What are the most effective media sales prospecting and cold calling tips?

Before reaching out, it's important to research the company and the individuals you're targeting. While researching a company, I noticed several team members posting on LinkedIn about a similar topic. This provided me with a perfect triggering event. By referencing these posts during my outreach, my call felt more personalized and less "cold." These small details can make a significant difference in building rapport and making a connection.

1. Research:Thoroughly research prospects and understand their needs. 2. Personalize:Tailor your pitch to address specific pain points. 3. Clear Value:Clearly communicate how your media solution benefits them. 4. Confidence:Exude confidence and enthusiasm in your pitch. 5. Active Listening:Listen actively and adapt your pitch based on their responses. 6. Follow-Up:Persistent follow-up shows commitment and interest. 7. Timing:Call at optimal times when prospects are likely available. 8. Script:Prepare a concise, engaging script for a structured call. 9. Objection Handling:Anticipate objections 10. Track Progress:Use CRM 11. Training:Continuously improve your sales 12. Feedback:Seek feedback from successful calls

Knowing your target market in cold sales is so important. Knowing your targets means you'll only pitch relevant solutions, saving you time by focusing only on leads that are more likely to convert. This approach makes your pitch more relevant to the person you're talking to and also builds trust quickly with prospects. Being clear about your target market also brings efficiency to your budget (and we all know we want to make sure we're spending our budget wisely!). You're essentially putting your marketing money on the prospects that are most likely to convert. The result is a faster, more efficient sales cycle that will generate better returns.

Often reaching out on multiple channels reduces the risk of coming out as a spammer and avoids repetition. Having a clearly spaced sequence of touchpoints (usually 5 to 7 in a sequence) is essential. Starting with an email followed by a call (only after a week) sets up a background for an easier conversation. Social media can be instrumental in equal intervals as most organizations spam emails from unknown senders. Also, most clients today are quite active on social media platforms and feel less threatened by cold outreaches. Adjusting the tone of the message to the purpose of the channel should also be considered while crafting messages.

In the art of cold calling and crafting prospecting emails, I have found success in initiating connections on LinkedIn as a preliminary step. Subsequently, following up with a personalized email, employing the 'Re:' prefix for a threaded conversation that stands out in the recipient's inbox. When it comes to cold calling, deviating from the typical introduction is the key. Opt for a more familiar tone, creating the illusion of a prior connection to capture their interest. Injecting a touch of playfulness and leveraging the power of emotional 'labeling'/ 'mislabeling' helps in engaging them right from the start.

Quick tip: when checking in with prospects on a followup call, do not ask them if they had a chance to review your pitch/collaterals. There’s an excellent possibility that he will say “no” & exit. You can reframe the opening to remind the client that they wanted to reconnect and move to the next steps. Offer a speedy 60-sec rundown. Consider tweaking your call frequency/ followups whether its mail or call based on past closures. We have a 4 call system at play for our clients, but it would vary based on ticket sizes and ecosystem. Also between the followups, keep the vibe alive - shoot them newsletters or WhatsApp snippets with fresh client wins and client testimonials to establish credibility and build proof.