One of the most difficult tasks for sales representatives is to carry out cold calling effectively. It can be challenging to guarantee that the prospects will interact and engage with you. Sales managers constantly put pressure on salespeople to deliver results. But the best way to ensure decent results is by using the best cold calling scripts only. In this blog, we will tell you how you can create the best cold calling scripts with the help of examples. We have also given the top cold calling tips that your sales representatives can use for better results.
What is cold calling?
Cold calling is a traditional way of engaging with potential customers and letting them know about your product or service. Cold calling basically means calling the target customers and giving them information about your business.The aim is to strike the prospects’ interest and make them want to secure a deal with you.
Cold calling not only helps to engage with the prospective clients, but also pushes them ahead in the sales funnel. You can also get to know whether the customer is interested or not in closing a deal with you.
Creating the best cold call script ever
The majority of B2B marketers are not getting the best results of cold calling. The main reason why cold calling is ineffective is because the best cold call script is not being used. Here, we have given precise and simple steps to create the best sales call script.
1. Identify your target domains
Your target audience might be large and you can’t just go about calling everyone. Your sales representative’s time is valuable and you don’t want it to go waste.You need to decide and prioritize the potential customers that you are going to call.
First, you need to create an ideal customer profile and buyer persona. Based on that, you can decide which accounts are a perfect fit for your business. You can also do it by identifying the domains that you want to target. For example, if you have found that your target domains are banking and finance, then you can select accounts accordingly and move to the next step.
2. Search for 30 good fit prospects
You can use LinkedIn or data provider tools to get the contact information of your target prospects. When you have already sorted the attributes of your prospective customers, it becomes easier to reach them.
LinkedIn is also an easy and simple way of getting the contact details of the prospects. You can use filters like location, designation, and domain to filter out your ideal fit customers. Once you get details of at least 30 good-fit prospects, you can move ahead in the sales process.
3. Know your prospects before calling
Imagine someone calling you without even knowing your name. How frustrating that would be? Therefore, it is necessary that you know enough information about your prospects’ to strike an engaging conversation with them.
You can check out their LinkedIn profile and different social media accounts to know more about them. The basic information that you should know about the prospects is:
- Their company’s name
- Similar companies that you have helped
- Their recent activity or achievement
Now, we will get straight to the script and tell you how you can craft an effective telemarketer script.
4. Let prospects know about you
When you start a call, you can’t directly jump to the sales pitch. This may annoy and irritate the potential customer and they might disconnect your call immediately. You should always start by greeting the prospect and tell them your name and company’s name.
Be quick and confident in introducing yourself. Then, wait for the receiver’s response. Give them time to think and evaluate if they know you? Are you a client? Can you be helpful to them? Listen to what prospect has to say before responding and give them complete information about yourself.
5. Build Rapport
After introducing yourself, you must now establish a rapport with the potential customer.Your objective is to keep conversing and give them the impression that you are aware of their company’s requirements.
You can ask questions that let them know that you already know about them. Some of the examples are given below:
- Sir, I saw that you went to (University name). How was your experience of it?
- Amazing, you have been at (Company name) for X years. How was your experience?
- Sir/Mam, I saw you recently got promoted. Congratulations on that.
Starting with a good question will make the prospect receptive to the conversation. You can also use some funny statements to lighten up the mood.
6. Make use of a positioning statement
By positioning statement, we mean letting your prospects know that you have worked with similar companies and understand their challenges. Most cold callers make the common mistake of talking about themselves rather than listening to prospects’ problems.
You can give them the example of the industry leaders or similar companies that you have worked with. You can ask them their objectives and pain points and talk about how you have previously helped your clients. If they resonate with you, then you can ask them to set up an appointment or a meeting with your manager.
Cold calling script example
Hi [Prospect’s name], this is [Cold caller’s name] from [your company name].
We’ve been doing research on [prospect’s company name] challenges and I would love to tell you about our solutions that can help you improve your business and get a higher ROI.
At [your company name], we work with professionals like you to help with [value proposition 1, value proposition 2, and value proposition 3.]
Option 1: If they say Yes
Good decision [Sir/Mam]! Here, you can ask them to continue the conversation with the manager or whosoever as per your sales process. You can also ask them to attend a demo/ meeting.
Option 2: If they say No
I understand [Sir/Mam]. Is it okay if I send you a follow-up email and you can review it in your own time? Then I’ll follow up with you later, in case you change your mind.
Best Cold calling tips for making the most of cold call script
The goal of cold calling is to grab the attention and establish a connection with the prospects. However, you might not receive the best results if your sales representatives are still using those outdated telemarketing scripts. Below we have provided the best cold calling tips for your sales personnel to gain better outcomes from a telemarketer script.
1. Carefully select the prospects to be contacted
You don’t want to waste your sales representatives time by making them call people who aren’t even interested. Therefore, it’s necessary that you carry out the sorting-out process priorly and carefully. You can prioritize the potential customers as per their lead score and interest that they have shown in your service.
2. Prepare and practice the cold call script
Nothing is worse than someone stammering and sounding confused on a call. You don’t want this to happen with your cold callers. You can avoid this by creating a simple, clear, and casual tone cold call script. Additionally, you should train your sales representatives before they make any calls.
3. Focus on your prospect’s challenges
Focusing on themselves is the most common mistake that sales personnel make. When the cold callers sound too sales-ly, the prospective client sees it as another usual telemarketing call. You don’t want this to happen. To stand out from your competitors, you must focus on your prospect’s objectives, challenges, and pain points.
4. Research and find out the best time to call
People are more receptive to calls during specific times of the day. You should research and try to find out the best time to call your potential customers. For that, you can even check your own records and see when most of the prospects respond. You can also directly ask the prospect if it is the right time to talk? If they say no, then you can call them at their specified time.
5. Ask open-ended questions
Most of the time, sales professionals find it hard to carry on a conversation. The best trick to effectively engage the potential client is to ask them relevant questions. You can ask questions like; their current objectives, goals, and challenges they are facing in their business, etc.
6. Highlight your value proposition
Customers typically have a wide range of options to choose from in the market. You need to prove them that you are the best choice and you have so much to offer. In your sales call script, you must define your value proposition and how you can help them.
7. Be a good listener
Don’t just keep talking like a robot. You must listen to your customers in order to communicate with them properly. Being a good listener makes your prospects believe that you are genuinely concerned about their problem.
8. Have a two-way conversation
The dullest conversations are those in which only one person speaks the entire time. Try to make the conversation interesting by making it friendly and humorous. It’s not necessary to follow the cold calling scripts precisely and accurately.
9. Be okay with rejection
Understand that a ‘No’ means no. Don’t be pushy about explaining or talking about your service or business. When a prospective client declines, don’t proceed further and say thanks for their time.
10. Follow up after a call
Once you’ve communicated about your business and the prospect is interested, you should ask them to schedule a meeting. If they sound confused then, you might ask them for a follow-up and email them the relevant information to review.
Cold calling is one of the best methods to directly connect with prospects. The best cold call scripts are those which are simple, friendly, informative, and not robotic. The telemarketers should know how to make the prospects feel comfortable and engage with them effectively. The sales personnels should be well versed with the telemarketer script. They should know what to speak and when. The more refined the cold call script, the easier it will be for sales representatives to set an appointment.
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