Best Practices for Cold Calling Prospects to Increase Sales Efficiency
Spend time researching the company and the prospect to find recent relevant news and connection points that you can bring up in conversation. Be sure that the prospect you are calling is a possible decision maker so you don’t waste your time and theirs.
2. Know what you want to say (script).
Reading from a script will sound like your reading from a script, use it like an outline of topics you want to speak with them about and the order of how you want the call to go.
3. Be present and ready for when they answer.
The connect rate lowers as you go higher in the executive hierarchy, its important to always be ready for when a prospect will answer. If you’re not ready for them, they will know and get off the phone quickly.
4. Find motivation through rejection.
90% of your calls will be unanswered or turned down right away. Don’t give up and always know that the next call could be your next sale. Embrace the rejection and find the response that will turn the rejection to acceptance.
Even though you’re on the phone, the prospect can hear your tone. Smiling will help portray a positive message and feeling through the phone line.
6. Call during prime times.
Executives are more likely to answer their own phones between 6:30am-8:00am and 4:30pm-6:00pm
7. Use company events and milestones to engage your prospect.
Mergers and acquisitions, executive role changes, company expansions and public funding are just a few examples of when your prospects have a higher need for your company.
8. Capture their attention within the first 30 seconds.
Executives receive cold calls quite often through the day so you must find a way to differentiate yourself from the hundreds of other salespeople that are “smiling and dialing”. Tell a memorable story that will stick with your prospect.
9. Ask questions, listen.
Often times the prospect already has an issue that needs fixing in mind. If you have qualified your prospect, you should have the solution ready for them.
10. Handle Objections and Close Sale.
Know ahead of time what the prospect might say in order to get off the phone, and have responses ready to throw them off guard and truly consider your product or service. You need to know the right asks and set the proper next steps before getting off the phone. Resist the urge to email the prospect information for later follow up.