There is nothing more important than starting a discussion with a potential customer or client, whether you’re trying to nurture leads, build brand awareness, book an appointment, or close the transaction. Cold calling is a method of getting in touch with key decision-makers.
Nevertheless, if you assume that cold calling is merely an administrative procedure, you are likely overlooking an important part of your whole sales strategy. The following are 9 cold calling methods for startup owners and B2B sales professionals who want to close more deals and grow their revenue.
- Recognize the Purpose of Your Calls
- Know Your Market and Audience
- Have a Backup Plan
- Learn to Listen
- Social Selling should not be Ignored
- Ask for Referrals
Recognize the Purpose of Your Calls
At all times, keep in mind what you’re trying to sell. Getting a sale isn’t the primary goal of most cold contacting done by professionals. Reaching out to potential clients is an important step in the sales process since it allows you to educate them about your product or service, respond to a request for more information, and set up a time to present your sales pitch, perform an online demo, or invite them to a sales event. It is up to you to plant ideas that will lead to the next stage of development for potential customers.
Know Your Market and Audience
In addition to learning about the product or service you’re promoting, it’s critical that you gain a thorough understanding of your target audience. Consult with the marketing department about any accessible demographic and firmographic research. If you’re calling someone or an organization, see if your CRM has any specific information about them. Previously sold and inquired-about products may be included in the contact information. The last thing to do if you or other sales reps have had success in a given area is find out why those sales were successful.
Have a Backup Plan
There is no substitute for having a back-up plan, even if your script is perfect. Each prospect’s questions and demands may drive you in a different direction. To start a conversation, you’ll use the information you’ve gleaned from your research and preparation. In addition, even though getting an appointment is your primary goal, having a back-up plan is always a good idea. Prior to moving on to the next step, be considerate of a prospect’s desire for more information. Email a white paper or video link with a link to a follow-up conversation if you are unable to arrange an appointment during your first phone call.
Learn to Listen
Pitching success may hinge on mastering the art of listening. If you don’t allow customers to share their thoughts and ideas, your sales presentation will be ignored. By listening, you’ll know what to say so that your pitch becomes an actual conversation with the prospect. When you pick up the phone to talk to someone, your mind is already made up on what you want to say next. The only way to show that you’re a caring professional is to truly listen.
Social Selling should not be Ignored
Top salespeople incorporate social selling into their cold calling technique despite the fact that many inbound marketers prefer social networking. You may warm up cold calls with the use of social media, website videos, marketing materials and white papers. By building the company’s identity and conveying your message through digital media, your marketing department can aid you. The credibility of your calls and the reputation of your firm are both improved through social selling.
Ask for Referrals
A business’s reputation is built on the strength of its referrals. In many cases, they open the door to contacting a new potential client. Referrals can be helpful even if you haven’t had a chance to meet with a potential customer. They aren’t as hard to come by as you may think. Nearly two-thirds of those surveyed by Hinge Marketing said they would be happy to provide references. As a surprise, 72% of the same people said they are not questioned.