{"id":1379,"date":"2010-03-16T10:09:53","date_gmt":"2010-03-16T17:09:53","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/7-tips-to-improve-cold-calling-success-peak-sales-recruits\/"},"modified":"2023-03-08T19:45:17","modified_gmt":"2023-03-08T19:45:17","slug":"improve-cold-caling","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/improve-cold-caling\/","title":{"rendered":"7 Ways to Improve Your Cold Calling"},"content":{"rendered":"

I was recently interviewed by Inc Magazine on the topic of cold calling. Darren Dahl put together a great article on tips and techniques for improving cold calling success (see article here >>\u00a0How to Improve Your Cold Calling<\/a>).<\/p>\n

As an extension to the article, I have added some additional tips since our projects often involve advising our clients on how to drive sales, particularly for the smaller companies. Here is some of the advice on cold calling we would give to a small business owner\/operated company.<\/p>\n

1.\u00a0Schedule Cold Calls<\/strong>\u00a0\u2013 Set a target number of calls per week and book time every day to make a portion of the calls \u2013 this will create rhythm and the calling habit \u2013 don\u2019t procrastinate, just do it \u2013 the more calls you make the easier it gets.<\/p>\n

2.\u00a0Target the Ideal Prospects<\/strong>\u00a0\u2013 Rather than shotgun the phone book from A to Z identify the top ten ideal accounts (or 50 if that is more appropriate) and focus your calls on penetrating these accounts by any means possible \u2013 either cold calling the buyer or anyone who will take your call and then trying to get referrals to the right person<\/p>\n

3.\u00a0Call with Customer Research in Mind <\/strong>\u2013 Don\u2019t just call and hard pitch, because everyone hates to have their day interrupted by a sales call. Instead try think beforehand what challenges the prospect is dealing with and then use the call to collect insight, validate your assumptions, share insight about what solutions exist and what might work for them.<\/p>\n

4.\u00a0Have a Script<\/strong>\u00a0\u2013 Identify a list of several meaningful and probing questions that will stimulate a conversation and allow you to develop a relationship<\/p>\n

5. Call Early and Call Late <\/strong>\u2013 The best times to call are early or late when buyers are less busy and more likely to answer their own phone<\/p>\n

6. Develop a Relationship <\/strong>\u2013 People buy from people and they buy more from people they like, so don\u2019t be the cheesy or pushy self-interested and insincere salesperson<\/p>\n

7.\u00a0Establish a Marketing Engine<\/strong>\u00a0\u2013 invest in lead gen programs so that some of the outbound calls are more warm than cold<\/p>\n

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