conversations with customers, without hardware, coding or downloads - all that is needed is a computer and an Internet connection. With Talk-desk, companies can have a call center up-and-running in minutes and have access to robust call center functionality including IVR, skills-based routing, call conferencing, comprehensive reporting, all in an intuitive web-based interface. Integrations with top business tools and CRM
systems, such as Salesforce, Desk.com and Zendesk, make customer data easily accessible, so agents never have to wade through endless systems to provide superior service.
6 Ways to Improve Cold Calling and 1 Way to Make it Worse
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table of contents
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INTRODUCTION // 04 01 // Get a Mentor // 06
02 // Plan Out the Entire Series of Calls so
No Time is Wasted Looking for More Information // 08 03 // Cut All the Distractions // 09
04 // Spend a Certain Amount of Time
Every Week Learning How to Overcome Objections // 10 05 // Take a Break from Sales Once
In a While to Cold Call With Good News // 11
06 // Finally, Always Add One More Call at the End of the Day // 12
talkdesk © www.talkdesk.com // 3 //
Cold calling is not at the top of anyone's list of favorite activities but it remains one of the most effective ways of building a business.
DiscoveryOrg recently reported in The Cold Call Is Still King these
five pieces of conclusive evidence:
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INTRODUCTION
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Nearly every Fortune 500, Fortune 1000, mid-market and startup technology company has an inside sales team calling decision makers at target accounts.
AG Salesworks found that sales reps are more successful with cold calls than inbound leads.
Vorsight and the Bridge Group found that many leads that are
considered as field sales, inside sales or lead generated originate from cold calls.
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talkdesk © www.talkdesk.com
// 6 Ways to Improve Cold Calling and 1 Way to Make it Worse
Salesforce.com CEO Marc Benioff’s said that the first five to six years of his company fueled its growth with telesales and inside sales.
Before looking at ways to make the cold call run more smoothly, here is the one mistake that will always make it worse: Trying to be nice. People have less time than ever, which is why telemarketers receive such a bad reputation. The best way to disarm people is by not trying to build rapport or apologize on a cold call. Instead, come directly to the point and be business-like.
Knowing when to overcome objections and when to move on is simply a matter of time and practice. Like those Skip Ad buttons at the beginning of videos on YouTube, a cold call only has a handful of seconds to pique the prospect's interest. Offer something of value in those first few seconds.
Everyone needs someone else there to see their blind spots. Too many salespeople go off on their own too soon. With the help of a mentor, create a great script and stick with it long enough to learn from it.
Changing scripts too often is one of the biggest contributors to low success rates with cold calling.
TIGHTEN THE SCRIPT SLOWLY
Gain impact by saying more with less. Then, make minor adjustments
as you get comfortable with your script. Take a page out of the marketers playbook and A/B test the script and make adjustments as necessary.
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talkdesk © www.talkdesk.com
// 6 Ways to Improve Cold Calling and 1 Way to Make it Worse
TELL COMPELLING STORIES
People make purchase decisions based on emotions and stories, not statistics and reason. Tell them a story that will compel them to pull the trigger.
Arrange many more prospects than can be contacted in the allotted time
to make up for non-productive calls. Half of sales go to the first sales agent to call a prospect. Be the first.
USE A CONTACT MANAGEMENT SYSTEM THAT CAN PIN POINT OPTIMAL CALL TIMES
Some studies suggest that the best times for cold calls are between
8 /10 in the morning and 4 / 5 in the evening. The worst times are at
11 am and 2 pm. Find out if there are unique times that are more likely to result in conversions and adjust your day accordingly.
02
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PLAN OUT THE ENTIRE SERIES
OF CALLS SO NO TIME IS WASTED
LOOKING FOR MORE INFORMATION
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// 6 Ways to Improve Cold Calling and 1 Way to Make it Worse
Turn off mobile phones and eat something beforehand. Build momentum and stay on target. Test out your ideal session length. Most successful
sessions range from 30 to 90 minutes without a break. Energy levels will
vary based on the time of day and other external factors, so control as many internal factors as possible.
MAKE AUDIO OR VIDEO RECORDINGS AND LEARN FROM THEM
This is more effective if a mentor or a sales team can be involved in the process. It can be uncomfortable but the boost in better sales results will offset that quickly. Professional athletes watch their performance and visualize success. This is no different.
Being successful requires that you can make it past gate keepers. Learn from other salespeople dealing with similar challenges. Web forums can be a very valuable resource.
DON'T SKIMP ON REWARDING YOURSELF,
ON TOP OF WHATEVER REWARDS YOUR EMPLOYER OFFERS
Positive reinforcement can remove the stress and anxiety which is one
of the biggest causes of failure. Encouragement and discipline, like a
personal trainer, is necessary to overcome plateaus.
04
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SPEND A CERTAIN AMOUNT
OF TIME EVERY WEEK LEARNING
HOW TO OVERCOME OBJECTIONS
// 11
talkdesk © www.talkdesk.com
// 6 Ways to Improve Cold Calling and 1 Way to Make it Worse
Invite prospects or business partners to attend an event. This captures
the essence of cold calling for sales, such as providing value early and discussing benefits, without the strain of needing to close.
Webinars, special offers and free workshops are ideal for this kind of
training. These same people can turn into warm leads or referral leads
later on in the process.
05
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TAKE A BREAK FROM SALES
ONCE IN A WHILE TO COLD
CALL WITH GOOD NEWS
Three out of four sales require five or more calls go from prospect to
customer.
Make that last call and keep track of how many times it turns out to be a powerful learning experience.
06
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FINALLY, ALWAYS ADD
ONE MORE CALL AT THE
END OF THE DAY
TRY TALKDESK FOR FREE
About Talkdesk
Talkdesk is easy-to-use, cloud-based call center software that helps growing businesses provide excellent customer service with phone support. Talkdesk makes it possible to have real time, personalized conversations with customers, without hardware, coding or downloads - all that is needed is a computer and an Internet connection. With Talk-desk, companies can have a call center up-and-running in minutes and have access to robust call center functionality including IVR, skills-based routing, call conferencing, comprehensive reporting, all in an intuitive web-based interface. Integrations with top business tools and CRM
systems, such as Salesforce, Desk.com and Zendesk, make customer data easily accessible, so agents never have to wade through endless systems to provide superior service.
