Warm Up Your Cold Calls  

Do you warm up your cold calls? At one time I didn’t. Several years ago, I collaborated with a client on developing a B2B (business-to-business) telephone cold call presentation. We tracked the results and discovered several things, not the least of which was that warm calls made a huge difference. Whether it’s a telephone call, Email blast, or social media message, these observances still hold true.

Warm Up Your Cold Calls  

1. Targeting the audience mattered. Some industries were more open to conversing about their needs.
2. Leads were difficult to generate. The best we could muster on cold calls was an appointment rate (appointments to connects) of 3.4 % of the calls.
3. Make it easy for the prospect. The best results were obtained with a presentation geared toward the prospect’s specific needs.
4. Build trust through an introduction. An outside introduction took the appointment rate from 3% to more than 20%.

Target Your Audience

Although the client I worked with on cold calling had products that fit nearly any organization, we did much better when we focused on specific industries. We identified the businesses’ top 100 customers from the previous year and found more than 75 % were from one industry. When we put all our efforts into contacting organizations from that industry our numbers improved.

Leads Aren’t Easy to Get

Before we began, I informed my client that reaching 5% confirmed leads would be outstanding. I didn’t want them to be disappointed or give up before we got started. Not meeting unrealistic expectations is a sure way to stymie any new venture.

Think Prospect First

The presentation we developed was more of an outline than a word-for-word presentation. I wanted the staff to be able to respond to prospects’ needs as a human being, not like a scripted actor or robot. The presentation began with an introduction, the person’s name, and the company, and then we asked permission to speak. Some simply asked if the prospect had a moment to talk. I used, “Am I taking you away from 100 things? Do you have a moment, or would another time be better?” If someone is busy, they’re not going to listen to you; they’re looking for a way to get rid of you. If someone gives you permission to continue, there’s a much better chance they’ll listen to what you have to share. Next, we asked the prospect about their needs, what problems they faced, and how we might help.

Name Dropping Works

As I mentioned earlier, an introduction, a warm call makes all the difference. But how do you procure introductions?

Ask Satisfied Customers to Help You

Do customers thank you for superior work, solving problems, servicing your product, or correcting a mistake? When they do, what do you say? “No, I thank you!” OK—nothing wrong with that, but you need to take it one step further. When your customer thanks you for the great job you and your company did, it’s time to ask for referrals. Look your customer in the eye and say, “Thank you. We try our best to meet our customers’ needs. May I ask who you know that might use our services and deserves to be treated this way?” I’m not big on verbatim scripts, so put it in your own words, but take the time to ask.” Here’s more: How to get more leads without working any harder.

Share Reviews

If you have good reviews from industry leaders, share them. “Are you familiar with Mary Doe from ABC Company? May I share what she had to say about us?”

Use Social Media

All social networks have the potential to help your business. However, I’ve found LinkedIn to be the most productive social network for gaining business introductions. At least once per month, review LinkedIn’s People You May Know and add the people you do know. Reach out to customers, vendors, and others in your industry and add them. Business in the 21st- century changes fast, and young people expect to change jobs. More than ever, today’s competitor may be tomorrow’s customer, and your contact at a small firm may end up as a decision-maker at an organization you’ve always wanted to connect with. Wouldn’t it be sad if you lost touch with them and didn’t know?

Networking Events  

Would you like to know what question I ask at networking events that has garnered me countless introductions? Before I ask my question, I introduce myself and get to know a little about who I’m talking to. Then, I ask, “What person, business, or industry would you like to be introduced to?” Most of the time, people reciprocate and ask me the same.

Let Me Introduce You

If you want to improve your lead generation numbers, quit making cold calls and concentrate on asking for introductions. We’re all looking for businesses and people we can trust. One of the best methods of building a trusting business relationship is to begin it with an introduction. So, let me ask you, how can I help you warm up your cold calls?

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post, you might also appreciate 5 Things Top Consultants Do.