How do you convert cold call leads?

Always do your homework before you make a call either to a net-new customer or an existing prospect for an upsell opportunity or meeting request. Knowing your persona is very important which could lead the sales rep to understand whats in it for them to speak or potentially do business with you. Knowing the industry of the account and understanding your recent wins in that industry helps you to have more meaningful conversations with your prospect. (reference selling) If its the first outreach - keep it short and simple and have a customer/ prospect first approach with clear next steps. Don't end the call without next steps.

Invest time in thorough research to understand both the company and the person you will be speaking to. Use platforms like LinkedIn to delve into their professional background and connections, identifying potential common interests. Additionally, explore the company's website for insights into its history, offerings, and recent achievements, allowing you to demonstrate genuine interest and customise your pitch effectively.

I'll take it a step further after you have your ICP. Go out an find intent data! This is how you'll increase your connection rate, appointments, revenue. That's how you scale quicker.

-Have a clear buyer persona -Relevant pitch template -Know the customer's pain point -Be confident and get to the point immediately -Qualify at the initial stages

One Call Close is the best strategy in Cold Calling Conversions. Nobody is buying the product, They are only buying the person on phone. - The 1st requirement would be "Don't act like a sales guy on the phone. Be an adviser or the best person to suggest". - Use the right set of words in the Sales Pitch to make an impact on the client's mind and decision-making emotions. - The good amount of product information, provide flexible payment options and push it with the right amount of urgency. It's the closure. Cold Calling requires patience and holding a heart to hit it hard when you come across the right client. be ready and you never know who is buying you.

This is where the concept of an "Elevator Pitch" comes in- depending on the situation, it can vary anywhere from 10-60 seconds. This is the core value add/hook line based on which the rest of the pitch can be structured. It's not advisable to read off a script, but rather have cues/pointers noted down in a structured approach. A good opening line, combined with an on point elevator pitch and a close-ended ask to wrap it all up (Eg: How about a 10 minute chat sometime you're available next Tuesday to discuss further) Regardless of the market one sells to (North America/ MENA/APAC) the same structure holds good.

- Having a script makes me confident to speak to the customer, but not to lead the conversation further. We may face many objections, for which knowing my product, price including my competitors is very important. -I always try to get the customer to attend an exploratory call with me F2F or an e meet. This helps in further understanding the customer's pain points and helps me to pitch my value proposition. -My value proposition is tell the customer about my existing customers, what best technology and invention I bring to the table. Overall I try to pitch how my product is going to solve the customer's pain points( it could be in generating high leads, marketing, increasing product sales or even the customer services scores).

3 types of questions you can use. Motivating: These questions are designed to encourage prospects to talk about themselves, their goals, and aspirations. They tap into personal motivations, helping you understand what drives them and how your product or service aligns with their desires. Clarifying: These questions seek to eliminate ambiguity & ensure a clear understanding. They are crucial for uncovering specific details, needs, or pain points that may not be initially apparent. Open-Ended: Open-ended questions invite prospects to provide detailed responses rather than simple yes or no answers. They encourage discussion and allow you to gather valuable insights into their preferences, challenges, and expectations.

The First 11 Seconds: In the world of cold calls, the first 11 seconds are crucial. Use this time wisely to introduce yourself, mention your reason for calling, and highlight the value you can offer. A well-crafted opening can make a lasting impression. Persistence and Adaptability: Understand that not every cold call will result in an immediate conversion. Be persistent but also adaptable. If the prospect isn't interested at the moment, inquire about a suitable time for a follow-up. Building a relationship can take time, and patience is often rewarded.

The more you prepare the better you will perform. Take a look at your competition and find similar values that you have, next step is to figure out what value you could add to differentiate your solution from the competition, USP Unique Selling Proposition Those unique values can be used to wake up interest on a prospect. Plant your USP along the sales process to keep up the prospects questions and curiosity.

How you start a cold call is so important. I cold called the CIO of a major software company on his mobile phone, after 5pm, while he was making dinner. I always use humour and a permission based opener at the beginning of every call, "You're probably gunna hate me, this is one of those annoying sales calls - do you want to hang up, or can I have 30 seconds to explain why I am calling". This particular prospect laughed and gave me permission to keep talking - even though I had interrupted his evening. At the end of the call (with a meeting booked) he said he didn't normally take sales calls as he gets dozens every day - but mine was different, and that he was going to steal the opening for his own sales team!

All decision-makers are always busy. So it becomes essential to craft an excellent elevator pitch while at the same time respecting the value of their time. That is the reason most cold calls convert after talking to him/her the 7th or 8th time. Being genuine, transparent, and clearly communicating the value you bring to the table helps.

If you want a client to book a meeting from a cold call, you must trade value for the contact's time. This strategy is called the Trading Value Rule. Unless your value proposition is designed to provide the contact something they find valuable. Without making the meeting about the client, you will have a difficult time booking a meeting.

-This is my favorite. I start by calling the customer by his first name and use my first name to make that human connect.( It goes something like this - Hi Mike, Param this side from XYZ. ). It gets the customers attention and the customer is now wondering who is this and is eager to listen more. - Then I'd primarily touch upon what basically my business does.

Yes, I completely agree that Converting a cold call into a Lead is both an art and a science, and there's no one-size-fits-all approach. The key to success lies in making your cold calls feel warm and personalized. Here's how: Research and Preparation: Before making that call, invest time in researching the company, the person you're reaching out to, and the industry they operate in. This not only breaks the ice but also shows your genuine interest. People appreciate the attention to detail, and it's the secret sauce to converting cold leads. (I have few more points to add, so follow the trail :))

IMO the best salespeople can qualify a prospect quickly into one of three buckets: 1. This person is never going to buy 2. This person is a buyer but not now 3. This person is ready to buy now Once you know which bucket your prospect falls into you must act quickly and take appropriate action. Sometimes getting out of your own way and being an order taker is all it takes. Other times you must recognize when someone is wasting your time and politely move on. Do not be a prisoner of hope (maybe). It is your job as a salesperson to create opportunities and get to a yes or no answer quickly.

The easiest and fastest way to alienate your contact is to use a framework that will cause them to recognize you suspect they are a waste of your time. BANT will ensure your contact knows you self-oriented. MEDDIC is another approach that will cause people to believe you are interested in getting what you want, not what your client wants. There are better ways to verify the client is qualified, starting with calling on prospective clients that are already qualified. The art of sales is acquiring the information you need while creating value for your client. The reason HubSpot's surveys show that around 60% of buyers believe the seller is pursuing their goal instead of the helping the client pursue their goals.

In my experience this is the most important step in this process. Qualifying the prospect, lets you know if you will be wasting your time or theirs.

BANT is definitely one of the best frameworks that is industry & market agnostic. However, there are some more slightly complex frameworks such as MEDDIC that could help qualify a prospect better, while also shaping the overall interaction with the prospect. This improves the overall customer experience, while aiding the sales rep/company get more info from prospects.

Alienating contacts with self-centered sales approaches like BANT and MEDDIC isn't the way to go. Instead, focus on understanding client needs, creating value, and targeting qualified prospects from the start. HubSpot's surveys reveal 60% of buyers sense sellers pursuing personal goals. Let's change the narrative to client empowerment!

Use data points and trends based on your research to frame the value that they could realize from your solution. Most times you aren't going to know exactly what your prospects top priorities are. But you can research what the priorities are of people in similar positions. Instead of... "Many customers see 'x'... are you?" Say... "x% [Title] are having trouble with x problem which is causing [pain point], without the [value of product] that [pain point] will get worse, what is your team working on to prevent [pain point]?" Keep the prospect as the subject of the story and avoid using phrases like "we can" or "our solution does". Replace them with "you'll see" or "imagine you are able to"

As someone deeply invested in providing valuable solutions, I recommend leveraging research-driven data and trends. Utilize these insights to showcase the potential value your solution can offer. While you might not always know your prospect's exact priorities, researching similar positions can provide valuable insights into their needs. It's all about understanding their world and tailoring your approach for maximum impact!

By asking all the right open ended questions and asking deep thought provoking questions whilst listening and retaining; You would have gained enough information to come back at a later time to present your solution tailored to their needs and requirements. Presentation is key to closing effectively!

To successfully close a cold call for an appointment, follow these steps: introduce yourself and your company while emphasizing the appointment's benefits, seek permission for a brief discussion, outline a clear agenda to convey what they'll gain, highlight key points to spark interest, engage with open-ended questions, guide positively toward agreement, address objections gracefully, confidently request the appointment with flexible scheduling options, confirm details promptly, express gratitude, and send a confirmation email with meeting details. Don't forget to follow up with a reminder before the appointment. The key is to prioritize clarity, value, and professionalism in securing the meeting.

Clear Call to Action matters the most! Provide a specific call to action at the end of the call, such as scheduling a follow-up call, signing up for a free trial, or requesting a quote.

The goal to close out a call is to have found three pain points, or at least one. Then use this pain point in a framed way. Repeat the issues back! "If I could show you a solution that helped solve X, Y & Z. Would that be interesting to learn more about?" One of the hard things as someone new to cold calling is to not jump at the first pain that you hear

Storytelling is the secret sauce in cold calling. It's not just about numbers and data; it's the art of connecting, resonating, and inspiring. Here goes - One of our valued clients, [Client's Name], faced the same manual spreadsheet chaos that many businesses do today at your space. But with our solution, they achieved a remarkable 87% boost in efficiency, leaving stress levels in the dust. I can't guarantee a similar story for you, but I'd love to discover more about your unique challenges when we chat next. Would you be opposed to a short call this Thursday at 9 or Friday at 2 to see if there's a way we can make your journey smoother?

Cold calling requires confidence and conviction. Any doubt on the salesperson's conviction will cause the client to avoid scheduling a meeting. The only reason a contact says no to a meeting is because they believe the meeting would be a waste of time. The only way to resolve this concern is to promise you will not waste the clients time and the value you will create for them--even if their is no next step for you, i.e. a risk reversal.

Before you even think about picking up a phone - set yourself up for success. Get a prospect list together, practice your script, have your objections ready to go, block out time in your calendar and remove any distraction (e.g. turn off other devices). Then you can focus, start making calls and get into a good flow state.

Being ready for cold calls is great, but sometimes over-preparation can hold you back from starting. Just have a basic introduction and answers to common objections ready. Start making calls, gather data, and optimize as you go along. Note the objections from potential customers and prepare responses for next time. Find out which questions get positive responses and use them more often. Identify what aspects of your product interest people and focus on them to create more value. Instead of spending too much time preparing for the first call, jump in and make adjustments as you learn.

The best way to do this is to create an SDR team. Once an SDR finds a warm lead, they can pass it on to a product expert who can then assess the clients needs and determine if there is a fit.

To convert cold call leads, the key lies in adding substantial value during that initial interaction. In today's competitive landscape, merely pushing a product or service won't cut it. Your goal should be to convince the prospect that you possess something unique that can transform their operations. If you can't demonstrate this value proposition during the cold call, conversion becomes unlikely. Understand their pain points, tailor your approach, and highlight how your solution can genuinely make a positive impact on their business. Conversion hinges on showing that you're not just selling a product, but offering a game-changing solution that's worth their consideration. #ColdCalling #TipsForConversions #ColdtoHot #kk