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How do you keep your cold call skills sharp when working with different industries?

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Cold calling is a challenging skill that requires constant practice and adaptation. Whether you are selling software, insurance, or consulting services, you need to know how to communicate effectively with prospects from different industries and backgrounds. How do you keep your cold call skills sharp when working with different industries? Here are some tips to help you.

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1 Research your target market

Before you pick up the phone, you need to do some homework on your target market. What are their pain points, goals, and challenges? How does your product or service solve their problems or add value to their situation? What are the common terms, jargon, and trends in their industry? By researching your target market, you can tailor your pitch, questions, and objections to their specific needs and interests. You can also avoid sounding ignorant or irrelevant by using the appropriate language and tone.

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JC Negri

VP of Growth at Intech Innovation Group
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Here where you can start: ICP Ideal Customer Profile. a. What is the description of your ICP Then, Demographics: b. Industry, Size, Revenue, Geography, Decision Maker Identify your best customers. Without an ideal customer profile, you could end up targeting accounts that aren’t likely to close. Time is valuable, so, research key elements speed up the process. Being prepare is vital.

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2 Use a script as a guide, not a crutch

Having a script can help you structure your cold call and cover the key points you want to convey. However, you should not rely on it too much or read it word for word. You need to be flexible and adapt to the flow of the conversation, the responses of the prospect, and the cues they give you. A script can also sound robotic and unnatural, which can hurt your rapport and credibility. Use a script as a guide, but be prepared to improvise, personalize, and customize your message according to the situation.

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Terrence Lening

Logistics Broker at Time Logistics Inc.
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In my experience, using a script as a base starting point has helped me tremendously. There have been many times I have tried to improvise what I am saying, and I can confidently say I fumbled over words and just sounded unprofessional. Then I started with a very simple script and over time have changed it to fit my niche. Now I make every cold call with confidence and the thought that I have the start of the treasure map, finishing is now just a few steps away.

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Jodie Goodchild

Helping Businesses Grow Using the Free Version of LinkedIn— No Outreach, No Spam | ?? Author of The LinkedIn Revolution
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Use a ‘Call Guide’ not a ‘Script’ a script will encourage you to read from the page, a guide will do just that and guide you through your call making it sound much more natural which is what your prospects will respond well too. Here’s how to get started: 1. Getting past the gatekeeper 2. Opening (Elevator Pitch) 3. Probing Questions (Focused on their pain points) 4. Objection Handling 5. Closing Statements

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3 Listen actively and ask open-ended questions

One of the most important skills in cold calling is listening. You need to listen actively and attentively to what the prospect is saying, as well as what they are not saying. You need to pick up on their tone, mood, and level of interest. You need to understand their needs, concerns, and objections. You also need to ask open-ended questions that elicit more information, feedback, and engagement from the prospect. By listening and asking open-ended questions, you can build rapport, trust, and value with the prospect. You can also uncover opportunities, challenges, and pain points that you can address with your solution.

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Jodie Goodchild

Helping Businesses Grow Using the Free Version of LinkedIn— No Outreach, No Spam | ?? Author of The LinkedIn Revolution
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Open questions are great. But you know what takes open questions to the next level? Making them Probing. Here’s an example using manufacturing: "How are supply chain disruptions impacting your choice of manufacturers?"

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4 Practice, practice, practice

The only way to improve your cold call skills is to practice them regularly. You can practice by role-playing with a colleague, a friend, or a coach. You can also record your calls and listen to them later to identify your strengths and weaknesses. You can also seek feedback from your peers, managers, or mentors on how to improve your performance. By practicing, you can hone your skills, boost your confidence, and overcome your fears.

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Jodie Goodchild

Helping Businesses Grow Using the Free Version of LinkedIn— No Outreach, No Spam | ?? Author of The LinkedIn Revolution
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Before you go live, test your call guide out in a safe environment. Don’t use it for the first time on a new potential customer. This can look bad and damage the brand name. Use your guide on the sales team, these guys know the objections faced and can role play exactly like a real world scenario. This will help you be even more prepared for the first real call!

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5 Learn from your successes and failures

Every cold call is a learning opportunity. Whether you get a positive or a negative outcome, you can learn something from it. You can learn what works and what doesn't, what resonates and what repels, what motivates and what discourages. You can also learn from the best practices and mistakes of others by observing, reading, or listening to their cold calls. By learning from your successes and failures, you can refine your skills, avoid common pitfalls, and replicate proven strategies.

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6 Keep an open mind and a positive attitude

Cold calling is not easy. You will face rejection, frustration, and disappointment. You will also encounter different personalities, preferences, and expectations. You need to keep an open mind and a positive attitude to cope with the challenges and opportunities of cold calling. You need to be curious, respectful, and empathetic towards your prospects. You need to be optimistic, resilient, and persistent in pursuing your goals. You need to be humble, willing, and eager to learn and grow. By keeping an open mind and a positive attitude, you can enjoy the process and the results of cold calling.

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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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How do you keep your cold call skills sharp when working with different industries?

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1 Research your target market

2 Use a script as a guide, not a crutch

3 Listen actively and ask open-ended questions

4 Practice, practice, practice

5 Learn from your successes and failures

6 Keep an open mind and a positive attitude

7 Here’s what else to consider

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