Since the advent of the digital age, B2B sales cold call went out of vogue.
But in the lingering tepid economic no matter what your industry is – whether it’s advertising or staffing services – cold calling has become the logical tool to use to generate interest, awareness, prospects or business customers.
For most businesspeople, cold calling isn’t the easiest route but it is a proven way of getting attention and inquiries And It actually do gets easier and more fun with practice – using your value propositions. Once you get some results, it will actually create a domino effect.
A little bit of footwork leads to some business, which leads to even more business. So it’s all about attitude – an attitude of gratitude and providing a valuable service for your prospects.
Here are 5 tips to gain a great B2B sales cold call:
1. Make certain all online references about you – social media, Web site and/or press releases – are professional.
Once a prospect is interested in what they see, he/she will search your name or your company’s name on the Internet to look for more information.
2. Remember you’ll only get a brief moment to pique the person’s interest.
Develop a tantalizing phrase for your subject line, if you’re e-mailing or a 30 second pitch if you are calling.
Knowing your elevator pitch before you start the sales process will give you the benefits of differentiating your call against your competitors.
Your initial goal is just to get face time to lay the foundation for a possible relationship. Don’t try to sell your products or services. Go for a single instead of a home run.
3. The best time to make contact via telephone is early in the morning.
We have covered this in more details in another post ‘Best time to be calling’. In calling, if you get the person’s assistant or receptionist, indicate you’d like to call back. Try to learn the best time to try again. But try never to allow an employee to forward a message to the person for you.
4. Engage the prospect by setting up a dialogue by asking open-ended questions.
One of the important takeaway in a B2B sales cold call is The best salespeople listen 90 percent in such conversations.
5. Unless you are able to schedule an appointment in the initial contact, allow five business days before you follow up.
Remember your image — you want to earn the business, but you don’t “need” it.
About Canvass Consulting
Canvass Consulting is a turnkey sales agency for companies to engage on a short-term basis for new market sales feasibility studies. Our key service helps our clients generate more revenue streams by executing sales efforts on their behalf in the local market and our strength lies in the ability to penetrate the market efficiently & effectively within a short period of time to provide our clients clarity on the market’s response to their products & services.
At Canvass Consulting, we are your local sales team that helps discover revenue potentials in new markets while reducing your risk, time, human resources & cost in your bid for expansions beyond your shores.
Contact us for a further discussion.