We have spoken about the importance of creating value in previous blog posts, so it’s important to note that all of the salespeople I know who are good at cold calling use a value statement early on in their introduction. What is a value statement? It looks something...

It’s fair to say that the majority of prospects you call aren’t necessarily thinking about a problem they have that you can help them with at that moment when you call. Remember, I use the term “unicorn” to describe any prospects who can’t believe you have called at...

A mistake I see many inexperienced salespeople make is to ask the prospect if they are free or if they have a few minutes to talk when they start their cold calling introduction. This is a wrong step and should be avoided at all costs. Just remember that if a prospect...

A prospect may not have heard about your organisation, but chances are they know other businesses in the industry that you have helped, so it’s okay to name-drop one of their competitors or another organisation in the same industry who you have helped or sold products...

Never forget that we buy from people be like. You can probably count on one hand the number of times you have purchased a product or a service from someone you really didn’t like. I’m not saying it can’t happen, but most of us, especially when we are spending a lot of...

At the time of writing this blog post, 99% of all introductory calls are made using either a mobile phone or landline. It’s highly unlikely most sales professionals are going to Skype or Zoom a prospect. Therefore the biggest thing you can do to make a better...

The most important thing you should be aiming for a cold call is to grab your prospect’s attention. After all, they weren’t expecting a phone call, and they are going to be most likely preoccupied. Whatever you say within the first few seconds, you need to gain their...

In an earlier blog post, I mentioned that a prospect might want to discuss further if they feel you have some value you could offer them or their organisation. Generally, there are three types of value that might interest them to want to talk further: 1. Business...

Whatever it is you say, it needs to be short and catchy. When the prospect picks up the phone, he or she is not expecting a phone call, and the chances are that they are thinking about something else completely. You have to introduce yourself to the prospect and...

If you are reading this article and you have already had experience making cold calls, then you know the probability of getting a person’s voicemail is very high. So should you leave a voicemail or just hang up and call back later? My general thought is that you...

Generally, a cold call should only be for a few minutes. The only time it should go longer is if you happen to come across a prospect that we might describe as “a unicorn” and who cannot believe that you have called them because they have been looking for a solution...

A good definition is the following: “A cold call is a telephone call that you make to someone in the right position and the right organisation who is not expecting your call and most probably does not know who you are.” So, one primary objective during any cold call...