What\u2019s more, the survey also reveals that calling beats email and texting <\/strong>when it comes to communicating about sensitive information or critical business decisions.<\/p>\n\n\n\n Then why does cold calling have a bad reputation? What\u2019s the right way to cold call?<\/p>\n\n\n\n We answer all of your questions and more in this ultimate guide to cold calling<\/strong>.<\/p>\n\n\n\n Cold calling is a sales prospecting method which involves sales reps contacting potential buyers using the phone to pitch their solution.<\/strong> The call is cold because the rep calls a prospect with whom they had no prior contact with.<\/p>\n\n\n\n One of the oldest prospecting techniques out there, cold calling is at least a 100 years old<\/a>\u2014almost as old as the telephone itself.<\/p>\n\n\n\n Which is why many salespeople see cold calling as something that\u2019s old-school, and therefore, classify it as obsolete. They make bold assertions like, \u201cCold calling is dead!\u201d or \u201cYou should stop cold calling immediately.\u201d<\/p>\n\n\n\n On the surface, it looks like they have a good reason to crap all over cold calling. Take a look at these numbers from LinkedIn:<\/a><\/p>\n\n\n\n This begs the question:<\/p>\n\n\n\n Short answer: Yes,<\/strong> B2B cold calling still works as a prospecting strategy only if you focus on first learning about the prospect\u2019s specific goals and pain points and use the cold call to genuinely help them solve their pain points.<\/p>\n\n\n\n On to the long-ish answer. Before we tackle the larger question of whether cold calling still works, let\u2019s first answer the smaller question: Is cold calling dead?<\/a><\/p>\n\n\n\n Yes. And no.<\/strong><\/p>\n\n\n\n The traditional cold calling is dead. By this, we mean salespeople simply dialing numbers on a list to pitch their product without bothering to learn about each prospect\u2019s pain points, motivations or goals.<\/p>\n\n\n\n But, the cold calling of today has evolved into a far more sophisticated outreach method.<\/strong> One that involves creating targeted lists, carrying out extensive pre-call research, and personalizing the value proposition. This kind of cold calling is alive and thriving.<\/p>\n\n\n\n Need more proof? Here are a few eye-opening cold calling statistics<\/a> for you:<\/p>\n\n\n\n Now that you\u2019re convinced that cold calling is definitely not dead, let\u2019s now get to the big question: Does cold calling still work?<\/p>\n\n\n\n Cold calling still works if you want to:<\/strong><\/p>\n\n\n\n Sure, cold calls work. But what about cold emails<\/a>?<\/p>\n\n\n\n When it comes to cold email vs. cold call<\/a>, which one should you go for?<\/p>\n\n\n\n Cold emails work best if your:<\/p>\n\n\n\n However, there\u2019s no real rivalry between cold calling and cold emailing.<\/p>\n\n\n\n As per McKinsey and Company<\/a>, B2B customers can use up to 10 different channels<\/strong> before making a purchase decision. So, having a multichannel outreach approach by combining cold emails and cold calls can be the best way to engage all your target prospects.<\/p>\n\n\n\n Don\u2019t take it just from us. Hear what David Dulany, Founder & CEO of Tenbound<\/a>, has to say on cold calling:<\/p>\n\n\n\n \u201cIn the competitive market we live in, you want to use every measure possible to get into the conversation and ensure that buyers know that you are one of the players in the space and one of the top players and\/or solving the specific issues that they\u2019re having.<\/em><\/p>\n\n\n\n So it starts with really knowing your industry now, knowing the vocabulary and becoming a student of the problems that your potential buyers have. That way when you make the call, you can be talking about how you can help them to solve problems and introduce one of the options which is your solution.\u201d<\/em><\/p>\n\n\n\n Now that you know why and when cold calling works, let\u2019s get to the how.<\/p>\n\n\n\n While there\u2019s clinching evidence that cold calling works for SDRs, it doesn\u2019t negate the fact that cold calling is hard. Hardly 2 out of 100 cold calls you make might result in positive outcomes, like booking a meeting.<\/p>\n\n\n\n So, not having a solid approach to your cold calling process is going to make things only harder.<\/p>\n\n\n\n Fear not. Below, you\u2019ll find the 6 steps that\u2019ll help you streamline your cold calling process<\/strong> and boost your call success rates:<\/p>\n\n\n\n A sales prospecting list<\/a> is a repository of information about your potential customers,<\/strong> like their names and contact details, usually represented in the form of a data sheet. Sales teams use these lists for outreach campaigns.<\/p>\n\n\n\n Before you pick your phone and start cold calling, you need to build a targeted list of prospects by following these key steps:<\/p>\n\n\n\n Solid research on your prospect is something that you can\u2019t do without in your pre-call planning<\/a>. It dictates everything about your cold calling\u2014from how you build rapport to personalizing your sales pitch.<\/p>\n\n\n\n In short, the quality of your research is what differentiates a good cold call from a spammy telemarketing call. (No offense, telemarketers.)<\/p>\n\n\n\n Here\u2019s a 3-step approach to get the maximum out of your pre-call research:<\/strong><\/p>\n\n\n\n Pro tip:<\/strong> Kyle Coleman, renowned B2B sales leader, recommends the 5×5 method<\/a>: Take 5 minutes to find 5 key insights about your prospect. You can cover all key details about your prospect while saving time.<\/p>\n\n\n\n Your cold calling opening line is what hooks the prospect\u2019s attention in the first few seconds<\/strong> of your call. If your opener is good enough, you\u2019re bound to get a few minutes of their time and have a successful cold call. So, spend some time and come up with a convincing opener.<\/p>\n\n\n\n Here are a few things to keep in mind when you\u2019re crafting your cold call opener<\/a>:<\/p>\n\n\n\n Once you\u2019ve got your opener down, it\u2019s time to focus on your cold calling script.<\/p>\n\n\n\n A cold calling script helps you chart the course of your conversation and helps you structure your calls better.<\/strong> This kicks ambiguity out of the scene, helps you be mindful of what you say, and pitch your message clearly.<\/p>\n\n\n\n Here’s our simple 4-step framework to help you create your winning cold calling script<\/a>:<\/p>\n\n\n\n Obviously, not every prospect who answers your cold call will be sales-ready. These prospects will pose objections, which are basically reasons why they don\u2019t want to buy from you.<\/p>\n\n\n\n So, learning to handle cold calling objections<\/a> becomes essential\u2014not optional\u2014for you to book their meetings through cold calling.<\/p>\n\n\n\n Some of the common cold calling objections you might encounter are:<\/p>\n\n\n\n Anticipating these objections, prepare the right responses<\/strong> and incorporate them into your cold calling script. This way, you won\u2019t be caught unawares when your prospect gives you one of these objections.<\/p>\n\n\n\n By handling objections, you\u2019ll boost your prospect\u2019s confidence in your solution. Sometimes, all that stands between you and a booked meeting is just an objection.<\/p>\n\n\n\n Here\u2019s a truth bomb: An ace cold caller isn\u2019t made in a single day or a single call.<\/p>\n\n\n\n The above statement might have sounded obvious, but it\u2019s important that you realize it as the truth. It takes continuous practice to become good at anything, and cold calling is no exception to this.<\/p>\n\n\n\n Here are some cold call training methods<\/a> you can use to practice your cold calling skills:<\/p>\n\n\n\n Stephan Schiffman<\/strong> is a corporate sales trainer, who\u2019s trained over 500,000 salespeople across firms including AT&T and U.S. Healthcare.<\/p>\n\n\n\n He\u2019s condensed his training programme into a super helpful book for cold callers titled Cold Calling Techniques (That Really Work!)<\/a>.<\/p>\n\n\n\n In the book, he outlines the 5 basic elements of a cold call:<\/strong><\/p>\n\n\n\n Putting these 5 elements together, he gives the best cold call script you can use:<\/p>\n\n\n\n When it comes to cold calling, the most important thing you need to know is that there\u2019s no magic bullet.<\/p>\n\n\n\n From the sales experts you follow on LinkedIn to the senior SDR in your team, every single salesperson has experienced rejections in cold calling<\/a> every single day when they started out.<\/p>\n\n\n\n They are where they are because they consistently took steps to improve their calling performance.<\/strong> They worked out strategies and approaches and stuck with those that showed results.<\/p>\n\n\n\n And you can (rather, should) do the same thing to become an ace cold caller.<\/p>\n\n\n\n As a jumping-off point, here are 10 cold calling tips and techniques<\/a> that you can apply to your outbound calling process right away.<\/p>\n\n\n\n Active listening in cold calls is a communication skill that involves fully focusing on, understanding, and responding to prospects <\/strong>during your conversations.<\/p>\n\n\n\n By practicing active listening, you demonstrate your intent to understand your prospects and address their specific requirements. The result? The prospect will come to trust you better and be inclined to continue the conversation further, and you’ll get that meeting booked.<\/p>\n\n\n\n Like everything else in sales, active listening is a skill that can be practiced and improved. Here are 3 ways you can practice active listening<\/a>:<\/p>\n\n\n\n Today, personalization matters more than ever, no matter which outreach channel you use. A McKinsey study reveals<\/a> how 71% of consumers<\/strong> expect companies to deliver personalized interactions.<\/p>\n\n\n\n So, here are some effective strategies to help you personalize your cold calls<\/a>:<\/p>\n\n\n\n As cold calling is widely perceived to be an intrusive practice, the difference between a successful cold call and a line left ringing has much to do with timing. So, it\u2019s worth knowing the best times to make cold calls.<\/a><\/p>\n\n\n\nKey Points<\/strong><\/h2>\n\n\n\n
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What Is Cold Calling?<\/strong><\/h2>\n\n\n\n
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Does Cold Calling Still Work?<\/strong><\/h2>\n\n\n\n
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Cold Calls or Cold Emails: Which Is Better?<\/h3>\n\n\n\n
![\"Difference](\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2024\/05\/difference-between-cold-email-vs-cold-call-1024x698.webp\")
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How To Make a Cold Call? 6 Steps You Need To Follow<\/strong><\/h2>\n\n\n\n
![\"6](\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2024\/05\/6-step-framework-to-make-successful-cold-calls--1024x876.webp\")
<\/figure>\n\n\n\n1. Create a Targeted Prospect List<\/h3>\n\n\n\n
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2. Research, Research, Research<\/h3>\n\n\n\n
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3. Craft a Strong Cold Calling Opener<\/h3>\n\n\n\n
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4. Have a Winning Cold Call Script<\/h3>\n\n\n\n
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5. Prepare To Handle Objections<\/h3>\n\n\n\n
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6. Practice Makes Perfect<\/h3>\n\n\n\n
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Example of an Expert-Approved Cold Calling Script<\/strong><\/h2>\n\n\n\n
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Good morning, [prospect name]. \n\nThis is [your name] from [your organization] here in [location]. We\u2019re a [brief description of what your company does].\n\nThe reason I\u2019m calling you today specifically is so I can stop by and tell you about our new [solution] and how it can [benefit] \n\nI\u2019m sure that you, like [your customer], are interested in [benefit].\n\n(Positive response.) \n\nThat\u2019s great, [prospect name]. I think we should get together. How\u2019s [day] at [time]? <\/code><\/pre>\n\n\n\nTop 10 Cold Calling Tips to Ace Prospecting on the Phone<\/strong><\/h2>\n\n\n\n
![\"10](\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2024\/05\/10-cold-calling-tips-to-boost-your-sales-563x1024.webp\")
<\/figure>\n\n\n\n1. Practice Active Listening<\/h3>\n\n\n\n
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2. Personalize Your Call Script<\/h3>\n\n\n\n
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3. Call at the Right Time<\/h3>\n\n\n\n