs, the better.
A mixture of the right tools, the right insights, and the right manner can make any cold call process much more effective. Otherwise, you might find it difficult to find the opportunities amidst all the rejection.
