Build trust with ethical cold calling

A LinkedIn article by Gabe Lullo emphasizes the power of cold calling in sales - the main points:

1. Cold calling's role: Cold calling remains a top method for booking appointments. It creates direct connections that emails alone cannot achieve.

2. Facing fear: Fear of rejection makes cold calling seem daunting. Regular practice helps reduce this fear, making the process easier and more enjoyable.

3. Ethical conduct: Avoid unethical tactics. Be upfront about the nature of the call and seek permission to continue, fostering trust with prospects.

4. Quality lists: Build a targeted list with relevant titles, companies, and industries. A high-quality list enhances call effectiveness and results.

5. Scripted calls: Use a script to guide your calls. Include openers, diagnostic questions, and strategies for handling objections to improve success rates.

6. Effective openers: Start with an opener that acknowledges the interruption and seeks the prospect's help, leading to more productive conversations.

   
   

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Be a trusted advisor, not a demo machine

In a podcast episode from No Limits Selling, Nancy Calabrese shares tips on turning cold calls into clients.

Here are some key points:

• Mindset and skills: Success in sales requires both a positive mindset and strong skills. Stay positive and master your skills for effective cold calling.

• Cold calling as networking: Treat cold calls like networking. It's cost-effective and works well if the prospect is ready to buy.

• Follow-ups are crucial: Many salespeople miss opportunities by not following up. Develop a repeatable process to stay in touch and remain top of mind with prospects.

• Focus on conversation: Approach cold calls as conversations, not just sales pitches. Identify decision-makers and their needs. If there's no immediate need, ask for referrals.

• Use a script: Start with a well-prepared script. Be clear about the call's purpose and ask for permission to continue, which reduces hang-ups.

• Training and tools: Continuous training improves cold calling skills. Use a CRM and predictable dialer to boost efficiency. The aim is to schedule follow-up meetings, not make a sale on the first call.

• Timing and technology: Call just before the hour for a better chance of reaching decision-makers. Use databases like Seamless.ai for accurate contact information.

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Transform cold calls with value and energy

Mark Fershteyn outlines three tactics that significantly improved the cold calling conversion rate of this team to around 40%:

1. Focus on their pain

Capture attention by addressing the prospect's personal frustrations and challenges. Instead of pushing your product, discuss their pain points and hint at the relief you can offer. This approach is more engaging and relatable.

2. Provide value, not just demos

In a busy world, people don't have time for endless product demos. Position yourself as a valuable resource and trusted advisor. Offer actionable insights and best practices that prospects can use immediately, tapping into the principle of reciprocity.

3. Prioritize tone over message

A passionate and authentic pitch is more effective than a perfect but dull one. Boost your energy before calls and be genuine in your approach. Vary your tone and pace to keep prospects engaged and create a genuine connection.