10 Best Cold Calling Techniques That Really Work
Cold calling is one of the most crucial and well-tried methods of marketing. For outbound sales teams, it is arguably the most important step in creating sales opportunities. Even then, not many have been able to master it with ease. On the face of it, it involves making the first contact with a prospect, briefly introducing your product or service, and piquing interest for a possible sale. However, there are several more layers and aspects to it than what meets the eye. Let’s have a look at the cold calling techniques that really work and have proven to be the best through the decades.
Proven and tried cold calling techniques that really work
BANT (Budget, Authority, Need, Timeline): Developed by the IBM sales team, BANT is one of the oldest cold calling techniques that really work. It involves determining your companies’ budget and the decision-making ability of the prospect before pitching your product or service to them. Additionally, it requires you to identify the budget of your client before even knowing if and whether they need what you’re selling. The BANT approach is mostly considered outdated and is now being sworn against by most organizations.
CHAMP (Challenges, Authority, Money, Prioritization): In contrast to BANT, CHAMP encourages salespersons to find out the pain-point of their customers before selling them their product or service. Essentially, CHAMP is a more customer-centric approach that focuses on resolving the prospect’s challenges as a way of making a sale.
GPCTBA/C&I (Goals, Plans, Challenges, Timeline, Budget, Authority/negative Consequences & positive Implications): As the acronym rightly explains, this method involves understanding your prospect’s goals, plans, and challenges before you pitch them. Like the CHAMP, the GPCTBA/C&I adopts a customer-oriented approach and has thus proven to be one of the most affected phone sales techniques that close deals.
While the BANT may work well in a temporary or one-time sale scenario, the CHAMP or GPCTBA/C&I are better for customer-retention and overall lead qualification.
10 phone sales techniques that close
One of the most essential pre-calling practices and a cold-calling technique that really works is to research your prospect in as much detail as possible. Use LinkedIn and other social media forums to gather the information that can help you start off right and aim to make the conversation personal. The prospect will appreciate the effort that you have put in and will, in turn, reward you with his time and patience.
2) Prepare a perfect Script
When it comes to cold-calling techniques that really work, having a perfect script is the most crucial of them all. While almost all cold callers have a script ready, it is important to prepare for what you want to say with precision and honesty. Write down your script in detail and rehearse it well in advance. Remember, a good script is concise, to the point and one of a kind. It will also help to include a unique opening sentence, one that can pull the prospect’s attention immediately.
3) Buy Time
One of the most important aspects of cold calling is being able to hold a conversation with your prospect. Once you have caught the attention of the client, make sure you do everything in your capacity to buy more time! Ensure you use compelling and engaging sentences and add as much value as possible while the call lasts.
4) Choose the right time to make calls
When it comes to zeroing down phone sales techniques that close, choosing the right time for calling plays an important part. Choose weekdays to make calls and stick to business hours while approaching your leads. According to Yesware’s analysis of over 25,000 sales calls, the Weekday afternoons are the best time to make cold calls. It may also help to personalize your calling time in sync with what works best for your prospects.
5) Use Collaborative and Positive Language
It is crucial to win your prospect’s trust before you can convert him or her into a customer. Employ a collaborative approach to bring value to the call. Use words such as ‘we’ or ‘us’ instead of ‘I’ or ‘me’. One of the phone sales techniques that closes is cold calls made with a collaborative approach are more likely to result in follow-ups and qualified sales.
One of the most basic pointers in communication is to listen to what the other person has to say. The same goes when you are on a call with your leads. It’s a phone sales techniques that closes deals. Listening is a way to show that you care. It helps build trust and ensures a solid foundation for sale.
7) Watch your tone
While on a call, the prospect is going to judge you not just by the words you say but also by how you say them. Minus facial expressions and body language, the quality, and tone of your voice are all you have to cast a good impression. Use a soothing and empathetic tone. Avoid a high-pitch and try your best not to sound nervous.
8) Use Data and Statistics
It is equally important to bring value and showcase confidence on a call. Use concrete data to drive across your point and engage your leads into a further conversation. Instead of singing praises about you and your organization, speak with data and statistics to appear more authentic – it’s certainly a cold calling technique that really works!
9) Record your calls
Cold calling is like a sport that is perfected over time. One of the cold calling techniques that really work to improve your calling skills is by tracking the techniques that you have used to date. Understand if, how and why have they failed to bring in results. This can be done by recording your calls and analyzing what you did and did not do right. This will help you improvise your game and gain better results over time.
10) Follow up
Patience is a virtue, especially so when it comes to cold calling. Remember to follow up with your leads even if you haven’t received a favorable response from them on the first go. Similarly, resort to alternative techniques such as putting in a voicemail or a follow-up email after a few days from your call. This shows interest, effort, and perseverance from your end- qualities that can certainly help you qualify leads!
Although old, cold calling remains a tested marketing method even today and you can now perfect it with ease with the help of the above-mentioned if adieu to all your calling woes!