Convert Prospects into Customers Due to Cold Calling
Good marketing has become a form of art in the modern world. If you are engaged in sales or B2B service, you exactly know about cold calling and its challenges. This technique needs driven decisions and includes various aspects in order to bring significant outcomes. Reps reach out to prospects who have not expressed any interest in the offered products or services with the aim to convert them into customers. There are different channels for solicitation— telephone or person — without having any prior contact with the salesperson. Therefore, it is much more than just calling people.
Although cold calling is one of the most common techniques in B2B services, it is quite often considered to be annoying and bothersome. People are not willing to answer numerous questions and listen to long meaningless monologues. You should be armed with the right practices and tools to catch the attention of prospective customers. We have prepared useful tips to master the art and science of cold calling and become the highest-paid sales rep at your company.
Seven Cold Calling Tips
#1 Target Your Audience
There is no point in calling one million contacts worldwide on guesswork. It will lead to nothing but a wild goose chase for leads. You need to define your target audience beforehand. Prospective clients are people who want to solve their problems. If you think your product can be a solution, it is high time to make the right people know about it. So, start with verifying that the prospects are ready to solve their problem.
#2 Use Cold Calling Scripts
You will easily avoid jitters whilst cold calling if you prepare a cold calling script and have it handy. Your conversation will become more confident and structured. It will also save you from embarrassing pauses while you make your pitch to the prospect. A quality cold calling script is one of the best ways to take the guesswork out of what to say when you get your prospects on the line. You’re not wasting valuable time making small talk, adding useless filler, or trying to figure out what works and what doesn’t.
You can easily configure your own script for outbound and inbound calls in your Nectar Desk account. Good cold calling script consists of a basic greeting, your pitch focused on the value that your product will add to the customer. You can support your pitch further with social proof. Don`t forget about a good closing phrase to be remarkable.
#3 Cold Call Via the Auto Dialer
Good call center software will get rid of repetitive manual tasks due to Auto Dialer. This tool one by one makes calls to prospects from a list of contacts. You are able to concentrate on communication with clients. Features like call dispositions and CRM integrations automate the actions of saving call details and making direct calls from the CRM. The auto dialer requires minimal intervention in the dialing process. As a result, you can make more cold calls daily and can focus instead, on making your sales pitch.
#4 Estimate Rates
Satisfaction ratings can significantly improve your outcomes. The most authentic way to build trust is by providing social proof in the form of customer testimonials, feedback, social media shares, and so on. You see an overview of your business and have a basis to make driven decisions. It will lead to better profit and growth for your company as your customers point out your pros and cons.
#5 Tap into Barging and Whispering
Modern call center solutions have different effective functions and options. Managers can listen to calls or saved recordings to estimate the performance of agents. There are also other great buttons: Barge in and Whisper. Collaboration is an inevitable part of great customer service.
Call barging is a call focus programming highlight that enables you to adjust active calls without the caller or call focus specialist knowing, known as “noiseless call observing,” and after entering the call to speak with both the operator and the caller, known as “call barging.”
Call whispering is a Nectar Desk feature that enables the agent and the supervisor to talk separately while the caller is still on call. The caller will still be oblivious about the secret call and the supervisor will be able to walk the agent through the call.
#6 Appreciate Time
Cold calling prospects at the right time can actually increase your success rate. You should think in advance about the schedules of your campaigns. Generally, Wednesday and Thursday followed by Monday and Tuesday are considered to be the best days for cold calling. On Fridays, prospective customers are preparing to break for the weekend. The best time to call is between 11 am- 1 pm, right before they break for lunch, and between 4 pm- 5 pm.
#7 Embrace Rejection
However, there is a need to be more persistent. Sales objections come as a part of the cold calling process. It should hot break your cold-calling streak. You need to find a nice response to the objection staying polite at the same time. If you are prepared to handle these objections, you’ll find it easier to get a ‘yes’ from your prospects. Use the power of your unique value proposition to show your prospects that your product is worth their investment.
You will have all tools to be on the top with Nectar Desk call software in the cloud. We offer great tools for cold calling such as scripts, barge in & whisper button, auto-dialer, and so on. Moreover, there are a lot of useful posts on our blog for both agents and managers of the call centers. It is high time to start your most successful cold calling campaign.