Cold Calling

More Cold Calling Tips from Armin

When you have your first conversation with a prospect during a cold call, ask him or her to explain to you a bit what the current situation is. Ask open questions. Where is an issue where she is still looking for a solution?

When cold calling over the telephone, make sure you use short sentences. This ensures clarity and understanding and makes it easier for your contact to think about your offer.

When cold calling over the phone, try so-called voice landing, ie end your sentence with a lower tone than the beginning. This conveys security and competence.

When cold calling over the phone, stand up and walk around if you can. That will transmit self-confidence and a dynamic attitude.

When cold calling over the phone, make sure you have a good distance between the receiver and your mouth so that the quality of your voice is transmitted correctly.

Smile as you speak on the phone during the cold call. You will see that your conversation partner becomes more open.

Your cold calling prospects always have problems and ideas on opportunities, you just have to find the right point in time and the right access method. Don’t give up.

When cold calling, always keep in mind that your prospects don’t know you. Hence, they don’t trust you. Produce results in advance to generate trust. Help them without selling, first.

When cold calling, always be aware of the fact that the rate of rejection is very high. So, don’t take it personally.

When cold calling via Social Media, analyse the company of the person who has accepted your invitation to connect by studying her profile: “What are the facts and figures (size, employees, sites etc)?”, “What has been achieved?”, “What is the strategic direction?”, “Which important events took place?”, and “What are the company values”?

Always remember that people do not want to be sold to. Therefore, when cold calling, offer a best practice sharing on how to solve a problem they probably have.

When cold calling via Social Media, after having gained a good impression of your target contact, deliver content that you consider interesting for exactly this person.

When cold calling via Social Media, analyse the person who has accepted your invitation to connect by studying her profile: What are her personal data?, What has she achieved?, What are her challenges and ambitions?, What is she interested in?, and What is important to her?

If you are doing a cold call and the decision makers assistant won’t put you through, ask for the email address so that you can start a conversation via this channel and ideally relate to your contact on Social Media.

If you are doing a cold call and you’re reaching the decision makers assistant, see him or her as your partner, not your enemy. Build a good chemistry. Just be polite.

When you are doing a cold call over the phone and the reception doesn’t want to put you through, ask for the decision makers assistant instead.

On a cold call over the phone, try typical introductory remarks such as "We both know...“, "We met at... I really appreciated the conversation.“, "I listend to your speech. I was the one who asked...“, "We are both ... Alumni. That‘s why I‘m contacting you directly“.

Build up your emails or social media messages in cold calls according to the AIDA principle: Attention, Interest, Desire, Action

A good icebreaker on the phone is to ask if the person to whom you want to speak is in the house. When asked for the reason of your call refer to your contact on Social Media and that you want to follow up on it.

Even if someone doesn’t react to your approach on Social Media at all, make a phone call and refer to it. Don’t assume that she is not interested. It might just be the case that this person is not particularly active on Social Media.

In the case of cold calling on social media, don't be afraid to politely remind the person you are talking to that he still owes you an answer. You can do this, for example, with the following question: "Hello Mr/Mrs..., would you give me a brief sign, please?"

In the case of cold calling on social media, send interesting content to your new connection once she has accepted your invitation.

In the case of cold calling on social media, when someone has accepted your invitation, always send a welcome message and offer help, something like “Dear …, welcome to my network. Let me know, if I can introduce you to someone you’d be interested in.”

When you start cold calling, always look for the first contact through social media. You go through a total of eight phases: 1. invitation to connect, 2. if accepted, send welcome message and offer help, 3. send content that should be interesting for your contact, 4. send content interesting for your contact again, 5. offer exchange of experiences via a value story, 6. send reminder in case of non-response, 7. send second reminder, 8. call via phone and agree appointment.

In the case of cold calling on social media, the type of address is of central importance for the probability of acceptance. Therefore, always mention a common contact (if any) and a topic that connects you to the person you are addressing.

Trust is the basis for starting a business relationship. Therefore, in cold calling, build trust by giving value before you are pitching something. Send interesting content to the people with whom you want to talk once they have accepted your invitation to connect on social media.

In cold calling, it is important that you know how to overcome hurdles. For example, if you cannot be put through directly to the decision maker, ask for his/her assistant.

In cold calling, it is important to use an introductory sentence in a first conversation that emphasizes a common ground and therefore creates proximity, e.g. "We know both..." or "...we are both interested in [TOPIC]".

When cold calling, there are various options of accessing a potential client: a direct phone call, a contact request on social media, a social media message, or an email. A combination between intelligent contacting on social media, offering help and content, and the phone turns out to be the best approach.

When cold calling within an existing account, use your current contacts to open doors on higher levels. If they are not interested to help, go for it anyway if relationship risk is low.

When cold calling within an existing account, use your current contacts to open doors. If they are worried that they will be ignored in the future, keep them in the loop.

When you’re Cold Calling within an existing account and your contact persons don‘t dare to contact executives you want to speak, go on your own with your contact’s permission.

If you are cold calling within an existing account, use your existing contacts – make the call „warmer“.

During cold calling, if the decision maker let’s you know that they don’t have any need for what you’re offering, ask him if there is a specific aspect of his work where he would like to have a solution. Be persistent and ask again, if he can’t think of any.

Cold Calling may also be applied with existing customers. For example, when you have an excellent relationship built on lower levels and you want to move up the ladder.

For Cold Calling, the following motto applies: The Joy of aiming to help must be bigger than the fear of rejection.

„Cold Calling“ is the act of contacting decision-makers you do not know by phone, mail or social media in order to achieve a meeting, sell something direct, or get feedback (eg in surveys).

„Social Selling“ in B2B is the act of building trust with decision-makers via a combination of social media and the telephone in order to achieve a meeting.

In Account Management, the right time for a cold call on higher levels is when you have built excellent relationships on lower levels: move up the ladder!

In Cold Calling, always call high, ie try to reach the highest ranked decision makers.

In order to make a cold phone call warmer, build a relationship through social media first. You can do that by sending a contact request and then delivering great content.

In Account Management, if your contacts don‘t dare to contact executives: go on your own with permission.

In B2B sales, in order to get a decision maker’s ear you need a good story, addressing a real problem, offering advice on how to solve it, an impressive reference, and measurable results you have created. These four components are central. They represent what I call “The Diamond Of Market Entry”.

In B2B sales, when approaching decision makers on social media, aim to be introduced by a person you both know. This creates trust and improves the probability of being accepted as a new connection.

If your social media profile was visited by a potential B2B client, take it as an opportunity to connect with that person and start the dialogue.

In B2B cold calling, don’t forget the following facts: People do NOT want to be SOLD to. The probability of being rejected is very high. They don‘t know you, so they don‘t trust you. As a result, don’t take anything personally.

When cold calling a new lead, always start by approaching them on a Social Media platform such as LinkedIn.

The ideal way to contact someone you don’t know on social media for cold calling is to stress commonalities, e.g. common interests and especially people you both know and/or with whom you are both connected.

In cold calling, it is important that you know how to overcome hurdles. For example, if you cannot be put through directly to the decision maker, ask for his/her assistant.

If you are doing a cold call and you’re reaching reception, before being put through, ask for the direct line of the person to whom you want to speak. Your success rate will around 50%.

Before a cold call over the phone, learn your story by heart.