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Cold Calling For Beginners: A Step-by-Step Guide To Book Sales Meetings
Sales Feed29 Oct 2022
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It's scary, it's uncomfortable, it's hard to master, and sometimes it can feel totally ineffective. So how do you cold cool effectively? Well, keep watching. I define a cold call as any call to a potential customer who isn't expecting your call and isn't currently in any conversation with your business. “the purpose of a cold call in business to business sales is to generate enough interest from the prospect that they're willing to book a more in depth conversation with either you or someone else from your company.” The best way to get that interest is uncovering a problem that they need to solve and alluding to the fact that you have a way, a method, a product that's going to make that better. Basically, before you even pick up the phone, you've got to have a good idea of what's in it for them. So how do you do that? Step one, smile.
The best way to get that interest is uncovering a problem that they need to solve and alluding to the fact that you have a way, a method, a product that's going to make that better. “Basically, before you even pick up the phone, you've got to have a good idea of what's in it for them.” So how do you do that? Step one, smile. No, seriously, you're going to want to have a big old smile on your face while you're dialing. Because that is the first thing the prospect will hear when they pick up the phone and you begin talking. Step two, dial. Now we're not covering how to generate numbers or find leads in this video.
The best way to get that interest is uncovering a problem that they need to solve and alluding to the fact that you have a way, a method, a product that's going to make that better. “Basically, before you even pick up the phone, you've got to have a good idea of what's in it for them.” So how do you do that? Step one, smile. No, seriously, you're going to want to have a big old smile on your face while you're dialing. Because that is the first thing the prospect will hear when they pick up the phone and you begin talking. Step two, dial. Now we're not covering how to generate numbers or find leads in this video.
Hello so and so. This is Kyle Coleman calling from Clary. This is a cold call. Do you want to roll the dice with me? Look, look, look, you're gonna hate me. This is actually a prospecting call. So, do you want to hang up now or let me have 30 seconds and then decide? Your call. Will, this is B Dad. You're not expecting my call. Do you have a moment? “I promise to be brief The reason why you might want to use a permission based opener is going to be a lot less tension between you and them They're going to be much less likely to hang up on you And it can be a massive pattern interrupt because most prospects are used to being called and pitched immediately However, some people don't like that approach because it can open you up for a no very early in the” conversation in that case The other option is more of an open ended opener, where you go straight into the reason for your call and ask a question. That might sound a little bit like this. Hey Will, it's Blake Hudson. I'm giving you a call from a company called Tapcart. Checking out your brand, noticed that you guys have a really great sale on basketball shoes.
Regardless of what you decide to say at the top end of your sales calls, just make sure it's something that you're very comfortable with. Because if you're not comfortable with it, it's going to be very uncomfortable for the prospect to hear. Step four, the reason for my call. “This is either going to be part of your opener, like Blake and Gabrielle demonstrated just a moment ago, or it's going to come immediately after the prospect has given you permission to tell them why you're calling.” This is your opportunity to be relevant and get the prospect's attention. You want to make sure that the reason you're reaching out is all about them, not you. For example, you don't want to say, I'm reaching out because I want to sell you something. Or the reason I'm reaching out is to tell you to subscribe to SalesFeed. So instead, what I recommend doing is starting with an observation. I noticed, I spotted, I observed.
It might be when you ask the meeting after you tell them the reason why you're calling. Heck it might even be directly after your cold call opener. They might just hang up the moment you tell them where you're calling from. The key to handling objections is asking questions, understanding them, making sure the customer feels heard. So first of all acknowledge the objection. That's fair. Thank you. I appreciate that. “And then ask a question.” What makes you say that? Is this something that you've tried to solve in the past? What did you try? Did that work? Never argue or try and convince a prospect that they are wrong. It's gonna end badly. Do some more digging. Always be asking open ended questions. To get to the real core reasons behind any objections. Now you might find that there really are no problems. How they're doing things today is really working well.
Always be asking open ended questions. To get to the real core reasons behind any objections. Now you might find that there really are no problems. How they're doing things today is really working well. That means they're not a fit. Then you don't want to book a meeting with them because it won't become a qualified pipeline and they'll never buy from you. Call the next prospect who you actually might be able to help. And that's why it's really important to ask questions. “To figure out if it's a real objection, it's a genuine concern of theirs, or it's just a brush off.” They're just trying to get rid of you, get you off the phone. So always stay curious. Now, if you do get a ton of those brush off objections, I'm not interested, I'm going to a meeting, I'm busy, I'll call you back, send me an email, then that's often a symptom that your opener or your reason for calling them isn't resonating. So break it down, listen to your tonality, and then tweak it.
So break it down, listen to your tonality, and then tweak it. You can also always try something like, Hey, I understand that you're busy. You're going into a meeting that you would like me to send you an email. “Would it be fair for us to take 20 seconds right now just to see if this is relevant?” And if it's not, then I can skip any follow up. Doing that can often buy you an extra 30 to 60 seconds on the phone with them and figure out if there's still a prospect worth pursuing. We also just released a video on how to handle every objection just here. It's on the card and I'll leave it in the description. Ultimately, even with All of this information, cold calling is still going to be difficult.