Cold Calling in English: Sales Discovery Call
I always say businesses are built to be sold.
If your business is not selling,
you're probably not making profit,
and thus your business isn’t growing.
Business growth for any business is the most important factor in planning.
Without growth, your business funding is affected. With adverse affects.
Maybe people’s jobs will be on the line?
The market is big, promising, and there’s money to be made as many countries have capital to spend for profitable projects or solutions. Cold calling is the fastest way to organize calls or meetings that reap results.
Besides that mastering how to communicate with strangers over the phone in a cold call can transform into a great life skill.
Warning… Cold calling is not for everyone.
If you work in sales already, you probably know that already.
And at the end of the day it’s either you love it or you hate it.
Some people are good and some are decent, some love it, some hate it. There’s many factors in sales, seasonality, business needs, margins, product fit, timing, buyer person, etc.
But the best salespeople on the market don’t always win and they shouldn’t be considered the ‘bad guys’. The best know how to understand the needs of their prospects through effective questioning and active listening.
It takes a lot of preparation, not only for the call itself, but also for understanding what solution you can best provide that’s personalized for your target person, prospect, client, or partner’s needs.
On the call, remember not to waste any time.
Be concise and provide enough information to engage the prospect.
Consultative selling works when educating on a solution.
The end goal is to be clear and focused, receiving the right information.
Here’s my recommendation on how you can structure your cold calls:
Introduction and Warm-Up: 15-30 seconds
- Make a quick introduction and state your name and company.
- Be friendly and positive but avoid unnecessary small talk.
Establish Rapport and Interest: 20-30 seconds
- Mention something relevant about the prospect's company or industry.
- Highlight a key benefit or value proposition of your product/service.
Seek Permission to Proceed: 10-15 seconds
- Ask if the prospect has a moment to speak further.
- Respect their time and show that you're mindful of not taking too much of it.
4. State the Reason for the Call: 20-40 seconds
- Clearly explain the purpose of your call and the problem you can solve.
- Keep it concise and to the point.
5. Ask Open-Ended Questions: 30-60 seconds
- Engage the prospect with meaningful questions that encourage them to share their needs.
- Actively listen to their responses and avoid interrupting.
6. Offer a Solution: 20-40 seconds
- Based on their responses, present a tailored solution that aligns with their needs.
- Emphasize the unique benefits of your offering.
7. Address Objections: 30-60 seconds
- Be prepared to handle objections efficiently without dwelling too long on each one.
- Focus on providing reassuring and compelling responses.
8. Call to Action: 20-30 seconds
- Propose a clear and specific next step, such as scheduling a follow-up call or meeting.
- Be assertive but not pushy.
9. Thank Them and Show Gratitude: 10-15 seconds
- Express your appreciation for their time and consideration.
Each call will be different. Your client’s engagement may vary; one day they may be happy to talk to you and other days they may be swamped with work and can’t be bothered by anyone.
The key is to remain flexible and adapt your conversation to suit each prospect's unique needs and communication style.
Practice your cold call script to ensure you flow smoothly within a reasonable timeframe, and be ready to adjust as needed during the actual call.
Crucial - don’t be a robot. Be natural, find out your prospect’s needs and requirements for working together. Sales don’t have to be dreadful. You work in a business built to provide a solution and you have to see if there as a fit.
Find out business pain points, and offer a solution based on their needs.
