- When you’re on the phone with a prospect and they ask you about prices, do not answer right away unless you have already clearly stated the value of your product or service.
- If a prospect says they don't have the time, that’s when you need to pitch your best offer and present it in a nutshell.
- If you get caught in a situation and you don’t know what to do, you can always refer to these pointers to help you get through.
For many companies – startups, SMEs, or even large groups – telephone prospecting continues to represent the main lever for lead generation. If this technique no longer exists or works, many successful companies, who still rely on these calls to generate income, would lose a significant chunk of revenue. Listed companies and small, rapidly growing companies all have sales teams dialing a new phone number on their behalf every day!
If you’re part of a team that relies on telephone prospecting and you’re looking for ways to improve your outcomes, here are 7 best cold calling tips you can use to become an ace.
Capture the attention of your prospect
Once you have the prospect on the phone, how do you catch their interest and keep their attention? It’s not enough to simply talk to them; they have to listen as well, with interest. Here are three tips:
- Emphasize essential points to add depth to your speech.
- Let the other person know when you’re about to say something important.
Use Pre-recorded voice messages
Many times, when you dial a number, you land on an answering machine. However, there is nothing more tedious than having to repeat the same words every time to a machine. A great cold calling sales tip is to pre-record a perfect message and use it every time you fall on the answering machine, so you don’t waste your breath.
Talk about value before price
When you’re on the phone with a prospect and they ask you about prices, do not answer right away unless you have already clearly stated the value of your product or service. You want the customer to know and understand how the particular product or service can help them before you go on to mention the price.
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The precise calling time
The other thing you could suggest is a specific time to call you.
You should remember that:
- What you’re saying to them has a value that can help them.
- You’re offering something that competitors may not be able to offer.
- The call back would only take less than 2 minutes.
- That said, you still have to have a new review to announce, and you will, once again, have to be creative in this regard.
How to react to “I don’t have time”
“I don’t have time” is a common objection that is not easy to counter. So how do you solve this problem? If a prospect says they don’t have the time, that’s when you need to pitch your best offer and present it in a nutshell. Often, this helps to revive the discussion, especially when you start with a “did you know” fact.
How to respond to “Can you send me more information?”
When a prospect asks this question, it usually means they are not interested in your offer. However, giving additional information can be beneficial. When they ask if you can send more information, ask them questions in return so you can provide them with the most relevant information/materials. These cold calling sales tips can sometimes get your prospect back on track and extend the conversation.
The 3 essential KPIs to measure and improve the performance of your telephone prospecting.
Data analysis and tracking your telephone prospecting operations is the best way to progress and improve its performance.
There are three things one needs to plot and analyze:
- Your activity: How many calls have you made? How many emails have you sent? How many meetings or trips have you made? Analyzing this data will allow you to know how you invest your time and prepare the other two sets of metrics.
- Your efficiency: How many decision-makers have you contacted? How many of them are qualified prospects interested in your product? This analysis will allow you to know if you’re targeting the right people and to measure the quality of your lead list.
- Your performance: How many of these decision-makers have taken the next step, testing or buying your product? The ratio analysis will enable you to identify the strengths and weaknesses of your commercial discourse and take necessary action.
Here is an example:
“Hello, Mr. Prospect, I’m a Customer Service Executive from Xyz Company. I’m calling you today to discuss the benefits of hiring virtual assistants versus traditional assistants.”
Mr. Prospect: “Mr. X, thank you for your call, but we are perfectly happy with the way we operate now, and I don’t have time for you in the morning.”
“Mr. Prospect, you may be busy dealing with challenging situations and contingencies.”
(This is where you take the opportunity to continue the momentum.)
“Mr. Prospect, since I know how precious your time is, I promise to be super fast with this call.”
Mr. Prospect: “Okay, you have 2 minutes.”
“Mr. Prospect, the advantages of hiring virtual assistants versus traditional assistants are numerous. But to name just 2; saving money and increasing productivity. If you allow me, I would add that when you hire one of our virtual assistants, you’re not hiring an assistant, but a team of experienced assistants. And you don’t have to hire them (and you know how hiring staff can be a troublesome endeavor) and train them and, therefore, no loss of productivity. In short, Mr. Prospect, would you be free this Wednesday at 2:00 pm or Friday at 10:00 am for a meeting at your office?”
Mr. Prospect: “Send me the calendar invite for Friday at 10 am.”
“Thank you, Mr. Prospect. My virtual assistant will take care of the calendar invitation and at 10:00 am on Friday.
End of the conversation.
If you get caught in a situation and you don’t know what to do, you can always refer to these pointers to help you get through. Did you find these cold calling tips and tricks useful? If you’re still having trouble, you can always get in touch with reputable companies like ExpertCallers and send them your queries.