How can you improve your phone etiquette on cold calls?

1 Prepare before you call

One of the most important aspects of phone etiquette is to be prepared before you make a cold call. This means doing some research on your prospect, their company, their industry, and their pain points. It also means having a clear goal, a compelling value proposition, and a script or outline for your conversation. By preparing before you call, you will show respect, confidence, and professionalism to your prospect, and you will avoid wasting their time or yours.

2 Introduce yourself and your purpose

Another key element of phone etiquette is to introduce yourself and your purpose clearly and politely at the beginning of the call. This means stating your name, your company, and the reason why you are calling. It also means asking for permission to continue the conversation or to speak to the decision-maker. By introducing yourself and your purpose, you will establish rapport, credibility, and trust with your prospect, and you will avoid interrupting or confusing them.

3 Listen actively and empathize

A common mistake that many cold callers make is to talk too much and listen too little. This can make your prospect feel bored, ignored, or frustrated. To improve your phone etiquette, you need to listen actively and empathize with your prospect. This means paying attention to what they say, asking open-ended questions, paraphrasing their responses, and expressing understanding and appreciation. By listening actively and empathizing, you will show interest, respect, and value to your prospect, and you will uncover their needs and challenges.

4 Adapt your tone and language

The way you speak and the words you use can have a significant impact on how your prospect perceives you and your offer. To improve your phone etiquette, you need to adapt your tone and language to suit your prospect and the situation. This means using a friendly, confident, and enthusiastic tone of voice, avoiding jargon, slang, or filler words, and using positive, polite, and professional language. By adapting your tone and language, you will create a positive impression, avoid misunderstandings, and convey your message effectively.

5 Handle objections and rejections

One of the most difficult parts of cold calling is dealing with objections and rejections from your prospect. However, this is also an opportunity to demonstrate your phone etiquette and your value proposition. To improve your phone etiquette, you need to handle objections and rejections calmly, respectfully, and confidently. This means acknowledging your prospect's concerns, addressing them with facts and benefits, and asking for feedback or agreement. By handling objections and rejections, you will overcome barriers, build rapport, and move the conversation forward.

6 End the call with a clear action

The last but not least tip to improve your phone etiquette on cold calls is to end the call with a clear action. This means summarizing the main points of the conversation, confirming the next steps, and thanking your prospect for their time and attention. It also means following up with an email, a message, or a reminder as agreed. By ending the call with a clear action, you will reinforce your value proposition, create a sense of urgency, and increase the chances of a positive outcome.

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?