Cold calling is considered a tough job, with a high probability of the caller’s proposal getting rejected. However, statistics show that people continue to pick up calls from new companies and even attend successive meetings.
Research by Zippia revealed that around 70% of buyers admitted to having accepted one or more sales calls in the past year. More than 80% of these buyers stated they had agreed to schedule sales meetings after a connection initiated through a cold call. Around 60% of B2B C-level executives say that they prefer being contacted over the phone.
The statistics clearly show that cold calling has a great deal of untapped potential. If it is a part of your job, read on to find out how you can improve your abilities.
1. Research Before Calling
Around 90% of call receivers say that cold callers do not learn their needs before calling. This feeling can cause resistance before you even initiate your pitch. Furthermore, if you do not know the recipient’s position or the company’s pain points, you will only be able to give a general outline of your product or services. To increase your chances of success, it’s prudent to go through their and their company’s social media presence on platforms like LinkedIn. Your research will allow you to personalize your calls and tailor your strategies accordingly.
2. Show Clear Solutions
A successful sales pitch understands the needs of its target audience and shows exactly how it fulfills them. You need to customize every script per the recipient of your call and lay down exactly how your proposition is of value to them. Your research should allow you to identify the company’s pain points, ask questions about those pain points to engage the recipient in the conversation. You need to be clear in communicating the results they can expect after using your service. Make sure you are prepared to show how they are better than your competitors’ solutions. Your prospects are more likely to invest if they know what to expect.
3. Let Your Script Be a Guide
To make your call successful, you should aim to start a conversation. You need to encourage questions and tailor your responses accordingly. Not everything can be predicted, so be prepared to deviate from the script when necessary, and note down such instances to prepare better for your next call.
To improve your calls, make sure you practice a few scenarios. Going through your call recordings will further facilitate your practice by allowing you to infer your own pain points and weak spots. Make sure you use decent call recording software to ease the process. As the CEO and co-founder of YOU advises, believe in yourself, and you will succeed.
Referring to successful sales script examples before drafting one will further enable you to hone your pitch to perfection. Here’s a successful sales script examples pdf file to let you ace your cold calls.
Author Harry Wilson
Statements of the author and the interviewee do not necessarily represent the editors and the publisher opinion again.