This is Part II of the previous blog post 9 Cold Calling Techniques and we will continue with the rest of the techniques.

5. Disqualify the prospect
One of the best cold calling techniques is one of the most counter-intuitive. Our instinct is to push forward by talking about how good we fit with what the prospect needs. But to do the exact opposite at certain times by disqualifying the prospect can have really great benefits.

When you disqualify, you essentially doubt that it makes sense to continue. The reason that this is great is that it helps to decrease the prospect’s guardedness. Here are some examples to use early in a cold call:

  • I don’t know if you are the right person to speak with
  • I don’t know if we are a good fit for you
  • I don’t know if you need what we provide

6. Name drop
Another extremely powerful tactic is to name drop at every chance possible. You want the gatekeeper or prospect to see you as more of an insider than outsider. Something very minor that can help with this is to simply name drop other people in the organization that you have spoken to. Haven’t spoken to anyone yet – just name drop people you are planning on talking to.

7. Share some pain examples
One of your goals while using cold calling techniques is to find something that is not working well with the prospect that you can help to fix. Since they might not just come out and tell you what is wrong, you can share some common pain points that other prospects have that you can typically fix.

After you give some examples, you can check in to ask if they have any of the similar challenges or if they can relate to any of that.

8. Leave a voicemail that educates
It is very possible that you will often reach the prospect’s voicemail when cold calling. One thing to consider when you leave a message is that there maybe be a low probability that the prospect will call you back. If you agree with that, you can shift your goal of your voicemail message from trying to get the prospect to call you back and focus more on trying to educate the prospect on why they should talk to you when you call them back.

9. Follow you cold call and voicemail with an email
The last of the 9 cold calling techniques is to follow every cold call and voicemail with an email. Regardless of whether you connected or not or how the conversation went, follow up with an email that aligns with what was discussed.

This is helpful for a couple of reasons. One is that it reinforces your message that you are trying to deliver. But it also provides something that is easy for the prospect to file away and respond to.

 

SalesScripter provides a solution to help sales pros with cold calling techniques.



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