Guide To Managing Your Cold Calls
Updated: Nov 16
Cold calls are the most everyday sales call. Here, the salesperson and buyer don't know each other and will be coming into contact for the first time. The first step that a sales rep takes to approach the customer is known as cold. Most industries utilize this type of sales call to throw out a wide net, gain new clients, and potentially increase sales. Making a cold call means you have no idea if your customers need or want your products or services.
As illustrated by Rain Sales Training, a cold call is comprised of the following:
Introduction: Make a quick introduction and share a brief overview of your company.
What’s in it for me?: Immediately move to the “What’s in it for me?” and pitch a value-based offer for an introductory meeting.
Call to action: You’re not going to make a sale on the first call, but you might schedule a 10-, 20-, or 30-minute introductory video conference or phone call to share your valuable insights and expertise.
Propose a time to meet: You close the cold call by asking the buyer to look at a specific time on their calendar.
Answer questions/respond to objections: Some common cold-calling objections can threaten to end a relationship before it begins. However, you can overcome these objections and make saves. This involves engaging with buyers and asking them to elaborate on their answers, delving into what might be happening at their company, and offering insights into their problems.
Many cold calls lead to a meeting with the potential client. Of people contacted with a cold call, 75% end up scheduling a meeting or attending an event because of the unsolicited call.
Tips and techniques to help you win with cold calls
1. Conduct research
You can only understand the people you are speaking with and their pain points accurately after extensive research. Track your leads for analytics purposes by using Google Analytics. It helps you receive information about their activity on your site, like:
the pages they prefer to view;
interests and preferences;
information about devices.
Social media is another tool to help you collect data or social analysis sites to gather more demographic and psychographic information on your prospects. You can also look through your potential customers' business websites to understand their goals, values, and products and gather contact information.
2. Learn to handle rejection
Rejection is bound to happen sometimes. There are uncertainties, including denial and maybe a bit of loss of business. Therefore, you must learn to stay calm and focused on staying determined and making crucial informed decisions. It’s especially worthwhile to know how to answer the most common sales objections, such as:
“it’s too expensive.”