Cold calling and cold callers – these words are often associated with a sense of dread and frustration. People often think that cold calling is a waste of time and it’s something they don’t want to do or have done to them.
The truth is cold calling can be an incredibly effective way for businesses to generate leads, but only if you know the right ways to do it! This article will give you all the information you need about cold calling so that you never experience these negative emotions again.
What is Cold Calling?
Cold calling is a sales approach that involves cold-contacting potential customers who may not have been expecting to be contacted. In fact, cold callers never know what kind of reactions they will get from people when making these seemingly random calls.
It’s a numbers game – the more cold calls you make, the greater your chance of success. Cold callers often face high levels of resistance, as potential customers are not expecting to be contacted out of the blue. Despite this challenge, cold calling can still be an effective way to generate leads for businesses when done correctly.
How to Qualify on a Cold Call
In order to make cold calling more effective, it’s important that you qualify potential customers on the call. This means figuring out whether or not they are a good fit for your product or service.
There are a few ways to do this:
- Ask questions: Qualifying potential customers can be as simple as asking them a few targeted questions. This will help you figure out whether or not they are a good fit for your product or service.
- Use a script: Having a cold calling script can be helpful in ensuring that you ask the right questions and get the most important information from potential customers.
- Listen carefully: One of the best ways to qualify potential customers is to listen carefully to what they say and let them know that you understand their situation. If the potential customer tells you that your product or service won’t work for them, there’s no point in trying to sell it to them.
Popular Cold Call Qualifying Methods
On cold calls, there are several techniques for qualifying prospects. Let’s take a look at some of them:
BANT (Budget, Authority, Need, Timeline)
This is a popular qualifying method that involves asking potential customers about their budget, authority to make decisions, need for the product or service, and when they plan to make a purchase.
DARE (Desire, Authority, Resources, Expectations)
This qualifying method focuses on figuring out whether or not the potential customer has a desire for your product or service, has the authority to make a purchase, and whether or not they have the resources needed.
BTA (Benefits, Terms, Authority)
This cold calling qualifying method is mainly focused on figuring out what potential customers want in terms of benefits and determining if they have the ability to buy your product or service.
Cold Calling Tips and Strategies
Now that you know what cold calling is and how to qualify potential customers, it’s time to learn some cold calling tips and strategies. Below is the infographic from GetVoIP that includes the 7 best cold calling strategies that you can follow to land new customers.