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Using a well-defined ICP (ideal customer profile) will help you strategize and target the right prospects. This will ensure that your cold calls are relevant and helpful.
82% of buyers accept meetings with sellers who reach out proactively, which includes cold calling. Use these five strategies to boost your cold call-to-sales meeting conversion rates:
Use a Script
A script can help you stay focused and consistent during a cold call. It also allows you to practice and hone your delivery to sound natural. Use simple words, short sentences, and slang to keep your prospect engaged, as opposed to using a lot of adjectives and marketing language. Think of how you speak to your friends, and try to emulate that tone in your cold calls.
The structure of a cold calling script also helps you effectively train new reps. With a framework, you can train your sales reps on the best ways to deliver a call, leave a voicemail or set up a meeting. Additionally, you can teach them how to respond to typical objections.
An excellent technique to generate new business and leads is cold calling. However, it can be discouraging if you do not see any progress. Try the strategies suggested here to improve your average cold call conversion rate.
Ask Open-Ended Questions
Salespeople often get a bad rap, and many misconceptions stem from their stereotypical image: fast-talking know-it-alls trying to push a product on people who don’t want it. However, a good salesperson wants to understand their prospects and customers and will work to develop a solution that best fits their needs. To do this, they need to be able to listen to their prospects and ask open-ended questions to spark conversation.
Using open-ended questions allows salespeople to gain insight into their prospect’s and client’s challenges and ultimately provide them with the right solution. However, using these questions wisely and ensuring they are narrow enough is essential.
For example, asking, “What are the main challenges you’re facing?” could quickly turn into a yes or no question, and a one-word answer would likely end the conversation.
Instead, start with a general open-ended question and follow up with a more specific one as needed (think of an inverted pyramid). By doing this, you can be sure that your questions are personalized and are helping you build a genuine conversation with your prospect.
Don’t Be Afraid to Ask for Referrals
Cold calling is an effective sales strategy that can improve your conversion rates. However, you must be persistent to see results. Remember that most successful sellers only become experts after some time. Instead, they worked hard and persevered, and eventually reached their quotas.
During the call, you should identify your prospects’ problems. Then, you should explain how your product can help solve the problem. This is a great way to establish rapport and build trust.
While some people believe cold calling is dead, Crunchbase found that buyers still accept meetings with sellers who reach out proactively. To increase your odds of success, it is essential to research the people you want to talk to.
Check their website, social media, and other information sources to ensure your data is current. This will allow you to personalize your call and make it more relevant to the prospect’s needs. It will also save you time for people not interested in your product.
Don’t Be Afraid to Ask for an Appointment
It’s important to remember that the goal of a cold call is to get a meeting or a follow-up call with the prospect. While sales reps may be tempted to pitch their product on the first call, it’s better to save this information for a later date. Instead, focus on building a rapport with the prospect by identifying their pain points and proving how your solution can help.
It also helps to research the prospect before calling them. This will show that you have done your homework and can quickly identify whether they fit your company well. It’s also a great way to avoid common mistakes that can cause a prospect to reject your call.
Using these strategies will help improve your cold-calling conversion rate. Don’t be afraid to try new techniques, and keep measuring your performance to ensure that you are improving your ROI. And if you’re looking for a new prospect list to reach more potential customers, use SalesIntel to find qualified leads interested in your type of product.
Don’t Be Afraid to Follow Up
Many salespeople fear to follow up because they don’t want to appear pushy. But it’s important to remember that follow-ups aren’t about selling anything; they’re about establishing harmony and giving your prospect the information they need to make an informed decision. For example, if a prospect tells you they have a lot on their plate, you can say, “I understand. Let’s schedule a meeting to discuss how I can help.”
Also, feel free to use your CRM as a resource when crafting your follow-up emails. You can include customer testimonials and other social proofs to boost your email open rate. But remember that your follow-ups should look different from your original email. Instead, they should be short and focused on communicating the same message. This will help your prospects stay engaged and remind them that you’re trying to reach out to them. It may seem counterintuitive, but if a prospect reads your initial email and decides they’re not interested, then no amount of sales follow-ups will change their mind.