So if cold calling isn’t dead, how has it changed?

Cold calling has traditionally been used in the first phase of the sales process. A marketing individual would get a list of non-targeted leads and fill out the lists until they met someone who was ready to meet them in person or over the phone. This philosophy followed the probability theory: one person will agree to meet for every 100 calls made. While this may get some appointments, the process is time-consuming.

How do you change the call from being cold to warm?

The salesperson can send a cold email to the decision maker and find out if they’re really interested, If someone is keen to learn more, they can provide time to follow the next move and communicate. Now, calling this person is not cold calling, you have changed it to a warm call.

A strong opening script can make all the difference

You have 10 seconds to demonstrate you're worth speaking to, so distinguish yourself from other callers. Turn the attention to your proposal by mixing in your studies and customizing the call after you introduce yourself.

Be precise and to the point

Learning to interact with fewer, simpler phrases gives your brand trust and understanding. If you have to explain an idea with 100 words, you don't understand it well enough and no one will follow you.

A short discussion that gets to the point quickly saves both your client’s and your time. It depicts you as an expert who is able and be effective.

What is unique about you that no other salesperson offers?

Know your company and research about your competitors. This may sound easy, but it is difficult for some companies to establish why a client should choose them over a competitor. If you are a salesperson and do not know what is unique about your company then you are missing opportunities to present yourself well.

Don’t be afraid of rejection

It is normal to be scared of dismissal when cold calling or emailing. But hearing a lot of ' not interested ' can be discouraging and one might develop fear of failure. Don't disregard this anxiety or ignore it. Instead, use it to motivate yourself and try to prevent defeat. If you learn from each failed call, each failure will move you closer to success.

Now, you can call with confidence. First things first, research about those you are going to call today, know your company well, articulate in the best possible way and use the first 10 seconds effectively, remain positive during the call and embrace rejections to work even better.