what you should prepare before making a cold call ?
Answers
9 Ways to Prepare for Your Cold Call
1. Research, Research, Research
Researching your prospect should be a pre-call ritual.
By tracking down key information about them, you can deliver calls with value and keep their attention. Without research, you appear selfish by showing zero investment in the person on the other end of the phone. Your prospects will appreciate the extra effort made with personalization and will open up to better conversation.
Pre-call research also helps you enter the conversation with a better vision and have a tailored message from the get-go.
Check their LinkedIn, company site, your CRM (for possible past engagement), socials, etc.
Here’s a checklist designed from our Discovery Call Formula to help you get started:
preparing for a cold call
Thorough research will also ensure you connect with the decision-maker in the organization you’re reaching out to.
2. Write an Outline of What You Want to Say
Write up a quick (30 seconds or less) cold call script that you can reference on the phone. The idea isn’t to read from this verbatim but to use it as a guide to help you communicate your message clearly and confidently.
Remember: The goal of a cold call isn’t to pitch to someone on the spot. You’re just trying to get them to commit to a meeting at a later date.
3. Or Steal Cold Calling Scripts From Us
They say that Steve Jobs kept this Pablo Picasso quote close to his heart when he was leading the team that developed the Macintosh computer:
“Good artists copy. Great artists steal.”
We like to think that great salespeople do the same. Save time by stealing these sales call scripts.
It’s also important to organize your script:
1. Introduction (your name + company)
2. Connecting statement / Reason for calling
3. Qualifying
4. Ask
Here’s an example of a sales call backed with this type of script:
cold calling tips how to use a script as a shoulder not a crutch
4. Take 1-2 Hours to Go Through Your Call List
The only thing in front of you should be your call list and script.
Anything else can be a distraction that prevents you from being fully present with the person on the other line.
5. Calculate How Many Calls You Need to Make to Hit Your Goals
Do you know how many cold calls you need to hit your monthly quota?
Use this worksheet to work backward from your goals and pinpoint roughly how many cold calls you need to make each day and in total for the month.
To adapt the spreadsheet for your own use, click here and then File > Make a Copy.
6. Prepare a Strong Opening Sentence
You have ten seconds to prove that you’re worth talking to, so differentiate yourself from other callers. After introducing yourself, turn the focus to your prospect by weaving in your research and personalizing the call.
For example, you could open with a compliment on a recent professional accomplishment you came across through research.
Here are some strong opening sentences about your prospect, not you.
“I saw your post about _____”
“I noticed you manage _____”
“Congratulations on _____”
“Great insights on _____”
“I’m inspired by the work you’ve done on _____”
7. Let Rejection Motivate You
Rejection brings emotional pain.
We can relive and experience social pain more vividly than physical pain, so it’s easy to get discouraged by a bad call.
The best sales reps keep a positive attitude, pick up the phone, and continue learning from their mistakes.
8. Practice Makes Perfect
Never go into a cold call completely, well, cold.
Simply rehearsing what you’re going to say builds confidence which leads to better performance. The more confident you become, the easier cold calling will be.
9. Overcome Call Reluctance
Studies show that 80% of new salespeople fail due to call reluctance. It’s completely normal to feel jittery before a cold call, but with the right measures, you’ll be able to conquer that.
Next time you’re feeling nervous:
Take Positives Where You Can: Regardless of the outcome, look at every call as a learning experience. Learn from the negatives and embrace what goes right.
Use Essential Oils: Pick a scent that relays fond memories. Essential oils can trick your mind into moving to a place of positive power.
Look at a Photo of a Loved One: Seeing someone you love makes you feel happier, relieves pain, and makes you less susceptible to anxiety.