Cold Calling Detailed Guide-Book 14 Cold Calling PRO-Tips

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What is Cold Calling?

Cold Calling is your first interaction with your future customers who didn’t express any interest yet in your company’s products or services by reaching out to them via phone conversation, or Cold Calls.
By using this method your customers may not know what your company is and what your company is about and also they may not have any interest in your company’s services.

Nowadays, Cold Calling has turned into a Targeted-Sales instrument and it’s important to mention that it’s absolutely a legal process.

How Does Cold Calling Work?

Cold Call Sales is not an easy process, if you want to turn Cold Calls with your Customers into Leads and Sales, so you must be prepared for a complex and hard process.
To start using the Cold Calling method you need:

  • Telephony:
Use your own phone number or connect your PBX service.

  • Sales Funnel:
The Sales Funnel, or purchasing funnel, is a consumer-focused marketing model that illustrates the theoretical customer journey toward the purchase of a good or service.

  • An Existing Client’s Database for Phone Calling:
Targeted Base of your company’s Potential Customers.

  • Cold Call Scripts:
Proven scripts to work with Client’s Questions & Objections. 1 Sentence to Convince Customers with your Offer for further interactions with your brand.

  • Dialing Software:
Automates dialing process, which boosts sales and increases revenue.

  • Client Profiles:
Summarized Profiles with all information about the contacted Client.
By having all of those key points under your belt, you can start the actual process of cold calling. It’s important to reach your client at the best time, so you won’t bother him while he is at work or busy, as you might receive negative feedback for bothering someone at the wrong time.

Your main aim from the very start is to reach clients at the appropriate time and to deliver a really short message about your company’s products or services. As long as you did it perfectly, you can move your client to the next step of your sales funnel.

The First Step is to create value in your customer’s mind so he would be interested in further interaction with your brand.
Take your call center to the next level with the Selmo call automation software

What is the Difference Between Cold and Warm Calling?

Warm Calling refers to phone conversations with clients who already know about your company’s information and services.

Cold Calling is about reaching new clients via phone conversation.

As mentioned below, Cold Call Sales is a complex process in terms of hard contact with your new customers, as they don’t know anything about your company, brand, products, or services, so you must be prepared with scripts, profiles, messages, databases, and customer journey map so you won't lose your customer or you won't create a bad image for your company.

Warm Calling is more delicate and easier in terms of Warm Contact itself, most of the the people you are reaching with Warm Contacts are already interested in your company’s products or services so your aim your customer is already in the middle stages of the sales funnel and your main aim is to deliver right information so your customer will finish in buying your products or services.
We’ve gathered 14 Tips and Tricks so you can establish your own Cold Calling Techniques that Actually Work:

14 Cold Calling Tips and Tricks That Really Work

1. Use the Best Software and Apps

Example from Selmo:
Great Software is one of the key milestones to success in any company’s department. By using the right software (at our company, we use Selmo Software) you will be much more productive and you will boost your sales significantly in a short period.
Make it Simple: You must feel comfortable with your workflow process, so you won’t face unconditional problems and you will focus only on your work so you can achieve the best results in the long run.

Easy to Use: Your Software must be easy to use, so you will work pretty fast on each detail and you won’t miss important things and notes during your work time.

2. Rule of the 5 Seconds – Be Short, Informative, Individual, and Delicate

Example from Selmo:
Good day My name is Amos. I'm a sales manager at Selmo Call Automation Software. We have a special offer with a discount for you. Is now a good time to talk to you?
– Be short and Informative, Straight to the Point with an Offer.
Create a Short Message: it’s important to create a 1 Sentence Offer to Start your conversation. As it’s going to be the first contact with your potential customer, it’s really important to be short and delicate, so you won’t receive negative feedback or create a bad image for your brand by reaching your clients with an inappropriate message or message delivery, which is crucial for cold calls and company reputation. Work with your marketing department on actual messages so you will receive a tailored message to your audience that will work for sure.

Test it: You need to start with testing your message at first, try using your message on 100 contacts you are ready to lose to test your message with your team.

Be Delicate: Don’t rush or hesitate, though your message is short you must be delicate with your client as you are reaching him for the first time.

Present yourself and your company first: It’s really annoying to receive cold calls which start with a question – “Is it Mr. Johnson?. Try starting with a Short Message (offer) and presenting yourself and your company at first.

Individual Offer: People like to receive individual offers, it’s important to create value in your Short Message and moreover – an individual value. The client must understand that:

  • It’s an Individual Offer, Created just for him
  • The Offer may Expire if he is not going to take any action
  • The Offer is valid for him right now and he was searching for such opportunities so he is happy you’ve reached him right now.

3. Know Your Speech By Heart

Example from Selmo:
Spend some time working on your speech and you will be magnificent in the eyes of your customer. If you don’t know your speech, you might speak slowly or simply stop in the middle of the conversation. That's a critical fault as if any customer feels that you don’t believe in your product, then you might lose your customer.
Learn the Actual Message by Heart: That’s one of the most important things to start with, as if you won’t know your message by heart, you may be in an uncomfortable dead-end situation. You will have probably about 5 seconds to Encourage your Customer to Buy Your Product or Services, so be careful.

Know What to Say Next: Be sure that you always follow the sales funnel and you know what to say next after each client’s phrase, question, and suggestions. It’s important to stay ahead of your customer, so you always know what to offer or even the right time to upsell more products to exceed your daily and monthly sales plan.

Know When and How to Follow up: Try different strategies based on different customer profiles, your existing client acquisition strategy, and your overall results, most of all the best strategy is to use the most simple, existing strategy.

Follow the Scripts: Be sure that you follow the scripts so it’s going to be easy to make edits according to new problems you’ve faced during certain calls with certain clients.

Work Closely with Your Marketing Department: You need to stay updated with your marketing messages.

4. Know Your Customer

Example from Selmo:
Take your time doing your research / looking through your customer profiles so you will always be on point in any conversation or any situation with your customers. That will keep you ahead of your rivals as the one who knows his customers, wins the customer and the whole race.
Detailed Customer Profiles: That allows you to understand the body of your future or existing call, having these profiles under your belt allows you to lead the conversation, ask the right questions, and execute the best offer at the right time with your clients.

5. Ask Questions

Example from Selmo:
Your first aim during the cold call is to identify the client’s problem/request so you will understand what exact Offer you need to make to strike a deal:

  1. What Software do you use for calling now?
  2. Have you ever tried any other calling automation solutions?
  3. What does not suit you in the current Software?
  4. How many agents do you have now?
  5. How many successful conversations do you have per agent per day?

6. Lead the conversation

Example from Selmo:
Take the lead in the call Right Away with the secret sales Jedi construction and try to avoid uncomfortable questions. The construction consists of three points - STATEMENT-LINK-QUESTION:

— How much does Selmo cost?
— The cost varies according to the Plans. Tell me please, how many calls does your call center make per day?

7. Know when to stop

Example from Selmo:
After you’ve made your offer, it’s important to let your client speak and remain silent. If you delivered the right offer, considering all the client’s objections and problems — you will surely close the deal.
Don’t Push: Never say Never and Never push your client in an uncomfortable situation as he may become nervous.

Don’t Make Your Client Overwhelmed: No one loves when there is too much of a certain person, especially in Cold Calls when the client is not even waiting for your call. Be short, gentle, and easy with your speech, client, and offer. You are offering a great possibility so don’t rush to overwhelm your client with information about your company and services. Take your time and focus on sparking an interest in a limited and individual offer for a certain client, so he will become the Life-Time Client of your company.

8. Don’t Sell but Offer a Chance & Possibility

Example from Selmo:
Don’t start with a price tag, most people are looking for time-saving instruments and comfortable terms to work and live by increasing their overall profitability from certain actions, so they could spend more time on family, traveling and less time on the work itself.
Real Value: The Kitchen is more of a Family Corner but not a bunch of Furniture that’s placed in 1 room. The Real Value comes from such statements as (1)Profit, (2)Time, (3)Comfort, and (4)Experience, in other words, people want to (1)Profit More in (2)Less Time by (3)Doing Less Action and (4)Acquire More Positive Experience in that process.Your product might save a lot of time and generate more profit, start your offer with those terms, not with your price.

You are Here to Help: Think of a situation in which you are a doctor and the client is a patient, you can help him to avoid doing actions that always end up in stomach pain. By creating this situation, you can deliver the main message to your client, that you are not selling something to him, but you are saving his most expensive resource — Time.

9. Customer is on the Winning Side

Example from Selmo:
Be Generous to your customer and let him think that he is receiving a lifetime opportunity. By constructing the whole dialogue with your client in a way of offering a limited and individual possibility you position your company and yourself as more of a friend but not just an ordinary sales manager.
Let Your Customer Feel Like He is Getting a Life-Time Opportunity: The Client is not losing something by having a conversation with you, but he is winning an opportunity to solve his problems and you are here to help.

10. Do Your Homework

Example from Selmo:
Create your workflow process based on detailed research, rather than on personal hypotheses. Spend some time creating detailed research before starting the reach-out process to your cold clients and never stop learning and improving.

11. Apply Your Research

Example from Selmo:
Highlight Key Points of your Research so you can use them in your daily workflow process. The main reason for managing research is to test certain hypotheses so you will understand the right path to achieving desired results in certain spheres.

12. Collect as Much Data as You Can

Example from Selmo:
Keep your Workflow Process organized and systematic, so all the data will be stored in one place so it’s going to be easy to apply changes to your work style and possible mistakes or uncomfortable moments with your clients.

13. Stay Calm

Example from Selmo:
Always Stay Calm and in a Positive Mood, Even client’s in a bad mood may turn out to be lifelong clients if you manage to stay calm in the right moment to move your clients away from arguing or expressing negative emotions.
Don’t let your customer down: Even if it may get hot in a conversation sometimes, stay clear in your mind and mood. It’s easy to turn negative emotions into good emotions as they are the straight opposites of each other, and at some point of the conversation you could set up a customer to be ready to buy your product or service as he will feel a good mood which will lead to personal loyalty and appreciation.

Don’t Take it Personally: Remember that even if the Client is angry, he is not angry with you, he is angry with the company or certain mistakes and misunderstood actions made by some other departments. Stay calm and listen to the client, so he will get that he is speaking with the human but not with the company or robots, and he will get on your side.

14. Practice-Practice-Practice

Example from Selmo:
Keep Your Practice ongoing and on track all the time as with each call you always progress a little and that’s the most important part, if you evolve by 0.5% each day, that's 182.5% / Year. If you will keep and analyze your progress each day (sales/leads), there will be a moment when you will have the ability to improvise with any customer which will lead to more Closed Deals.
Customer Experience Management (read our article): Pay attention to your Customer Experience Management Process, you have to manage that process and be sure that everything is happening right on point in terms of the customer journey, etc.

Practice More: Simply do more Cold Calls and record your progress. Don’t hesitate to make more calls, record and listen to your calls, and practice with your friends and colleagues. Try different approaches, marketing messages, questions, and timing, and stick to your play.

Be a Team Player: Ask for feedback from your team, great companies are made by people and teams, not by technologies. Progress is achieved by making mistakes which creates possibilities, it’s just important to analyze each action so you can squeeze the right feedback from certain actions across your team. It’s better to create and analyze 100 mistakes as a team than your own 100 mistakes.

Record and Apply Your Results: Keep your progress and action on track with the right software, if you are not putting your workflow process on track, then it will be impossible to analyze your actions, workflow process, and mistakes. Keep it simple and keep it all in one place, so you can leave 15-30 minutes at the end of each work day to structure your actions throughout the day and that will give you the ability to make changes in your personal work style.

Positive Mood, Positive Results: Results take time and most of all patience, and this requires a certain mood to be persistent in your path along creating your own unique style of work, which will boost your results and overall career. A Positive Mood makes it easier to stand up each time you make a mistake along your own unique journey.

Try Selmo Solutions to Boost & Maintain Your Company on Track with Overwhelming Competition

If you are ready to jump on to the next level of your company's success you should definitely try out Selmo — It’s so easy to use and integrates with your apps and software and every team loves our beautiful and tailored solution.
Selmo — is a multipurpose software solution with all the tools to establish, maintain and boost outsourcing contact-center. By choosing our solution, it’s easy to establish your automated call-center, as you won’t spend any time integrating tons of other products from different companies, as Selmo has everything you need for effective work.
Cold Calling — is your first interaction with your future customers who didn’t express any interest yet in your company’s products or services by reaching out to them via phone conversation, or Cold Calls.

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