13 Ways to Turn Cold Calls Into Booked Meetings

1. Make a Good First Impression by Saying “Talking with,” Instead of “Speaking to”

When you cold call a prospect, the first thing you want to know is that they are in fact the person you’re trying to reach. The way you verify their identity is this person’s first impression of you, so it’s critical to get this right.

Try to use the words “Talking with” when you get someone on the line. These two words imply that you and your prospect are going to be engaging in conversation.

In contrast, “speaking to” describes a one-way action. It suggests that you are going to broadcast your message — whether they want to listen or not.

2. Use The Best Friend Formula to Turn Indecision into Booked Meetings

Coined by Yesware sales extraordinaire Ian Adams, this three-part formula for overcoming objections tells you exactly how to respond to “Could you just email me your information?”

While it may be tempting to agree to follow up over email (and hop off the call), there’s a better way to give your prospect the information they need to make an informed decision and take a meeting. One that doesn’t involve your message going into a black hole.

3. Keep Your Goal in Mind

Setting goals is proven to increase motivation and having a specific goal in mind can decrease levels of anxiety, disappointment, and frustration. No matter what your goal is, every action is a step towards achieving it.

4. Use Social Proof to Influence Behavior

We are easily influenced by other people’s behaviors. Social proof plays a major role in selling because it shows the prospect that your product has helped other people with similar pain points. Try telling a customer success story of someone who had similar pain points.

5. Ask Open-Ended Questions

By starting your question with ‘who,’ ‘what,’ ‘where,’ ‘when,’ and ‘how,’ you give your prospect more room for response.

Cold calling is two-sided conversation and you want to learn as much as you can about your prospect, what they do, and their needs. By asking how they feel, you open up more opportunity for discussion.

6. Watch Your Tone of Voice

Research indicates that 38 percent of spoken communication is comprehended by tone of voice. Without facial expressions and body cues, you can only convey your points with your words and tone of voice. People respond well to mirroring, so try to match their tone of voice or speech patterns.

7. Don’t Give an Easy Out

Your goal is to keep them on the line, so you shouldn’t open with: “Is now a bad time?” Stick with personalized statements that will keep them on the line instead of encouraging them to hang up.

8. Lead with Them, Not You

Fact: People spend 60 percent of their time talking about themselves. Self-disclosure produces a burst of activity in neural regions associated with pleasure, motivation, and reward. Keeping the focus on your prospect works wonders for both parties: your prospect gets to talk about their favorite topic (themselves) and you can gain their attention in interesting, unique ways.

9. Listen

This is one of the simple cold calling tips: Don’t just talk at them. Listening is an easy way to build trust because it makes a person feel valued and it can give you the opportunity to learn more about their needs and concerns.

10. Don’t Waste Their Time

Remember: When you’re cold calling, you’re essentially intruding on someone’s day. You have about ten seconds to prove your value and run the risk of getting hung up on. By proving that you value your prospect’s time by applying research, engaging in conversation, and keeping the call brief, you earn respect.

11. Stay on Track Throughout the Call

It’s easy to get lost in the shuffle of a cold call. Engage, ask questions, but remember to stay on topic. Take notes, stay organized, and remember your ultimate purpose.

12. Keep It Positive

Positive thinking is scientifically-proven to build your skills, boost your health, and improve your work. Much like overcoming rejection, don’t let defeat (or negative thinking) get the best of you. Every mistake you make is an opportunity to learn and do a better job in the future.

13. Leave a Voicemail

Think of it as an audio email, and keep it to 20-30 seconds. Don’t worry about a reply; just focus on continuing to nurture your prospect’s trust in you.

At the beginning of your voicemail, insert your connecting statement (after you say who’s calling) then end with a note that triggers curiosity.

Adapted from https://www.yesware.com/blog/cold-calling-tips/