Cold calling is a well-established outbound marketing strategy that helps organizations find and connect with new prospects. However, it is not as simple as dialing a call, sharing the proposal or details, and getting the prospects onboard for face-to-face meetings or direct deal closure. Almost ten out of a hundred cold calls render positive results.
Therefore, making a cold call successful requires proper planning. Some cold call agents stick to an already curated script and follow it to the dot, which does more harm than good. Taking the matter seriously but not too seriously that it makes you nervous is critical. You need to dive into the game of winning the prospect with complete planning and preparation.
Let’s dig deeper into this article to explore the pre-call planning that will boost your cold call success rate.
Top 7 Step Guide for Pre Call Planning
Business-to-business sales and services are on the rise in globalized countries like the United Arab Emirates. However, finding the right prospect or partner is a real challenge. The organization prefers to collaborate with those prospects that match their vision and mission, which requires an extensive time frame. Cold calling is the strategy that paves the way of finding the right prospect and setting on the journey of future dealings.
Here is a step-by-step guide about pre-call planning to increase the success rate.
Research and Know Your Prospect
The first step of pre-call planning that you cannot ignore or miss is researching and getting to know your prospect. You cannot just dial the call and ask the potential prospects to give you a brief about themselves.
You need to research the company or the individual, as well as their industry and needs. It requires extensive time and expert skills, which prompts most organizations to rely on the cold calling companies and let the trained agents research and approach the potential prospects.
Identify Competitors of Prospect
The next step to prepare for your cold calls is to identify the competitors of your potential prospects. It may seem like an ordinary point; however, it can provide you support in identifying the needs, goals, and aspirations of the potential prospects and offer them suitable options. So, do not forget to identify competitors of your prospects.
Explore the Objective of Your Call
The next step in the pre-call planning guide is to explore the objective of your call. It is also an important step that is often ignored under the notion that the caller is definitely trying to win the receiver. However, it is not so simple. You need to identify your main objectives like selling some product, service, idea or asking the potential prospect for collaboration. You need to be sure about what you want to make the cold call successful.
Organize the Material You May Need
The next step you need to follow for pre-call planning is organizing the materials you may need. If you want to make the call successful, you need to utilize your time properly. You cannot waste it in finding the right material. On the other hand, you also cannot stick to a script as it will bring only negative consequences, so check your materials before calling.
Prepare For the Questions
Although you cannot stick to the call script, you still need to prepare the question you need to ask your potential prospect. It will help you not miss the details you want to gather from the potential prospect. Moreover, it will also help you raise the questions naturally instead of struggling with framing your statement and inquiring about their answers.
Prepare For Anticipated Objections
The potential prospect may not agree with everything you say or offer. They can also have concerns and objections. Go through your objectives, offers, and questions again and again to identify the anticipated objections your potential prospect might highlight. Once you know these points, find the solutions or answers that can satisfy your prospect.
Avoid Over Preparation
Preparation is one thing, but over-preparation is another. You need to avoid over-preparing for the cold calls as it will make the conversation sound robotic instead of natural. For example, if you have prepared for anticipated objections, do not clear them until the prospects inquire you. If you are not sure about the skills of your agent, you can outsource cold calling services and let experts take charge of your calls to make them sound natural and increase the success rate.
Tips for 90 Second Pre-Call Planning!
Preparing for a single call might take weeks, and you can get nervous when it’s finally time to dial the number. To get control over your nerves and preparation, you can follow these tips ninety seconds before calling;
- Practice saying the name of the potential prospect.
- Explore their title and general title structure of their organization.
- Identify their role in decision-making.
- Explore the core or objectives of their business.
- Practice your questions.
- Practice general opening statement.
- Practice the voicemail just in case.
Consult the professional and leave it to them if you fear making mistakes or lack confidence in your skills and enjoy successful cold calls that get prospects on board for an initial meeting.