Times may have changed, but cold calling is here to stay. Although digital marketing and social media campaigns have taken over as the go-to methods, cold calling is still very much alive and kicking.
In fact, more than 69% of customers accept one or more cold calls each year, which means it’s still an effective sales strategy. Businesses that use the power of cold calling also see a 42% rise in sales compared to those that don’t, not to mention that it allows an agent to connect with people, deliver a more personalized sales approach, and develop long-lasting relationships with existing and potential clients.
However, it's not a walk in the park for sales representatives as rejection is commonplace. People often hang up because the call is either too long and dull or they’re caught at a bad time. Therefore, it’s best to devise ways that make cold calling more efficient and effective.
Carry Out a Pre-Call Research
Cold calling can be a great way to reach out to potential customers, but sometimes it’s difficult for sales agents to find the right approach. Fortunately, a simple pre-call research helps identify potential prospects and provides valuable insights into a customer’s needs, interests, and pain points.
To do so, sales representatives can utilize the reporting and analytics feature in contact center software. It’s an effective way to analyze a target audience and understand how to best communicate with them. In addition, platforms like Freshcaller have a phone system management feature, where sales agents can add and access client profiles, feedback, and notes. This is useful as it helps salespeople prepare their answers before reaching out to someone.
Speaking of answers, a pre-call research is also a good opportunity for sales representatives to draft and save template responses using contact center software. Not only can it help to get back to clients quickly, but it also aids establish a connection between the seller and caller that can lead to successfully closing a sale.
Prepare a Strong Sales Script
It’s vital to ensure that the customer feels heard and respected; therefore, a sales script should be carefully crafted to reflect the client’s needs and focus on the value and benefits of the product or service that’s being sold. It should be clear, engaging, and persuasive with a powerful introduction that grabs attention.
As such, various sales pitch scripts should be prepared to cater to different situations and client responses. This is where a virtual phone system like RingCentral can come in handy. Multiple scripts can be embedded into the software, meaning salespeople can easily find the fitting script to use, fine-tune their approach, and boost the success rate of cold calling.
Moreover, it’s worth getting a comprehensive call center software like Aircall. It provides a cloud-based platform where sales agents can set up and manage campaigns, eliminating the need for campaign planning tools.
Find the Right Time To Call
Timing plays a big part in how successful a cold call could turn out as some customers don’t have the patience for multiple sales calls. Although the calls only last a few minutes, sales agents must still be mindful of the prospect’s time.
The best times to phone are typically right before lunch time between 10:00 a.m. to 11:00 a.m. and before the end of workday between 4:00 p.m. to 5:00 p.m. Calling on certain days like Wednesdays and Thursdays can also lead to more conversions because most customers will have settled into their week already and will be available for a quick call. However, it’s best to avoid early mornings and late afternoons as some prospects may be busy traveling to and from work.
Sales representatives should also refrain from calling on Mondays because prospects are preparing for the new week and on Fridays because people are winding down for the weekend.
Cold Calling Is the Way To Go
Cold calling is certainly not going anywhere for a good while. While it may no longer be the number one sales approach, it still acquires new leads and accelerates sales. With the correct approach and a feature-packed call center software, sales professionals can certainly turn cold calls into warm conversations and build long-lasting relationships with existing customers and potential prospects.
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