Cold calling is a practice that is widely used by our sales representatives. But what is it really about? And how do you prepare for your cold calling sessions in the best possible way?
Cold calling consists of contacting a prospect, who does not know you and does not expect your call. The objective is to approach him in order to let him know your product or service and sales outlet. Often used in B2B campaigns, salespeople do not have the assurance that this prospect will be interested and that their call is profitable. The conversion rate is relatively low for this type of practice and is often not liked by salespeople, but it is still interesting.
We must not forget that if cold calling is so frequent it is because it is extremely fast and simple to set up, inexpensive and remains very free in the choice of prospects.
The population does not necessarily like this kind of practice, which is described as intrusive and sometimes even outdated.
Telephone canvassing is an extremely used practice in France and is causing the population to be fed up. Many businesses even consider this practice obsolete and have no ROI.
However, why does cold calling still exist?
It is a fundamental tool for businesses, a process that has proven its worth. It's all just a question of dosage. Indeed, there is a certain good practice to apply in order to make these cold calls relevant and above all impacting.
Despite its definition, it is important to prepare for cold calling sessions. Without this step, cold calling will not have the expected results.
We distinguish 5 essential criteria to best prepare your cold call:
Indeed, your calls must make sense in order to save time and interest the interlocutor. The best way to be relevant is to qualify your prospects in advance on your customer file or CRM.
The calls made will have more impact, the products or services offered to your prospects will be consistent and you will save precious time.
Starleads offers you a solution that calls all your prospects and qualifies them without exception, in order to devote yourself fully to interested prospects.
During cold calling sessions it is important for you to write a call script to structure your conversation. It will allow you not to be surprised by the interlocutor and will evolve throughout your calls.
However, reciting a text on the phone has never had the desired effect, which is why you have to detach yourself from your script, it should serve as a guideline for you.
You must also be prepared to have all types of objections and for that you must anticipate them. When writing your script, put yourself in a situation so that you can bounce back in case of objections.
Cold calling is an intrusive process and for it to work, you need to listen to your prospect. By letting him speak, you will understand his needs and be able to adapt your offer.
Our top tip is to be relaxed. “The smile can be heard.” Remember that you are on the phone, the person does not see you and has nothing to hold on to. Being serene will impose a climate of trust that will bear fruit.
It is just as important not to overlook the person who is up to the standard. It is certainly not the person you want to have, but it is she who will determine whether or not he transfers you to the competent department. Secretaries can be real allies.
Many prospects do not receive a second call from a sales representative. And yet recovery is extremely important. If your prospect is not available, call them back. Ideally, you don't call a prospect back after 3 calls made.
If he is potentially interested, don't leave him. He will need to feel supported and reassure his choice to work with you.
Cold prospecting is not as easy as you might think, it is a tedious job, which requires preparation to best achieve its goals.
With Starleads, we offer you a completely different method.
Every minute you spend on the phone with someone who can't buy from you is a minute you don't spend with a real lead. The more qualified your prospects are, the more time you will spend on potential sales. That's why Starleads is developing a callbot solution to save you time and be more efficient. We let you discover our solution: starleads.co
