All small business owners know the struggle of cold calling prospects and feeling defeated when none of the many prospects turn into a client.
These five tips can help you become a cold-calling expert in no time and may improve your closing rate.
The more information that you can collect and provide during your cold, the more successful your cold call will be. You will also be more susceptible to continue on with the sale. Questioning is important during a call, and your questions should be highly thought out in advance to your call. Your questions should also be organized into a sequence of more generalized questions to more specific questions (try creating a loose script to follow).
Timing is Everything
The day of the week and the time of the day you call are essential to cold calling. According to Hubspot, the best day to cold call is Thursday, and the worst day to cold call is Friday, because people are already in-tune to the weekend. The best time to call a lead during the day is an early morning call, such as 8 a.m. The worst time to cold call is right after lunch.
Focus on the Client
You should be focusing your attention and your questions on your prospect. Do not focus the attention on yourself by talking about who you are. Rather, you are calling to discover the customer’s wants and needs. Focus your conversation on these things, and you are more likely to foster a follow-up meeting and/or sale.
Don’t Force a Sale on the First Call
Your first call should be focused on information gathering, not selling. Try to approach your prospect as a friendly person, and take notes about your client to focus on building a relationship with them during the first call. Arguably the best way to gain more information from your client is to simply ask. You might be surprised by the answers you hear.
Mention Referrals in a Voicemail
More than likely, you will be speaking to a voicemail rather than speaking with the prospect directly. If you want a call back, you should try to build rapport in your voicemail message. Find a connection to your potential client (either a friend of theirs you know, or simply a common connection on LinkedIn) and ask if you can use their name. If you mention a referral by name, you are more likely to get a call back from a prospect.
What are some techniques you use when cold calling? Leave a comment below.