Today B2B businesses have found several creative ways to reach out to new customers than just cold calling them. However, unsolicited phone outreach is constantly mentioned as a throwback strategy. It may no longer be the go-to marketing strategy, but it still has a significant role in sales. Sales Development Representatives (SDRs) realize how cold calling can become a successful method of interacting with the target audience when planned strategically.
Cold calling is a way to connect to potential clients with whom you have yet to interact. It is a great way to promote your business and share offers through a personalized medium. Salespeople create their sales pipeline, and cold calling has proved to have a viable contribution to it. 70% of the customers attend cold calls, and 27% of them turn out effective.
B2B companies must implement a strong cold-calling strategy to expect successful results. Follow the tips below to be the best out of your B2B cold calling campaign.
Table of Contents
1. Find the Right Customers to Approach
One of the most essential aspects of B2B cold calling is finding the prospective audience that fits best for your company. Before making a cold call, take the time to thoroughly investigate your potential prospect. Your knowledge of your prospects is crucial if you work as a B2B sales representative. Identifying client needs and interests will help you filter the right prospects you can call. You need real-time information about the audience you will approach, as consumer patterns tend to change. You will also need to have all the details, including valid contact numbers of the client or company you will cold call.
If you need help with your Ideal Customer Profile (ICP) you should check our our article below.
2. Plan out Your Pitch
When cold calling, you will be approaching the client for the first time; hence you need to plan what you will say. They are busy and don't have time for long-duration calls, especially B2B clients. You must respect their time and share content that would attract them to your business. This short phone call can bring you great deals if you make the first impression right. Use a positioning statement to highlight the advantages you can provide them and the offers you can make. A short and refined description of your product or service is essential to grab their attention and prove your credibility. Effective communication is the key to successful cold calls. Create a planned script and add a personalized touch to engage the client.
3. Determine the Right Time for Cold Calling.
You cannot cold call B2B prospects at any time. They likely have many other priorities and are busy in top managerial positions. Scheduling your calls at an appropriate time is necessary for the campaign to be successful. You can use the customer information and insights to help you find the ideal time for cold calling them. The days in the middle of the week are great for reaching out to new customers. For a time, the morning or afternoon works great. You can always ask the customer if they are fine with giving a little of their time to listen to your call. Asking your customers about their availability can help you get a follow-up or call them again if they are away from the current moment.
4. Engage the Customers with Open-Ended Questions
Although you must plan what you say in the call, only partially script it out. Effective cold calls involve questions, allowing them to think and process your statements. You may ask open-ended questions to discover information that might help convince your client and explain your business better. Don't keep speaking, and give time to the client to ask questions if they have any. Answer their questions with more than just a yes or no. Support your replies with some justification, so the client finds you credible. The more you keep an engaging call, the chances of the client doing business with you increase.
5. Follow Up On Your Cold Calls
With the first cold call, you may get an idea if the client is interested in your business and wants to connect again. You need to follow up with the prospect after some time to stay updated. Be careful with your follow-ups because they will determine if the client finalizes the deal. Refrain from irritating your client by constantly calling for follow-ups. After the initial call, give them some time to think and research you. If you are still waiting to hear from them back, call them after two or three days to know the status of your cold calls. Follow-ups must be carefully planned and tracked to know how well your strategy is doing.
6. Use Automation Tools to Make Cold Calling Easier
With the first cold call, you may get an idea if the client is interested in your business and wants to connect again. You need to follow up with the prospect after some time to stay updated. Be careful with your follow-ups because they will determine if the client finalizes the deal. Refrain from irritating your client by constantly calling for follow-ups. After the initial call, give them some time to think and research you. If you are still waiting to hear from them back, call them after two or three days to know the status of your cold calls. Follow-ups must be carefully planned and tracked to know how well your strategy is doing.
7. Find Verified Contact Details & Mobile Numbers
Social has made it easier for salespeople and SDRs to get hands-on verified B2B contacts at any company. You can now have the correct contact information to reach clients and successfully conduct cold calling. Finding your ideal customers becomes easier with NYMBLR, the one-stop solution for lead generation.
NYMBLR has made it easier for salespeople and SDRs to get hands-on verified B2B contacts at any company. You can now have the correct contact information to reach clients and successfully conduct cold calling. Finding your ideal customers becomes easier with NYMBLR, the one-stop solution for lead generation.
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