Seven Steps to Better Cold Calling and Thus Better Lead Generation

It may be surprising, but a study found that 92% of Business-to-Business (B2B) buyers are open to cold calls if they are done by well-trained sales people. In fact, it is the untrained and often pushy marketers that have given cold calling such a bad reputation, making it even harder for qualified sales people to effectively generate leads.

Still, cold calling can be a very effective lead generation tool. However, for this to be true you first need to hire and train a dedicated sales team or hire a firm that specializes in teleprospecting. Then they must adhere to the following steps for improving teleprospecting performance. These steps include:

  1. Sustain the call: Do not pressure your prospect to make a decision on the first call. Teleprospecting is a process that takes time.
  2. Make every call count: Even if your target is unavailable, do not give up. Instead, ask if there is another decision maker available.
  3. Throw away the script: Telemarketers use scripts. Teleprospecters should not. Instead, have a conversation. Follow your call guide, but remain flexible.
  4. Respect the executive assistants: EAs can be very influential. Remember, they are constantly in contact with YOUR target. So treat executive assistants with respect.
  5. Always be relevant: Know whom you are talking to. Do not call a prospect without first knowing a little background about them, their business and most importantly, the issues they face and how your product can help solve them.
  6. Gain opt-in: Be proactive in your initial phone call and ask for permission to send additional information in an email. This will help you stay in touch.
  7. Always follow up: Your follow up calls or emails will most likely be more fruitful than your initial cold call.

Good luck. But remember, cold-calling needs to be part of a holistic lead generation strategy.

If you have any questions, contact Grindstone Business Development by calling 1-888-724-7463 or click here today!

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Seven tips for improving cold calling for lead generation

Comments (2)

Jesusa Kucek

Mar 31, 2012 at 1:16 PM

I think it is great idea to implement the Do Not Call List. I have signed up for it but I still get calls, are there multiple sites i need to sign up on?

Reply

Kinas

Dec 09, 2012 at 1:03 AM

A really really intriguing post!

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