Many successful businesses nowadays still believe in cold calling to increase their revenues. Start-ups or well-established companies all employ sales representatives who eagerly call prospects on a daily basis.
Many companies found cold calling quite successful in 2020 due to home-based work. But how about 2021?
Things have changed in the past couple of decades, so if you’re still planning to continue with the cold calling without it being a waste of time, here are some cold calling strategies that you may find extremely helpful in helping you close more deals.
Here is a list of 7 things sales representatives need to know about B2B cold calling.
Salespeople need to do thorough research and gather as much information as possible about their prospects. Knowing relevant information will help them deliver calls that keep their prospects’ attention and are valuable. When your prospects know that someone invested some time to learn more about them, they’ll appreciate that and be more open up to have a conversation.
Writing a cold call script about what you want and need to say is helpful once a call is made. This verbatim should not be used just to read from it during a conversation but more like a reference, a guide, which will lead towards better communication of your message, which needs to be delivered confidently and clearly to get prospects to commit to a meeting at some later date.
Instead of writing their own cold call scripts, some people prefer to get some available templates online.
It’s important to keep in mind that one such script needs to be well-organized, containing an introduction (where sales representatives state their names and company), the reason for calling, as well as qualifying and asking.
When sales representatives call their prospects, the only things they should have in front of themselves are their scripts and call lists. Have some other things may be a distraction that can affect the quality of a call.
One of the biggest B2B cold calling tips is to know your call ratio. It’s good to know the number of cold calls a representative needs to make per day and per month to meet their business goals.
To convince prospects you’re worth their time, you need to be different from other salespeople. This can be achieved by focusing on the prospect and personalizing that call. You can achieve it by complimenting their accomplishments you’ve learned about when doing research, using some sentence starters like ‘’I’ve read your post,’’ ‘’Congratulations on …,’’ ‘’great insight on …’’
It’s never easy when people get rejected. But salespeople can use those rejections and learn from them, learn from their mistakes to get the job done much better with the next call.