Did you know that 82% of buyers say that they have accepted meetings with salespeople after having multiple calls starting with a cold call? Cold calls are a sales technique with the purpose to get people on the phone to explain your product or service.
If you are starting to hit the phones and generate more leads, you want to make sure to go in with a strategy. Keep reading and we will guide you through the only cold calling checklist you will need to succeed.
Know Your Strategy
The first thing you need to know is the goal of your cold call. The goal could be setting up a meeting, scheduling a demo of your product, get someone to sign up for a free trial, or gain a potential prospect.
Marketing analysts say that only about 2% of cold calls are successful on the first call. You want to go into every call prepared to learn first and then sell.
You can see why your cold calling leads don’t need your product so you can better cater to your script and selling points.
Set your goals for the day, whether it’s 90 calls for the whole day or 50 calls in 150 minutes, go in with a goal that you will achieve. You may be following a quota that you have to hit as well.
Cold Call Scripts
From your opening to leaving a voicemail, you should have a script that you follow. You can test out multiple and see what is most successful.
For example, you can test out different voicemails for different types of prospects and see which ones get the most callbacks. You should research highly effective cold calling scripts.
Qualify Your Prospect
You need to research and qualify your leads and make sure that your production or service will work for the company. You also want to make sure that you have the right contact on the phone, the decision-maker.
Ask different types of questions to keep the prospect engaged. You can mix in the following:
- Openers: Ask questions about their top three priorities that are connected to your solution
- Triggers: Ask questions about an event or circumstance that caused big changes for their company
- Probe: Ask questions that guide the prospect to guide you through an issue, concern, or emotion on their end
- Sweeper: Ask questions that allow the prospect to bring up any topics that you missed and that they want to discuss
One tactic is to uncover three or four issues that your prospect is facing on the phone and walk them through how your product or service will help.
End With Action
Take what you discussed with your prospect and end it in action. You want to make sure you have a list of things to say if people object and swoop in with action.
For example, if there’s a particular issue that invoked more emotion than anything else, schedule time to set up a demo so you can show them how you can help solve this problem.
Write Out Your Cold Calling Checklist
Now that you have a cold calling checklist, you are ready to start cold calling leads and hitting your quota.
You want to establish your strategy, test out different scripts, research your prospects, and end all calls with action.
Write out your checklist or keep reading about the latest at The Post City.