How to 10X Your Cold Calling Activity

Want to 10X your cold calling activity? Use these techniques to help you to scale up your ROI.

Cold calling typically isn’t a salesperson's favorite thing to do. Yet we've all been there, hitting the phones with a sub - 3% success rate. It’s a tried and true method that has worked for decades and will continue to work for many more decades. 

While most sales reps dread picking up the phone, there’s no denying that cold calling has its benefits. So, in this article, we’ll walk through some of the best b2b cold calling techniques to boost your sales, and a little known strategy that sales teams are using to 10X their cold calling activity. 

What is Cold Calling?

Cold calling is the process of proactively reaching out to prospective customers who didn't initially express interest. While it can feel daunting, it's an incredibly effective way to fill your sales pipeline and grow your book of business from scratch.

When done right, cold calling is a finely tuned sales channel. There's an art to identifying the ideal prospects, connecting with key decision makers, and nurturing opportunities from the first conversation to the signed contract. With dedication and strategy, cold calling remains a powerful sales tool for any B2B sales organizations.

The Best Cold Calling Techniques to Increase Sales

Whether you're a fresh-faced startup or a well established company with a dedicated marketing team, cold calling will always be a valuable sales channel for generating new leads. 

Here are nine of the best B2B cold-calling techniques to crush your quota..

1. Set Up a Clear Goal and Target

You can't hit the bullseye without a clear target. Before dialing a single digit, lock in your ideal customer profile and what solution you're selling them. This includes things like contact job title, company size, industry, and much more.

2. Research On Your Target Industry

You're not simply a telemarketer reading from a script - you're a subject matter expert. Do a deep dive into your prospect's industry, common pain points, and how your product can solve the exact problems faced in the industry. 

3. Research Your Prospect

Getting wildly specific about each prospect's company, role, and unique challenge is a must. After all, you can't solve their problems if you don't understand them first. Find out what they care about and what things would be most interesting to them. 

4. Identify Your Prospect Pain Points

Once you've got their backstory down, it's time to dive deep into the pain point… Asking the right probing questions will allow you to identify their pain points and provide effective solutions. What challenges are they facing? How big of a problem is it? Why haven’t they solved it yet?

5. Create a Personalized Script

Let's be real - sounding like a robot on these calls is an instant turn-off. The key is keeping it natural and human. But that doesn't mean winging it either.

You need a loose script to stay on track and hit the right beats. Think of it as a casual convo starter, not a line-for-line screenplay to memorize.

Start super simple with the intro - "Hey, it's [Your Name] from [Company]." That's it! Going any longer risks putting them into glazed-over trance before you even get going.

From there, ask about their business in a tone that matches theirs. Make it a back-and-forth dialogue, not an interrogation.

As you riff off their responses, focus on listening to understand, not to respond. That's what'll get them leaning in and interested to learn how you might be able to help.

The script is your safety net to fall back on when needed. But always prioritize listening and adjusting your conversational flow based on their vibe and where the call organically goes.

6. Listen to Your Prospect & Solve their Pain Point

During your call, you should aim to listen more than you talk. Your job is to diligently listen - no cutting them off or trying to swoop in with your pitch prematurely. Let them tell you about all of those frustrating pain points. This is the information you’ll use to sell them with.

Once they've given you the information you need, it’s time to spring into solution mode. Refer back to your previous conversations to show you were paying attention. Then start connecting the dots for them on how your offering could make those nagging problems go away..

Drill down into the specifics. Ask clarifying questions to make sure you deeply understand the full extent of their struggles. The more intricately you can demonstrate that understanding, the more that prospect is going to see you as an expert. 

7. Get Ready for Rejection

Most people hate cold calls phone calls. So you need to be ready for the rejection. Every “NO” gets you one step closer to a “YES”. 

8. Don’t Give the Sales Speech Directly

Pump the brakes on the hard sell. Launching straight into pitch mode is a surefire way to get that call insta-hung up on.

Instead, start by simply introducing yourself in a confident yet casual way. Make it a two-way conversation by asking questions to uncover their specific pain points first.

Nobody's gonna let a total stranger barge in with a sales attack. But they'll engage the ‘friend’ who seems genuinely interested in learning about their situation.

Only once you've built some rapport should you pivot to connecting your solution to their unique problems. By that point, they'll actually be listening.

9. Follow Up

Following up in the name of the game. Whether you’ve already gotten ahold of a prospect, or trying to get their attention for the first time, following up is equally as important. 

No matter what you do, don’t forget to follow up.

Wrapping Up

The great thing about cold calling is that anyone can try it! But if you’re like most people and would rather leave it to the pros, Calling Agency’s provide professional cold calling services at crazy affordable prices. And since you can’t multiply yourself, these services allow you to multiply your efforts. Their service can 10X your cold calling activity.

And just remember… no matter what the gurus say, cold calling will never die.