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How can you avoid cold calling the wrong person or number?

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Cold calling is a challenging but rewarding skill that can help you generate leads, sales, and referrals. However, it can also backfire if you call the wrong person or number, wasting your time and damaging your reputation. How can you avoid this common mistake and ensure that you reach the right prospects with your cold calls? Here are some tips to help you.

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1 Do your research

Before you pick up the phone, do some research on your target market, industry, and company. Find out who the key decision-makers are, what their pain points and goals are, and how your offer can help them. Use online tools, social media, databases, and referrals to gather as much information as possible. This will help you create a targeted and relevant pitch that addresses their needs and interests.

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?? Tom Slocum

Your Future Homie In Law | Helping you build, scale and streamline your sales machine ?? | Speaker | B2B Sales Trainer
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Start with the 3x3 method. Find 3 relevant pieces of info within 3 minutes. Social Media Scan their LinkedIn, Twitter, and other platforms for recent posts, shared articles, or comments. Gain insights into their interests, challenges, and goals. Mentioning these shows proactive interest. Company News Visit their site for news, press releases, or changes in leadership. Industry Events Research attended events, conferences, and webinars. Mention these to show industry knowledge. Highlight genuine interest in their challenges and/or goals. Remember the aim is personalized engagement not overwhelming info. Stand out as prepared, attentive, and ready to connect. Good luck with your calls!

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2 Verify your list

Once you have a list of potential contacts, verify their names, titles, phone numbers, and email addresses. You can use online tools, such as phone validators, email checkers, and LinkedIn, to confirm that the information is accurate and up-to-date. You can also call the company's main line and ask for the person you want to speak to, or send a short email to introduce yourself and request a call. This will help you avoid calling the wrong person or number, or getting bounced around by gatekeepers.

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MariAnne Vanella

CEO | B2B Outsourced Lead Generation / Sales Cycle Discovery / Deep Dive Account Profiling / Outbound Telesales 2.0? / B2B Telemarketing | 5x Above Industry Standard | Silicon100
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MANY people load up contacts based on broad queries and start calling. But without being intentional BEFORE you dial, it's loading up on many irrelevant contacts. Some think, "Maybe they can refer me to the right person." Why not just call the right person? If you do the work first, it makes your outreach so much more productive. I was training reps at a company once, and looking at a record, I saw they had called someone 10+ times, left messages, etc. I asked if they looked them up? Turns out the person hadn't worked there in over a year but their line and VM still worked. Stuff like this happens all the time. You can feel productive when you aren't if you don't take the time to make sure you are being precise in your outreach.

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3 Segment your list

Another way to avoid cold calling the wrong person or number is to segment your list according to different criteria, such as industry, location, size, revenue, or stage in the sales cycle. This will help you tailor your message and approach to each segment, and increase your chances of getting a positive response. You can also prioritize your list based on the level of interest, urgency, or fit of each prospect, and focus on the most qualified ones first.

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?? Tom Slocum

Your Future Homie In Law | Helping you build, scale and streamline your sales machine ?? | Speaker | B2B Sales Trainer
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Target List Building is KEY!! You can start grouping and breaking down where your time needs and should go. Group your accounts and personas into tiers Named Tier 1 Tier 2 Tier 3 Tier 4 Named being your big whales Tier 1 & 2 being the next best accounts that fit similarities to those named accounts and then Tier 3& 4 is the low stuff where it may not have all the contact info, account info or really even be an account and/or persona you would want to connect with or sell to. From there you can spend your time wisely and be far more fruitful in your prospecting time.

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Mariel Grinstein

18 years doing B2B SaaS Marketing. Loving every minute.
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Always start with the industries you have success stories first, so you are aware of the problem the buyer persona is facing and how a similar company solved it.

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4 Track your calls

Keeping track of your calls is essential to avoid cold calling the wrong person or number. You can use a CRM system, a spreadsheet, or a notebook to record the details of each call, such as the date, time, duration, outcome, notes, and follow-up actions. This will help you avoid calling the same person or number twice, or missing an opportunity to follow up with a prospect. It will also help you measure your performance and identify areas for improvement.

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5 Test your script

Before you make your cold calls, test your script on a friend, colleague, or mentor. Ask for feedback on your tone, pace, language, and value proposition. Make sure that your script is clear, concise, and compelling, and that it answers the most common questions and objections that your prospects might have. You can also practice your script in front of a mirror, or record yourself and listen to how you sound. This will help you avoid cold calling the wrong person or number by sounding confident, professional, and trustworthy.

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6 Be flexible and adaptable

Finally, remember that cold calling is not a one-size-fits-all activity. You might encounter different situations, personalities, and responses on each call. Be prepared to adapt your script, pitch, and style to each prospect, and to handle any challenges or objections that might arise. Be respectful, courteous, and empathetic, and listen to what your prospect has to say. Don't be afraid to ask questions, clarify, or confirm information, and don't assume that you know everything about your prospect. This will help you avoid cold calling the wrong person or number by building rapport, trust, and value.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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JC Negri

VP of Growth at Intech Innovation Group
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By this time, you must know that Cold Calling is for the True Resilient Warrior. You must build an armor of not only tools, but feelings (Listening) to understand the prospect. Each characteristic is unique and different - always innovating, updating scripts, touches, and most of all - Determination.

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How can you avoid cold calling the wrong person or number?

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1 Do your research

2 Verify your list

3 Segment your list

4 Track your calls

5 Test your script

6 Be flexible and adaptable

7 Here’s what else to consider

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