To really nail cold calling, you need to pay attention to the basics. So let's take a detailed look at each of the five main stages of a successful cold-calling outreach.
1. Preparation beats improvisation
Remember that before you even pick up the phone, you need to do your homework. That means finding information about the person you are reaching out to and the company they work for. That way, you can know in advance if you're about to call the decision-maker or an influencer who might help you with a warm introduction to the decision-maker.
Having the right data insights will clue you in on two things. First, if they fit your buyer persona —you'll know what type of problem they may be facing that your product could solve and if they have the authority and deciding power to close the deal.
And secondly, Cold calling companies for windows and doors replacement it tells if the company they work for falls within your ideal customer profile or not.
Related read: The Remote Meetings Handbook
Here's the information you need to have about your prospects besides their name and phone number:
Position in the company or job title
The company they work for and industry
Location of the company
Competitor products they use (if any)
Their tech stack (if applicable)
Any recent hirings or leadership change
Annual revenue and number of employees
While all of the above information is great to have, in reality, the accuracy of the information you have about your prospects is never complete or completely reliable. That said, even if you can check just a couple of the points above, you're off to a good start.
Bonus tip: You should also check the prospect's social media (preferably LinkedIn) profiles or use a tool like CrystalKnows to help break the ice and start the conversation.
2. First impressions matter when cold calling
Your introduction sets the tone for how the cold call will play out. Introduce yourself, the company you work for and the purpose of cold calling. Personalize the conversation. Best lead generation company for Air Duct cleaning That said, personalization is more than using their first name, and at the same time, it's not about supporting the same football club. Keep the conversation contextual to business with an informal tone of voice.
Bonus tip: What’s a good opener to start off when cold calling?
Don’t start the conversation with “Is now a bad time?” because this gives your prospect a way out before the conversation starts. Instead, it’s better to go with something like “How have you been?” making the dialogue more personal. Experiment with the opening line and get creative. Your goal is to get their attention and start building rapport.
Talk about a pain point they might have (based on your research) and ask something like:
- Does this issue sound familiar?
- Can I show you how we approach this?
- Any of these ring a bell with you?
So, in short —you need to give your prospects a reason to hear you out.
3. Have a conversation