Make your cold calls more effectively.

Cold calling is a sales technique that consists of making an unanticipated call to a lead, to introduce ourselves, get to know them and obtain their information, offer them our solutions and thus qualify their interest and create or discard a prospect.

The intention of these calls is to arrange a face-to-face meeting between a consultant and the previously qualified prospect.

We can divide this technique into 5 phases:

1. Presentation.

• Who am I?
• Who do I represent?
• What do we do?
• Why am I getting in touch?
• Can I ask a few questions?

2. Situation.

• Who can I contact? (Name and position)
• Do you currently use software?
• What is the size of the company? (branches, turnover)

3. Chance.

• How does the company currently bill?
• Do you use any accounting method?
• Any specific needs regarding control?

4. Explanation.

• Give a brief excerpt of the brand
• Presenting the modularity of our solutions
• Create the need for an appointment to go deeper

5. Appointment.

• Contact information
• Date and time
• Schedule in CRM

If you want to make your cold calls more effective, we give you the following 3 #Microtips

1. Do your research before you call.

You can check on the Internet or in magazines what the company does, what its line of business is, and other information that will help you start the call by talking about them and not about the company.

2. Do it at the beginning of productive mornings.

It is easier to reach the right people in the morning before starting work activities.

3. Set a day a week to make calls.

According to statistical measurements of 50 different companies in a study conducted by Dr. James Oldroyd, Thursday is the best day to do business. The results of the study indicated that Thursday is 20 percent better than Friday, which is the worst day.

Be persistent, remember that out of 10 prospects you will get on average 1 new client. And finally, be polite and project confidence during the call.