But believe us. Cold calling isn\u2019t all that hard.<\/p>\n\n\n\n
All you need is good research, a killer script, and clever follow-ups. <\/p>\n\n\n\n
To simplify it further, we present to you our detailed 14-point cold calling checklist.<\/strong> We prepared this checklist based on inputs from sales experts as well as successful reps to help you get maximum value from this.<\/p>\n\n\n\n Let\u2019s dive in and help you turn those dreaded phone calls into a breeze.<\/p>\n\n\n\n Download Now: Free 14-Point Cold Calling Checklist<\/strong> [PDF]<\/strong><\/a><\/p>\n\n\n\n The first step in your cold call checklist should be to build a sales prospecting list<\/a>. Here are 6 simple steps to do this:<\/p>\n\n\n\n Remember to prioritize prospects with higher conversion potential and allocate your resources accordingly. This way, you can spot the best leads right at the beginning of the sales process, leading to better response rates and a more robust sales pipeline<\/a>.<\/p>\n\n\n\n Once you have your cold calling list ready, segment and review it carefully to identify high-potential leads and tailor your outreach strategies. Here’s how:<\/p>\n\n\n\n After reviewing your cold call list, dedicate 5 minutes to gather information about the prospects’ businesses, industries, pain points, goals, and any other relevant details. This is sales expert Kyle Coleman’s go-to strategy<\/a>. <\/p>\n\n\n\n To scale personalized outreach and standardize your research, spend 5 minutes to find out 5 insights about a person or account<\/strong>. Spending more time than this will hit your productivity.<\/p>\n\n\n\n Depending on your sales strategy, you can find some vital info about your prospect like:<\/p>\n\n\n\n Finding the best time to call your prospects can boost your chances of engagement and success. Research has shown that the <\/strong>best time for cold calling<\/a> <\/strong>is usually between 4 pm and 5 pm<\/strong>, with the next best window being between 11 am and 12 pm<\/strong>, right before lunch.<\/p>\n\n\n\n On the flip side, early mornings before 8 am are usually off-limits<\/strong> as people are just starting their day. <\/p>\n\n\n\n However, it’s important to keep in mind that these timings can vary based on your industry and target audience. So, make sure to track your own industry data and analyze your past call performance <\/strong>to identify the best times to call prospects. <\/p>\n\n\n\n Based on this information, you can schedule call blocks during these peak hours to improve your chances of connecting with prospects.<\/p>\n\n\n\n After finding the best time to call your prospects, the next thing to do is take a look at your cold calling script. A well-crafted script can boost your chances of success by ensuring you cover all bases and communicate effectively with prospects. When reviewing your cold calling script<\/a>, make sure it has these 4 key elements<\/strong>:<\/p>\n\n\n\n When cold calling prospects, you might feel the pre-call jitters. And you’re not alone\u20141 out of 2 salespeople<\/a> fear making cold calls. The key is not letting it impact your outreach efforts. Here are some tips from top-performing SDRs to <\/strong>get over the fear of cold calling<\/strong><\/a>:<\/p>\n\n\n\n Once you’re ready to dial a prospect’s number, follow this cold call checklist to stay organized and ensure you cover all the necessary points to maximize the chances of turning them into qualified leads:<\/p>\n\n\n\n A banging opener can help you grab your prospect’s attention, pique their curiosity, and make them more receptive to the conversation. Here are some of the best cold call opening lines<\/a> you can use:<\/p>\n\n\n\n Open-ended questions require more than a simple yes or no answer.<\/strong> They encourage prospects to share detailed responses, allowing you to uncover valuable information. <\/p>\n\n\n\n By asking the right questions, you can strike up a meaningful conversation, smoothly transition into your pitch, and book more meetings. <\/p>\n\n\n\n Here are some open-ended cold calling questions<\/a> you can ask prospects to keep the conversation going:<\/p>\n\n\n\n Crafting an effective cold call pitch is essential for capturing your prospect’s attention<\/strong> and establishing rapport right from the start. Remember, the first 30 seconds of your conversation are critical. They set the tone for the rest of the call and determine if your prospect remains engaged or zones out.<\/p>\n\n\n\n One good way to start is by introducing yourself and your company, followed by a personalized question to show you’re interested in understanding the prospect’s situation. You can also ask engaging questions<\/strong> to encourage the prospect to actively participate in the conversation.<\/p>\n\n\n\n In short, your pitch must have 3 key aspects:<\/strong><\/p>\n\n\n\n Here\u2019s an example of an effective cold calling pitch that incorporates the above 3 aspects: <\/p>\n\n\n\n “Hi John, this is Alex from TechSolutions. We specialize in helping companies optimize their IT infrastructure. Given that your company is in the healthcare sector, managing sensitive patient data securely while ensuring accessibility can be quite challenging. Are you facing any difficulties with data management in your organization?<\/em>“<\/p>\n\n\n\n Objections are just part of the game when it comes to cold calling. They are challenges or concerns raised by prospects<\/strong> and can range from budget constraints to lack of interest. The key is to tackle them head-on so you can keep the conversation going and close the deal. <\/p>\n\n\n\n Let’s dive into some common cold-calling objections<\/a> you might encounter and how you can handle them smoothly:<\/p>\n\n\n\n When faced with this objection, ask the prospect for a better time. This would give them more time to think. For example: “Do you think I can touch base with you sometime later? Do you think your priorities would change?<\/em>“<\/p>\n\n\n\n While this might not seem like an objection, it is one of the most deceptive objections out there. To turn it around, you can acknowledge their request and provide immediate value to encourage further engagement. For example: <\/p>\n\n\n\n “Absolutely, I’ll send you a detailed email. However, I’d love to quickly identify which aspect of Revenue ops is most relevant to you. Could you share what’s the biggest problem for your team?”<\/em><\/p>\n\n\n\n If the prospect is already using another tool, subtly ask about any challenges they might be facing without directly criticizing the tool. This can help you pitch your product effectively to bridge the gap. For example, “Understood, and it sounds like a great choice. But in your experience of using the current solution, is there any capability you wish it had?”<\/em><\/p>\n\n\n\n To handle this objection, politely ask the prospect for a better time to call. Suggest a specific, short duration to make your request more palatable. For example, “No problem. I totally understand what it’s like to be interrupted. Would it be better to call you for 5 minutes tomorrow morning at the same time?”<\/em><\/p>\n\n\n\n This is one of the most common cold-calling objections and can be handled effectively by highlighting your product’s ROI. For example, “[Prospect’s Name], that’s exactly why I’m calling you. I noticed from your recent LinkedIn post that you’re looking to [solve pain point]. Based on your current [tech stack], I estimate that implementing our solution could potentially lead to X% in cost savings over the next [timeframe]. Would you mind taking a look at our solution to see exactly how we can help?”<\/em><\/p>\n\n\n\n This objection shows the prospect is unhappy. So, try to diffuse the situation by apologizing, followed by a question like, “Is there a better number at which to reach you? Just so I can make sure to forward any relevant information.”<\/em><\/p>\n\n\n\n The last step on your on-the-call checklist is to move the prospect to the next step. After pitching your product and addressing their objections, you should be able to gauge their buying intent. Based on this, you can segment them into 2 categories:<\/strong><\/p>\n\n\n\n Successfully closed a conversation? The job’s not over yet. Here are three key steps that you must take post the cold call:<\/p>\n\n\n\n After ending the call, the first thing you should do is update your cold call tracking sheet<\/a>. This sheet records all essential info from each call, allowing you to keep track of all your cold calling activities<\/strong>. You can use it to:<\/p>\n\n\n\n A cold call tracking sheet can also help you measure key cold calling metrics<\/a> such as the number of calls made in a day and the number of quality conversations<\/strong> .<\/p>\n\n\n\n Additionally, the cold calling tracking sheet also makes it easier to record the type of follow-up action required, such as calling on a different day, sharing resources via email, or scheduling a meeting.<\/p>\n\n\n\n A good chunk of your meetings will not get booked in a single cold call. Therefore, effective and consistent <\/strong>cold call follow-ups<\/strong><\/a> are crucial to keep the ball rolling<\/strong>. Here are 7 post-call scenarios you might encounter and how to follow up for each:<\/p>\n\n\n\n If you’ve left a message for the prospect on voicemail<\/a>, follow it up with an email after a few hours. Mention the time of the voicemail to make it easier for them to go through your message, address their pain point, and let them know that you’ll call them back at a different time the next day.<\/p>\n\n\n\n A common objection you might hear from prospects is: “Send me an email with more information.” In this scenario, you must share an email within the next 30 to 60 minutes with information<\/strong> such as:<\/p>\n\n\n\n If the prospect was busy during your initial call, send them a follow-up email within the next 60 minutes<\/strong>. Mention the reason for calling and ask if they’d be interested in learning about the solution.<\/p>\n\n\n\n If the call went well and the prospect agreed to a meeting, send them an email with the details of the meeting within 10 minutes of the call<\/strong>. Alternatively, you can share your calendar link with the prospect and ask them to block a time that best works for them.<\/p>\n\n\n\n If the prospect is interested in your solution but wants to connect at a later date or time, send them an email within 30 to 60 minutes asking if they’ll be available at a specific time<\/strong>. Start the email by thanking them for attending the cold call and mention you want to reconnect with them to continue the discussion.<\/p>\n\n\n\n If you’ve tried reaching out to a prospect multiple times despite any luck, send them cold emails<\/a> instead. Add them to a sales email sequence to send a series of emails over time to get a reply from them.<\/p>\n\n\n\nPre-Call Checklist<\/strong><\/h2>\n\n\n\n
![\"Pre-Call](\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2024\/04\/pre-call-checklist-1024x636.webp\")
<\/figure>\n\n\n\n1. Prepare Your Prospecting List<\/h3>\n\n\n\n
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2. Segment and Review Your List<\/h3>\n\n\n\n
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3. Do Your Pre-Call Prospect Research<\/h3>\n\n\n\n
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4. Find the Best Time to Call<\/h3>\n\n\n\n
5. Review Your Cold Calling Script<\/h3>\n\n\n\n
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6. Get in the Calling Groove<\/h3>\n\n\n\n
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On-the-Call Checklist<\/strong><\/h2>\n\n\n\n
![\"On-The-Call](\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2024\/04\/on-the-call-checklist-1024x558.webp\")
<\/figure>\n\n\n\n7. Have a Strong Cold Call Opener<\/h3>\n\n\n\n
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8. Ask Open-Ended Questions<\/h3>\n\n\n\n
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9. Craft Your Cold Call Pitch Well<\/h3>\n\n\n\n
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10. Handle Different Objections<\/h3>\n\n\n\n
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11. Move Them to the Next Step<\/h3>\n\n\n\n
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Post-Call Checklist<\/strong><\/h2>\n\n\n\n
![\"Post-Call](\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2024\/04\/post-call-checklist-1024x398.webp\")
<\/figure>\n\n\n\n12. Update Your Cold Call Tracking Sheet<\/h3>\n\n\n\n
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13. Plan Your Cold Call Follow-Up<\/h3>\n\n\n\n
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