How to Improve the B2B Sales Cold Calls?

Cold calling is a common trend in the B2B sales scenario. The sales guys often follow stringent limits of a certain number of cold calls each day to achieve the sales targets. The customers who are also business people are equally busy and interact to cold calls in the usual way. Here the convincing and marketing skills of the caller are tested in a couple of minutes. It is really a big deal to get the listeners hooked to your business offer so that they do not hang up on you.

Like other scenarios in cold calling, the B2B cold calls are no different. They might just be turned off by the listeners. Again there are various reasons for which they are not a success. The callers need to prepare for the calls by researching and rehearsing for the calls. They should focus more on the quality than on the quantity to make them successful.

There are few other points especially regarding the B2B sales calls to make them better:


  • The beginning of the call is intended to introduce you, your company and the purpose of the call. It is very important that you sound natural, modest and extremely clear. If you do not speak up clearly there is a greater possibility that the listener may hang up. If you start in an incorrect way you may lose the attention of the listener and the purpose will not be served.
  • If you succeed in the introduction, the next task is to keep the listener interested in the conversation. Your research and knowledge are tested here. You should understand the business that your audience has and should be able to convince them that your offer is beneficial for them. Only then will they listen to you.
  • If you are talking to the gatekeeper and wish to get connected to a higher official like the CEO, you need to show your PR skills. Gatekeepers are used to handling cold calls. It is a task to honor them, assure them of the importance of the proposition and make them feel that the CEO is the right person to get to. This can make your tasks easier in future.
  • Avoid imitating scripts. People who are experienced in their professions can make out script reading instantly. If you are following a script, practice thoroughly to sound natural and consider multi-structured conversations so that you do not get stuck up. It is always best to research and put in your own efforts for call preparation.
  • Nowadays it is very important that you put your social networking skills to use in your business too. Information about professionals and organizations is easily available on the internet and sites like Twitter and LinkedIn. Your research is highly facilitated by this and you can also provide a context about this information.  Similarly business information can also get distributed through business cards, trade shows and exhibitions and so on. You should have your database ready to implement and utilize the information as and when required.

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