Use emails to get decision makers to pick up...

1. Internalize your opening statement - The first few sentences that you speak on a cold call are the most important and the hardest to deliver. Practice your opening statement over and over so you’re able to convey it under extreme duress. Because sometimes that’s how you’re going to feel.

2. Call when they answer - It sounds simple but most reps don’t follow this advice. Figure out when your target persona is most likely to answer their phone and focus your calls around that time. Watch your connection rate significantly increase.

3. Master your value proposition - Everybody already knows this but few take it to heart. Whatever your prospects generally find valuable about your company’s offering, that’s the most important information you can share on a cold call. If you don’t understand this information thoroughly it’s difficult to be successful on the phone.

4. Closed-ended questions – Prepare two or three closed-ended questions related to the problem you solve. Closed-ended questions allow decision makers to warm up to the conversation. They also give the rep the opportunity to have a response prepared for either answer.

5. Be ready on every dial – Since a low percentage of our cold calls get answered it can be a challenge to stay mentally ready. You can keep yourself focused by going into every dial believing the decision maker is going to answer their phone. Literally tell yourself, “this call is the one”.

6. Education trumps objections – A great way to move a prospect past an objection is to respond with a question that leads to education. For example, “We’re not looking for new sales tech” said the decision maker. “I understand; do you know what our technology does?’ asks the sales person.

7. Use dialing automation – With all the technology available punching numbers is a waste of time. Improve productivity by using some type of dialing automation (even if it’s a FREE app on your smartphone like CallOnTheGo)

8. Company name on caller ID - It’s important to leave some type of trail that you called. If your company name keeps popping up on the decision maker’s Caller ID, that’s something they’ll probably see. It might peak their curiosity just enough to pick up your call one day.

9. Pay for accurate contact information – Having good phone numbers for your targets will result in talking to more people. Instead of searching yourself, it’s far more productive to spend money on a service that will give you reliable data. Message me if you need a referral.

10. Use emails to get decision makers to pick up - Timely emails can be effective at enticing decision makers onto the phone, especially if you’re able to mention one of their competitors. Keep in mind that most decision makers scan emails looking for information to reject you, the shorter the better.

11. Call on the right level - In most sales situations, calling on the right level decision maker is paramount. But again many reps don’t follow this advice.

12. Call in one hour blocks - Calling in one hour windows can increase productivity and make for a more enjoyable day. Most reps can complete 20 targeted cold calls in one hour, unless of course there are a few long conversations.14. Have alternative objectives - Many reps go into a cold call with their focus on setting a meeting. While most decision makers will never schedule a meeting with a sales person. This clash of titans often results in a conversation where virtually no information is shared. On every connection, try to convey key information because you may never get another chance.

13. Stand while you make cold calls (if possible) - Cold calling is a high energy activity and standing can improve concentration and results. It’s also a great way to prevent a sore bum from sitting all day.

14. Have alternative objectives - Many reps go into a cold call with their focus on setting a meeting. While most decision makers will never schedule a meeting with a sales person. This clash of titans often results in a conversation where virtually no information is shared. On every connection, try to convey key information because you may never get another chance.

15. Don’t give up – There is no rule in sales or cold calling that says you have to quit after two weeks. As long as you’re not bombarding the contact be persistent and it might just pay off for you. My biggest deal was opened after 6 months of periodically cold calling the decision maker.

16. Create a ‘must reach’ list – There are many deals out there that will only be opened with a cold call. Keep a list of ‘must reach’ decision makers so you can make calls to them periodically. This will also help you keep up with your KPIs.?

17. Cold callers only – If your sales team is sitting around non-sales personnel making cold calls, then that could be a problem. Sales people don’t watch them write code or fill in spreadsheets. They shouldn’t have to feel like people outside of the sales team are listening to them do their jobs.

18. Don’t call too often - Treat cold calling a lot like dating, you don’t want to scare off your target. If you call too frequently they’ll be more reluctant to answer. Unless of course they pick up to tell you to buzz off.

19. Avoid gatekeepers - The job of a gatekeeper is to keep sales people out so it makes sense to try and avoid them altogether. If there is no other way your best option is to simply be human and ask them for help.

20. Mock Cold Call – Mock cold calling is a great way to get your feet wet on the phone. Live practice with realistic objections will have you as prepared as possible to have real conversations.

21. Celebrate good cold calls - Successful cold calls can be few and far between. If you’re not celebrating them then you’re missing half the fun of cold calling. After a successful cold call it should appear as if you scored a touchdown in the Superbowl, nothing less.

22. Let bad cold calls go – Every sales rep is going to encounter terrible cold calls because people are unpredictable (including ourselves). The only thing you can do is learn from it and immediately let it go. Next dial.

23. No more than two voicemails – Most voicemails are deleted without one word being heard. Having to erase the same voice more than 3 three times is very memorable for decision makers, but not in a good way. Voicemails can help you draw people onto the phone, otherwise they’re pretty useless.

24. Scan the decision maker’s LinkedIn profile – The more information you have on your target the higher chances you have to succeed on a cold call. Gather information and make your calls intelligently because you owe that to the people you’re interrupting.

25. Match the decision maker’s energy – Some decision makers will pick up the phone like they wish you weren’t alive anymore. Match that intensity with confidence as you let them know why you’re calling. Always remember, your time is important too. 2

26. Don’t take days off – Cold calling is a lot like shooting free throws or playing video games. A few days off and the rust could cause you to miss a big opportunity on the phone. Keep the skill sharp by making dials every day. This will also help prevent call reluctance.

27. Learn with every conversation – The best way to learn is to ask questions. No matter who picks up your call, ask them a few questions and get more information about your prospect. Everything in sales is just a guess until you speak to somebody.8. Don’t sell the meeting – When you sell the meeting you share no information about what your company does. If the decision maker resists (most do), they leave without knowing any of the reasons why they should do business. If you happen to work for a company that sets meetings for other companies then I get it, you should sell the meeting.

28. Don’t sell the meeting – When you sell the meeting you share no information about what your company does. If the decision maker resists (most do), they leave without knowing any of the reasons why they should do business. If you happen to work for a company that sets meetings for other companies then I get it, you should sell the meeting.?

29. Don’t make cold calls all day – It’s not healthy or sustainable. Make targeted cold calls in one hour blocks, 1 to 3 times a day. Consider No. 2 and schedule your cold calling blocks and prospecting ahead of time. Always know what you’re doing tomorrow.

30. Don’t hang up without a next step - Most conversations don’t end in a meeting but that doesn’t mean you can’t keep the ball rolling. If the prospect isn’t disqualified, stay in front of them with an occasional email or phone call. Some deals take years to develop and since you’ve opened the door with your cold call, keep it open.

31. Always send at least one email – Since some decision makers will never pick up your cold call, it’s important to send at least one email to check your timing. Personally, I like to make a couple dials into the prospect before I give them the opportunity to reject my email.

32. Spend time creating warm calls – Cold calls are great but with LinkedIn it’s possible to create warm calls. If your targets are active, read their comments and everything they post. Try to be supportive but not obnoxious about it. After a handful of social touches try giving them a call.

33. Avoid comfort questions – These are questions that come out when you’re feeling the rush of someone picking up your cold call. They’re not the end of the world but they can put you in a negative position to start. The most popular “How are you doing today?”. Another one is when the prospect answers “This is Rick” and the sales rep responds back “Is Rick available?”.

Copy-write free: 33 Moves to Conquer Cold Calling

By source: Matt Wanty Founder & Author