How to Open a Cold Call
They explained that cold calling is a stress-staking process, but it is one of the most efficient strategies in sales. The first couple of moments of a cold call truly define the outcomes of this call, which is why it is really important to know how to start the conversation. In this guide, we will demystify how to open that cold call, and how to ‘warm’ the lead sufficiently to engage and encourage the prospect to want to talk to you. Once you have done all the preparation and rehearsing, you can take cold calling and learn the best ways to conduct them.
1. Do Your Research
It is more critical than knowing the prospect or company for which you are making the call before dialing. Check their activity within the last few days, weeks, or any news in a particular industry that connects to yours. Not only does this research assist you in making this call more personal and appropriate, but it also demonstrates to the prospect that you understand their environment.
Example: Hello [Prospect’s Name] I noticed that your company, [Company Name] just started operating in [New Region]. The companies that have been through the same ordeal that my team was faced with did get the [service]. I would really like to discuss how I could help you/would you like to?
People like to do business with friends or people they know and this makes the prospect more malleable and willing to engage in a discussion with you once contacted.
2. Prepare Your Introduction
First impressions are important and with your introduction, you usually don’t wish to give a negative one. Please do not write too much but try to come up with a professional and confidently written message. The main idea is to welcome – tell the prospect who you are and why you are calling him.
Example: Hello [Prospect’s Name], I am [Your Name], [Your Company]. We make a point of being able to assist businesses like yours [state a specific effect or advantage your service offers]. I remember someone asking during a phone conference, “Is this a good time to bring up a couple of things over the phone?”
Using a brief and to-the-point introduction ensures that you can capture their attention and gain their trust almost immediately into the call.
3. Acknowledge Their Time
Care for prospect time can go a long way in winning the prospect over. Cold calling is always an intrusion therefore by making them feel that you know how busy they are, you make them feel comfortable. Do not jump directly to your sales pitch; first, ensure they are in a position to engage in a conversation.
Example: Let me start by saying that I wouldn’t bother you if I didn't have to do so; thus, you’ll have to excuse me for contacting you when you are unexpected. Is now a convenient time?”
It is usually better to offer them a choice of pressing the button to carry on the call or the other button to suggest a new time, as this helps keep them from hanging up on you.
4. Lead with a Compelling Value Statement
After they’ve analyzed who you are and whether or not they are free to engage with you, start with a value statement. Here you should explain the unique value proposition that your product or service offers them, essentially how the solution can solve a certain problem they may be struggling with. Ensure it is about their industry or their position of work.
Example: It is obvious that many companies in [their industry] face [specific issue]. Some similar companies include BD&T or some similar cases, which has been able to save time and money up to 20%. It sounded more like this may apply to you Today I’d like to explain how this could work for you.
Having a personalized value statement ready will always grab their attention and create a platform to continue the conversation.
5. Use the “Problem-Solution” Approach
A popular and highly effective method is to state one of the challenges that your prospect might be experiencing and then briefly Name the Solution. It is helpful when you have identified the pain points in their industry or job, which you must have researched when creating the list.
Example: Many a time I do engage with companies in [their industry] and they have issues with [mention problem]. We have however seen it is possible to come up with a solution for this that has been tested. Is there a possibility that you would be more willing to know information about it?”
This approach makes the prospect want to find out how you can help them because it shows them that you understand their pain.
6. Ask Open-Ended Questions
They do not have to be an information dump from one side. Open-ended questions make it easier to feed more information from the prospects’ side so that you can adjust your message. Something like that we can ask at the right time: a good question will activate them.
Example: “It seems to me that your team needs to [state a particular procedure or issue] – so how do you deal with it now? I’ve talked to similar teams that have had the same [related issue] problem. Something like that, do you have to cope with it too?”
No questions have not only established them as interested in your business but also provided you with information as to what they require in regard to your business.
7. Handle Initial Objections Gracefully
In many cold calls, you are likely to get objections as soon as you introduce yourself or the purpose of the call, sometimes it is just because it was not the right time to call or the person you called lacks interest at first glance. If you meet opposition, don’t fight it; simply let the person know you would like to make a brief point or discuss another issue at another time.
Example: I get your point about whether now is not a good time. Most of my clients always perceived it that way, but once I had a chance to speak with them for five minutes, they realized how we could help them. It might have been possible for me to explain in one minute, or would it be more efficient if I took another time?”
It saves their time while at the same time continuing with an option of using it to follow up on whether or not they are willing to talk.
8. Practice Active Listening
If the prospect settles your questions or your objections, pay attention to that. Paraphrasing involves listening to the least and gives you opportunities to select some clues to lead the conversation. It lets the customer know that you’re listening and that you’re there for them as a means of support.
9. End with a Call to Action
Depending on their reaction, after you say your opening lines, please encourage them to pursue the conversation or tell them what to do next. Such as when arranging for another meeting or offering to provide the other party with additional details, a call to action gives the conversation a purpose as it thereby doesn’t stall.
Example: If you would like me to go further into discussion or if you want to arrange another meeting then just let me know. What works best for you?”
An action trigger proves to the person that you want to assist them and signals the next stage in the process.
Conclusion
For most people, getting a successful start to a cold call is something that may not be perfected in one go. If you take the time to plan, ensure that the other party directly understands your message, show the prospect the value you can bring as a solution provider and opportunity giver, as well as take the time to open the conversation, then your cold call will be much more successful. Leads like LeadNear will help strengthen your preparations as they offer complete databases and insights that help you approach and connect at deeper levels.
As previously said, each call is a great chance to learn something new. Keep score of what succeeds, iterate the process, and with LeadNear, you’ll be on the way to mastering the process of opening a cold call that rings loud with your prospects.
