Cold calling for lead generation can be a powerful sales technique, but it’s also one that requires skill and preparation. The main skill is to be able to CHAT or TALK with people, not at them, but with them.
There’s a phrase that sums up the skill, Assumed Banter.
Assumed Banter doesn’t mean funny, it means CHAT, give and get.
Our best cold callers Banter with prospects early in a call. It can be about the economy, the weather, sport. Anything that they FEEL will work to make their introduction enjoyable, interesting and peer to peer.
Ten minutes ago I called the CEO of a MAT (Multi-Academy Trust 12 schools), the lady answered the phone with all the vim and vigor of someone who was on top of things. This is the transcript of the start of the call
Answer
Me “goodness me you sound like you’re having a good day, must be work from home today”
“Indeed it is”
“What’s the view? bricks or something more interesting?”
“The Suffolk countryside”
“Paradise”
“It would be but the children are here!”
“We giggled together about how much we love our children but sometimes…….”
Then got down to business, I told who I was and why I was calling.
THAT 30 SECONDS ABOVE IS ASSUMED BANTER. Expert callers make it genuine, fun, interesting and peer to peer.
✅ Research your prospects and know their markets before making the call.
✅ Personalise your opening line to show that you’ve done your research.
✅ Clearly state the purpose of your call.
✅ Focus on how your product or service can solve their problems.
✅ Don’t be afraid to ask for the sale, but also be respectful of their time. If no immediate sale, book the next meeting before leaving.
✅ Follow up with an email or a LinkedIn message after the call.
By doing your research and focusing on their needs, you can make a cold call feel more like a warm introduction.
Here are some additional tips to help you succeed:
✅ Be personable and friendly
✅ Keep the conversation focused on the prospect
✅ Use social proof to demonstrate the value of your product or service
✅ Highlight the benefits and ROI for the prospect. Not for people in general but for them.
✅ Set a clear next step or call-to-action
In summary, cold calling can be an effective way to generate leads and close deals. By following these tips, you can make your cold calls more successful and turn them into warm leads. So pick up the phone, do your research, and make that next cold call count!
If you are looking to learn how to generate new leads for your business then click here to learn more about our lead generation coaching
