Cold calling isn’t usually on the top of a sales rep’s list of favorite things to do. From the minute you dial the number, it feels like the odds are stacked against you. Between the sea of other sales calls your prospects receive and their busy schedules, a connection can feel hard to reach.
Although there is a lot that is out of your control, there’s also a lot you can do to put yourself in the best position possible for a win. Before you pick up the phone to make another dial, make sure you’re following these three expert tips to help turn your cold calls into hot opportunities.
Some might say that a successful cold call is one where the prospect doesn’t immediately hang up on you. In order to get past this initial hurdle, you need to stop sounding so much like a sales rep. A little preparation and creativity can go a long way in breaking the ice and avoided that dreaded “click”.
Knowing how to make a good first impression is important, but it won’t get you anywhere if no one is picking up. If you aren’t connecting with a prospect, there is little hope of converting that prospect into an opportunity, which begs the question: at what points during the day are reps most likely to get through to their prospects? We completed in-house research to find the answer to that question.
Timing is more than just the time of day you’re picking up the phone. Using trigger events for prospecting calls is an important sales technique that should not be overlooked. A trigger event is defined as anything happening with your prospect that signals a buying opportunity. Learn the tools you can use to help you track what’s going on with your prospects, and how to start using them effectively on your calls.
While difficult and often daunting, cold calling remains one of the most effective sales tactics if done properly. Every business will have their own special ingredients for a successful conversation, but by using these tactics to experiment and test results, you can hone in on your cold calling sweet spot.