登录查看更多内容

Last updated on 2024年8月30日

How do you cold call for complex solutions?

由人工智能和领英社区提供技术支持

Cold calling for complex solutions is not the same as cold calling for simple products or services. You need to have a clear understanding of your target market, your value proposition, and your sales process. You also need to have a strategy to engage prospects, qualify them, and move them along the buyer's journey. In this article, you will learn how to cold call for complex solutions in six steps.

此文章中的业界达人

由社区从 13 条内容中精选。了解更多

1 Identify your ideal customer profile

Before you pick up the phone, you need to know who you are calling and why. An ideal customer profile (ICP) is a description of the type of organization that is most likely to benefit from your solution. It includes criteria such as industry, size, location, pain points, goals, and decision-makers. By defining your ICP, you can narrow down your list of prospects and focus on the ones that are most relevant and qualified.

添加您的观点

Robert Goldsher
举报内容
Cold calling is a bad phrase. It’s more like informed first attempt at calling! I say this because you should do the following prior to any call,cold or warm. Lookup the company and its C Suite personal. Lookup the company mission statement which can tell you their priorities and the goal. Now you may be a bit more informed for that cold call. Come up with a 13 second tag to get attention and not hung up on. You have one shot “today” and can always call again to see if maybe a different operator answers and you can ask them some questions regarding where your service may fit their needs. Just a thought

已翻译

赞
?? RYAN PEREUS ??

My life is cold calling. Also, author of Trust Call ????, the only publicly available book on a fully comprehensive cold call method connecting foundational philosophy to frameworks
举报内容
Product relevance based upon the market is huge here. There has to be something specific that the market could use that the complex solution can do. For instance, if you offer custom software solutions, that script won't go well If you just talk about your general services. You have to talk about a specific instance and product that will help a key area of the market you were calling. Otherwise you'll be lost in ambiguity and vagueness because no one's ever going to think of a certain type of product that they want right now Then and there. You have to be able to know their needs and have a specific solution that is within the range of the complex offering

已翻译

赞
JC Negri

VP of Growth at Intech Innovation Group
举报内容
Knowing your ICP is a must. It is the starting point of any sales process. If someone tells you; here is a list start calling; you do not belong there. Period. Research Your Prospect: Before the call, you can learn about the company and the person you're calling. Understand their needs and challenges so you can have a meaningful conversation. Ask Questions: Start by asking open-ended questions to uncover their specific problems. Listening. Explain: Complex solutions can be simplified. Use plain language to explain how your solution can help them. Focus on benefits, not just features. Use Stories: Success stories make complex solutions more relatable. Follow-Up is King.

已翻译

赞
André Appel

Entwicklung & Umsetzung von Strategien ?? Individuelle Sales Coachings ?????? Digitaler Vertrieb ?? Unternehmensverkauf ?? Social Selling mit LinkedIn ?? Interimsmanagement ??
举报内容
The crucial question is, what needs does the customer have? If I know the customer's problem in advance, my complex product or service no longer needs to be explained from the customer's perspective. I just have to get him to quickly recognize and realize the facts.

已翻译

赞

2 Research your prospects

Once you have your list of prospects, it's important to do some research on each one. This will allow you to personalize your approach, tailor your message, and build rapport. To gain insight into the current challenges and goals of the prospect, as well as their priorities and initiatives, who the key stakeholders and influencers are, what existing solutions and competitors they have, and how they make buying decisions, you can use sources such as LinkedIn, company websites, blogs, social media, and industry reports.

添加您的观点

Addis Zewdie

Founder and Leader @ Making Spicy brand | Entrepreneurial Vision
举报内容
There are no true cold calls if you are solving complex problems. You have to do a lot of research about the company and its operations before you ask for a meeting. No decision maker is interested in educating a sales person if they don’t perceive you have done your homework. Your research should include the end users both inside and outside the company. Networking is still a big part of selling. Finally, “no” can be the beginning of a conversation, don’t be afraid to hear many versions of “no.”

已翻译

赞
André Appel

Entwicklung & Umsetzung von Strategien ?? Individuelle Sales Coachings ?????? Digitaler Vertrieb ?? Unternehmensverkauf ?? Social Selling mit LinkedIn ?? Interimsmanagement ??
举报内容
In B2B sales, the No. 1 source of information is LinkedIn. With more than 1 billion users and over 67 million company pages, the largest business network in the world is the best source for obtaining information about leads and accounts.

已翻译

赞

3 Craft your value proposition

Your value proposition is the core of your cold call, a statement that summarizes how your solution can help your prospect achieve their desired outcome. It should be concise, specific, and relevant, answering three key questions: what problem do you solve, how do you solve it differently or better than others, and what benefit or value do you deliver? Additionally, include a hook or question to invite your prospect to engage with you.

添加您的观点

Kurt Murray

Helping people capitalize on opportunities with technology | Digital Transformation
举报内容
Additionally, your value proposition should highlight how you solve a solution for that particular persona you’re calling. For example: a Head of Analytics would have a slightly different view from A Head of Sales. Tailor your value proposition to the problems faced in their role or their department. And leave out unnecessary features.

已翻译

赞
Addis Zewdie

Founder and Leader @ Making Spicy brand | Entrepreneurial Vision
举报内容
Your value proposition should show how another company like them is benefiting from your solutions. Help the decision makers feel they are collaborating rather than gambling.

已翻译

赞

4 Plan your call structure

A cold call for complex solutions is not a one-time event, but rather the first step in a series of interactions to move your prospect from awareness to interest to consideration to decision. Therefore, you need to plan your call structure accordingly. Generally, a call structure consists of four stages: the opening, the discovery, the presentation, and the closing. During the opening, you introduce yourself, state the purpose of your call, and establish credibility. During the discovery stage, you ask open-ended questions to understand your prospect's situation, needs, and goals while actively listening and empathizing with their pain points. The presentation stage is where you present your value proposition, share relevant stories or case studies, and address any objections or concerns. Lastly, during the closing stage you summarize the key points, confirm the value, and propose the next steps.

添加您的观点

Zachary Goldberg, MBA

Customer focused sales professional
举报内容
I think the most important thing is to make sure the contact you are reaching out to is the correct one. If I am making a cold call, my goal is to first identify the right team. If you do get the right contact, the priority is identifying if there is pain or an active project. From there, it is just a matter of quickly sharing your value proposition and asking for time for a discovery call. If you can match up the right technical resources on your team to talk to the prospect, the rest is just following the normal sales process to move things along.

已翻译

赞

5 Practice your call script

A call script is a flexible guide that helps you navigate your cold call, rather than a word-for-word script that you read verbatim. It should include a greeting and introduction, permission to continue or a hook, a value proposition and question, a discovery section with probing questions, a presentation section with key benefits and stories, and a closing section with a call to action and follow-up plan. To ensure you are confident and comfortable with your call script, practice it using a recording device, mirror, or colleague. This will help you refine your script and be prepared for different scenarios and responses.

添加您的观点

6 Execute your call and follow up

The final step is to execute your call and follow up. Aim to make your call at the best time for your prospect, such as early morning or late afternoon, with a professional and friendly tone, while smiling and speaking clearly and confidently. Focus on your prospect's needs, not on yourself or your features. Utilize active listening and positive feedback to build rapport and trust. Use transitions and summaries to guide the conversation and check for understanding; trial closes and soft closes to test the interest and readiness of your prospect; objections as opportunities to clarify and educate; urgency and scarcity to create momentum and action. After the call, send a follow-up email or message that reiterates your value proposition, summarizes the next steps, confirms the date and time of the next meeting, and updates your CRM system with the details and outcomes of your call. Cold calling for complex solutions is a difficult but rewarding skill that can help you generate more leads, opportunities, and sales. By following these steps, you can become an expert in cold calling for complex solutions and reach your sales goals.

添加您的观点

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?

添加您的观点

Jem Bevan

?? Just a dork, OBSESSED with social media trying to help others find their way??
举报内容
Having a strong online presence that showcases your knowledge base will always help with cold calls regardless of the complexity, and as always on all calls truly listening to our potential clients is how we will learn how to solve their problems.

已翻译

赞
Ernest Bhatti

Owner/Proprietor at LHB Consulting
举报内容
Don’t try to sell a complex solution on the first call. You will get tongue tied and the prospect will get bored and hang up. Ask for two or three main features they are looking for then ask for a follow up call while you do your research. Then you can open the conversation further on future calls while you are both building a picture of the solution.

已翻译

赞
Damon Barnes

Stewardship: An ethical value that embodies responsible planning and management of resources.
举报内容
Send an email first and have it ready to resend. If you can, call Tues - early Fri. Let the DM know your calling to SCHEDULE a short discussion about… and give your call preview.

已翻译

赞
Joshua Gill

IT Consultant | Providing software services by capacity or project.
举报内容
Remember: you aren’t closing the deal on a cold call. You don’t have to know their problem already. And it would probably be weird if you did. You are just booking a meeting. You should know your solution and their problem sets well enough to contextualize your offering as something relevant to them. That’s all you have to do. Book the meeting. Worry about closing the deal after you’ve done some discovery.

已翻译

赞

Cold Calling

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

How do you cold call for complex solutions?

1

2

3

4

5

6

7

1 Identify your ideal customer profile

2 Research your prospects

3 Craft your value proposition

4 Plan your call structure

5 Practice your call script

6 Execute your call and follow up

7 Here’s what else to consider

Cold Calling

给文章评分

感谢您的反馈

更多Cold Calling相关文章

更多相关阅读内容