Whether you love it or hate it, cold calling is a great source of new business.  Despite its advantages, it remains the sales function that can turn even the most seasoned salesperson into a blundering ball of nerves. Our sales team share their cold call tips guaranteed to help you nail your next call!

Nick says; do your homework.

The only way to get a foot in the door is to make a personalised call based on in-depth research into the prospect, his or her products and business operation. Find out what the prospect is struggling with and how you can make his or her life easier.

Jon says; turn the cold call into a warm call.

Establish prior contact with the prospect before making the call, this previous connection with the prospect effectively turns your cold call into a warm call.  I always send an initial email to the prospect introducing myself, explaining what we do and what we can offer him or her, that way, when I make the call, a sense of familiarity has already been established between us.

 Amy says; speak to the right person.

Don’t get pushed from pillar to post – speak directly to the key decision makers. Platforms like LinkedIn are useful when establishing what the internal makeup of a prospect’s company is, who their employees are and what their job titles entail, this way you are sure to speak to the right person.

Jon says; get with the times – hello social media.

The Digital Revolution has all but done away with the Yellow Pages and in its stead given every cold caller the most advanced sales tool yet- social media. When used correctly, social media can line up potential prospects beautifully, it is my favourite platform to meet prospects, strike up a conversation with them and market myself as their solutions provider of choice – all of this can be done before picking up the phone.

Jon says; it’s a numbers game.

 It’s quite simple; the more often you call the better your chances of landing the lead.

You will find yourself on the receiving end of the word “NO” more often than not but remember, no doesn’t always mean no, often it simply means; “I’m just not ready to make this decision right now”.

Carla says; develop a thick skin.

Prepare yourself for rejection so that you’re never surprised by it. It’s not personal, bad timing or even a bad mood can mean the difference between a “YES” and a “NO.”  Take it in your stride and keep working different tactics to get your foot in the door.

Jon says; follow up.

Always follow up with an email thanking the prospect for his or her time, it’s a great way to show them that you value their time and appreciate that they made the time to talk to you. A follow up email is also a perfect way to share your email address and other contact details with them.

Bottom-line: there is no magic bullet but if you follow our team’s tips and tricks you’re well on your way to nailing your next cold call.

About the author:

Claudia Agostinelli is the Brand and Communications Manager at SA Litho Label Printers.  A Marketing Management Graduate from UNISA; she is an avid brain picker by profession and shares her pickings on social media.

Find her on LinkedIn at SA Litho Label Printers