B2B cold calling is a process of contacting potential customers, with whom you’ve had no prior relationship, for the sole aim of convincing them to buy your product or service.
In this era of multiple digital marketing strategies, it is not uncommon to hear people saying B2B cold calling is dead. But, is this notion really true about B2B cold calling? Most experts in the marketing industry would disagree with the statement.
Instead, experts have advocated that you should use the cold calling strategy to complement your social media and other marketing campaigns. In actual fact, cold calling and other B2B telemarketing methods must be a part of your overall marketing campaign strategy.
You will need to do some B2B cold callings to initiate conversations with some prospects in certain stages of your marketing campaign. Thus, it is important to learn some cold-calling best practices that will help you engage the potential customers in the most professional ways possible to guarantee rewards for your efforts.
Of course, making B2B telesales isn’t easy. But you can mitigate your fears and improve results by planning ahead of time and making use of the right cold calling tools.
You should get prepared both physically and mentally. Instead of seeing these calls as “cold calls,” it will be easier for you if you can change your mindset and start seeing them as a way of introducing yourself and your business to prospects.
Ideally, all telesales techniques, including cold calling, should have at least a 3-stage plan for them to work effectively. Now let’s give you a guide on how you can drive sales for your business using a cold-calling 3-stage marketing plan.
1. Create a Targeted List of Prospects
The first step you need to take is to create a targeted list of prospects before commencing your calls.
You need prospects’ profiles including their demographics and psychographics to be sure you are reaching the right people. This will also help you to create the right conversation script that will fit individual prospects.
You can purchase information about a certain category of prospects from some professional list brokers.
Once you’re able to narrow your campaign down to certain categories of people, placing your cold calls and communicating with prospects will be a lot easier.
2. Timing is Important
Timing is of the essence if you want to achieve anything concrete with a cold-calling marketing method.
The needs for some products or services are seasonal. Therefore, it is important to study the market to determine the best time frames for making your calls.
If you’re selling raincoats, then the best time to start calling your prospects should be a week or two weeks prior to the rainy season. Then, you can do follow-up calls throughout the season.
3. Prepare a Sales Script
Don’t just pick the phone and start making random calls; it will not yield the desired results.
Rather, you should prepare a sales script in advance containing what you’re going to say and expected responses from prospects. It is not as if you’re going to stick with your script word for word, but you can use it as a guide to help you get beyond the opening sentences and become more comfortable as you go into the main body of the discussions with your potential clients.
If you can follow these steps, achieving results with your cold calling marketing will be less of a hassle.
However, increasing conversion with the cold calling method doesn’t end here. You will need to also apply certain cold calling tips so as to guarantee optimal results.
As with any marketing method, there are a few B2B cold calling tips you can adopt to increase your conversion rate. Read on as we share 4 of these tips with you.
Tip 1: Approach Each Call with Warm Disposition
Use the right choice of words and make your conversation lively by keeping it warm. Your mindset must align with a warm embracing disposition to make your communication impactful.
You don’t have to use sugar-coated words. Just use a warm voice that sounds lovely.
Tip 2: Perfect Your Phone Conversational Ability
Making a cold call requires a greater gut than your regular phone conversations. But, with constant practice in front of a mirror, you can get better day by day.
Practice makes perfect. You can practice with a sales journal of incoming and outgoing phone scripts, and record each session with a voice recorder.
This will help you to improve as the routine will soon become second nature and you won’t feel nervous in real-life phone prospecting experiences.
Tip 3: Make Your Target Goals
In order to increase your call-to-conversation ratio, you need to speak to as many prospects as possible and at a reasonable speed too.
You should be making about 50 calls in 150 minutes.
Always go straight to the point so you can reach your target goals within a certain time. Make use of cold calling tools that will help you to stick with your target goals.
Tip 4: Make Use of Calling Tools
Sincerely, conversions don’t come easy with cold callings. You may need to make several calls before a single conversion can come through. This will definitely put much burden on you.
In this case, you will need the right tools to get the job done with ease. There are a number of top-notch cold calling software on the market that can help you out in this situation.
Calling tools like CrazyCall to assist a lot in making telesales and b2b telemarketing calls, market research, and other outbound campaigns.
It’s a friendly and cost-effective way to get in touch with prospects, increase the number of calls you can make per day, record conversations, analyze them, and much more
B2B Cold Calling: Summing things up
Although we have seen the emergence of several efficient marketing techniques in recent times, B2B cold calling is still very much relevant in the industry, especially when we combine the strategy with the right tools. CrazyCall cold calling software offers a 14-day trial, which is a good reason to create a free account, test all the features and make some test calls.