Cold calling has gotten a bad rap – people say it doesn’t work, that it’s a waste of time. It might be a bit old school but done right it will work brilliantly.
Asking a prospect how you can help them is a sure-fire way to get hung up on. Before the phone is even picked up, it’s imperative that you’ve figured out how you can help solve a problem the prospect. Do your homework. Prepare. Research. Not just a cursory glance at their LinkedIn profile but really dig. Be fluent in their current role and what challenges they are facing now, or will be in the future.
In an article by Moneywatch called “The Mad Scientist of Cold Calling” Dr. James Oldroyd outlines that his study of over 1 million cold calls, the best day to is Thursday, almost 20% better than the worst: Friday. Time of day is important too with 8am to 9am offering 164% better result than between 1pm and 2pm.
Imagine you’re on the other end of that line: what would it take to keep you on the phone? Deliver that. And if the product you’re selling can’t? Find one that can.