Cold calling? The first thing is just doing it again and again.
Do you ever feel anxious and daunted when it comes to making cold calls? If your answer is yes, don’t worry, we have some tips to help you overcome this anxiety. In 2007, an average of 3 cold call attempts were needed to connect with a potential buyer. Now, it requires 8 times the effort to reach the prospect. (Crunchbase)
Tips for Effective Cold Calling
41% of participants in Marc’s Wayshak study reported that phone calls are, in fact, their most effective sales tool. Here are some tips on how it’s possible to increase the effectiveness of cold callings.
1. Successful cold calls are almost 2x longer than unsuccessful ones – 5:50 vs. 3:14. (Gong.io)
Achieving success in sales takes time and effort, but having a well-crafted pitch can be a pivotal moment. Cold calling is about delivering your message succinctly while captivating your prospect. Here’s how to make it happen:
Company snapshot. Start with a brief overview of your company’s core strengths. What makes you stand out? Paint a picture that captures their interest.
Impressive portfolio. Highlight the notable clients you’ve had the privilege to serve. This builds credibility and trust right off the bat.
Value proposition. Emphasize the value you bring to your customers. What problems do you solve, and how do you make their lives better?
Unique offering. Talk about a specific product or service that sets you apart from the competition. Explain how it addresses a unique need.
2. Also, a targeted question in cold calling can significantly boost your chances of success because it serves several crucial purposes:
Engagement. A thought-provoking or relevant question can capture the prospect’s attention, making them more receptive to your message.
Qualification. It helps you qualify leads quickly by identifying whether the prospect is genuinely interested and a good fit for your product or service.
Questions allow you to gather essential information about the prospect’s needs, pain points, and challenges, enabling you to tailor your pitch effectively.
Effective questions encourage active listening, enabling you to understand the prospect’s perspective and adapt your approach accordingly.
Optimal Timing for Cold Calls
What is the most optimal moment for initiating calls to leads?
According to research conducted by CallHippo, the most favorable window for cold-calling your prospects is between 4:00 and 5:00 pm. The period around midday, specifically from 11:00 am to 12:00 pm, ranks as the second-best time for reaching out to potential clients. Wednesday is the top-performing day for making sales calls. Conversely, Friday afternoon is the worst time.
The Advantages of Direct Communication
57% of C-level buyers prefer to be contacted by phone. (Crunchbase)
Direct communication. Phone calls offer direct and real-time communication, allowing C-level executives to have immediate, two-way conversations with sales professionals. This can lead to faster decision-making and efficient information exchange.
Personal touch. Phone calls provide a personal touch that emails or messages may lack. For sure, it allows for a more personalized and engaging interaction, which is valuable when dealing with high-level executives.
Complex discussions. Phone calls provide for in-depth conversations, clarifications, and addressing complex queries more effectively.
Relationship building. Building strong relationships is crucial in B2B sales. It helps establish a rapport, build trust, and understand the unique needs and preferences of C-level buyers.
Immediate responses. With phone calls, executives can provide immediate feedback or ask questions, leading to quicker responses and a more efficient sales process.
Pricing Discussion on the First Call
Win rates are 10% higher when pricing is discussed on the first call. (Gong.io)
- Qualifies leads efficiently.
- Builds trust through transparency.
- Sets clear expectations.
- Saves time.
- Prevents sticker shock.
- Speeds up decision-making.
- Identifies serious buyers.
Keep It Brief and Emotionally Engaging
Convey your message briefly, saying 1 or 2 sentences at time.
Research indicates that people can only absorb about 20–30 seconds of information at once. Therefore, delivering your message succinctly ensures better retention during your conversation.
Evoke emotions. In the world of sales, understanding the psychology of buying is crucial. People don’t make purchase decisions solely on logical reasoning, they are primarily driven by their emotions. To be a successful salesperson, you need to connect with your prospects on an emotional level. This means empathizing with their needs and desires, making them feel heard and valued. When you tap into their emotions and show how your product or service can fulfill their desires or alleviate their pain points, you’re more likely to close the deal.
In conclusion, while the world of cold calling may seem challenging, tools like Wandify.io can help you find and connect with prospects more effectively, ultimately leading to successful sales outcomes.
