But, calling someone you don\u2019t know out of the blue just to tell them how great your product is can easily irritate them. Do it right, though, and a cold call is a great tool in any business\u2019s arsenal. <\/p>\n\n\n\n
So, let\u2019s see what cold calling is, as well as some examples and tips on how to make a perfect cold call.<\/p>\n\n\n
![\"Cold](\"https:\/\/plaky.com\/blog\/wp-content\/uploads\/2023\/08\/Cold-Call-scaled.jpg\")
<\/figure>\n<\/div>\n\n\nWhat is cold calling?<\/h2>\n\n\n\n
Cold calling is the practice of calling a customer who has never had an interaction with the salesperson or product they\u2019re trying to sell.<\/strong> The term covers both phone calls and door-to-door interactions.<\/p>\n\n\n\n Cold calling has experienced a decline in recent years because of the decrease in landlines and the increase of scammers using the technique. However, even though it\u2019s challenging, it is still a valid sales technique.<\/p>\n\n\n\n\n Cold calling workflows are often extensive and require you to keep track of way too much. Keep all that information in one place \u2014 Plaky by CAKE.com!<\/p>\n Cold calling and warm calling are both sales techniques that entail calling up someone unexpectedly. <\/p>\n\n\n\n However, in a warm call, the customer has previously shown interest in the type of product or service that you\u2019re trying to sell. So, you\u2019ll approach the call differently, as you already know they\u2019re experiencing a pain point you can help with.<\/p>\n\n\n\n For this reason, warm calls generally have a higher success rate.<\/p>\n\n\n\n \ud83d\udca1 Plaky Pro Tip<\/strong><\/p>\n\n\n\n Whether you rely on cold calling or any other sales technique, it’s good to have your sales processes organized. Here are some resources that might help you:<\/p>\n\n\n\n While cold calling is difficult, the upside is that experience makes it easier. In time, as you listen to your potential customers, you\u2019ll naturally understand what kind of approach gets a positive reaction.<\/p>\n\n\n\n As experience makes an effective cold caller, we\u2019ve asked experts to share their best tips.<\/p>\n\n\n\n The purpose of a product or service is to resolve a problem that a customer has. So, treat your customer like a person with a problem that needs to be heard.<\/strong><\/p>\n\n\n\n We spoke to Eric Watkins<\/a>, a seasoned salesman since 2014, who says active listening is the best practice every salesperson should master:<\/p>\n\n\n\n \u201cWe know that salespeople are Chatty Kathys and love engaging with others; however, without active listening, you risk ineffective conversations with key decision-makers that could have resulted in high-earning business deals.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n Put your customers first \u2014 the best way to get them talking is by asking questions. However, Watkins warns that some questions are better than others:<\/p>\n\n\n\n \u201cAsk open-ended questions. If you don\u2019t ask open-ended questions, you won\u2019t have anything meaningful to listen to.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n As Watkins puts it, it\u2019s up to you to figure out your customers\u2019 problems<\/strong> and how your product can solve them:<\/p>\n\n\n\n \u201cWhen you discover a prospect has pain points with their current service provider, you have more of an opportunity to strongly pitch prospects and get them to agree to an appointment with your company.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n After you discover the issue, you need to focus on how your product provides relief to that pain point:<\/p>\n\n\n\n \u201cIn return, this encourages them to actively listen to what your company has to offer.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n For example, say you\u2019re pitching a TV service provider and that, during the conversation, you learn that the customer lives in a remote area and is experiencing reception problems.<\/p>\n\n\n\n Though having lots of channels is a great advantage, that\u2019s not the feature you should focus on here. <\/p>\n\n\n\n Instead, you should focus on your state-of-the-art satellite service, assuring them they\u2019ll get a signal wherever they are \u2014 because that\u2019s the problem they\u2019d want to resolve<\/strong>. <\/p>\n\n\n\n In every job, it\u2019s important to learn from your mistakes<\/strong>. This goes double for cold calling. <\/p>\n\n\n\n As Tom Snyder<\/a>, who\u2019s been helping companies increase sales performance for 10+ years, tells us, you should understand the context and review information on previous calls:<\/p>\n\n\n\n \u201cUsing call recordings as a part of training materials allows you to break down the steps second by second to understand what works and what doesn’t in your industry.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n Cold calling can be stressful in its own right, so it\u2019s easy to miss important details while on the call itself. Reviewing previous calls and taking notes on what worked and what failed can make a significant difference in the future.<\/p>\n\n\n\n Track previous call results in Plaky<\/a><\/p>\n\n\n\n Mock cold calls<\/strong> can help if you\u2019re new to cold calling and need to get the hang of it, or you\u2019re experienced but want to refine your skills. Snyder suggests pairing sales reps in role-playing sessions to ensure skills are constantly sharpened:<\/p>\n\n\n\n \u201cThe more accurately you can set the environment, i.e., separating and using real phones, the more likely the skills will transfer without a hitch when it’s time to conduct actual calls.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n It\u2019s generally good to pair up with a more experienced colleague and have them play the customer. They have more knowledge of what an actual customer would say in a given situation. <\/p>\n\n\n\n Then switch, and while playing the customer, focus on customer phrases or questions that you have issues with. Gaining insight into how a more experienced salesperson would handle those situations should help improve your approach.<\/p>\n\n\n\n Watkins also talked to us about the danger of closing at the discretion of the prospect<\/strong> \u2014 because it makes you seem less confident:<\/p>\n\n\n\n \u201cAs you close a prospect, you should always have at least 4 dates or times in the next 2 or 3 days for them to meet with another member of your sales team.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n Let\u2019s say you\u2019re at the end of a conversation with a prospect, and they say they\u2019ll need more time to think about it. <\/p>\n\n\n\n Instead of telling them to call you back when they decide, try saying something like, \u201cOf course, you need time to make an important decision. I\u2019ll call you back in a couple of days. How\u2019s Friday around noon for a follow-up?\u201d<\/em><\/p>\n\n\n\n Watkins tells us that this kind of initiative is necessary:<\/p>\n\n\n\n \u201cBy doing this, you put the customer in a good spot to think about their availability rather than saying no.\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n Having trouble tracking your follow-up customer calls? Keep track of scheduling, client follow-ups, and past calls info in Plaky by CAKE.com!<\/p>\n Don\u2019t aim to sell your product on the first call at any cost. Instead, focus on building a rapport with the customer<\/strong>.<\/p>\n\n\n\n If the conversation ends with them not wanting to buy, that\u2019s alright. If they need time to think about it, are using a different service, or are just not interested \u2014 it\u2019s not a big deal.<\/p>\n\n\n\n The most important thing is to establish rapport and pitch accordingly. If your customer feels like they\u2019ve been heard, you\u2019ll stand out from the crowd.<\/p>\n\n\n\n This means the next time the customer needs what you\u2019re selling, you\u2019ll be the first provider they think of. A good sales call can pay off months after it\u2019s finished.<\/p>\n\n\n\n Don\u2019t pick up the phone too hastily either. First, research your customers and the market<\/strong>. If you work in B2B, you\u2019ll want to research the business you\u2019ll be calling.<\/p>\n\n\n\n Businesses are often appreciative of the research you\u2019ve put in. It shows a dedication that clients like to see when they\u2019re choosing who to work with.<\/p>\n\n\n\n Plus, you can use that research to your advantage when pitching. <\/p>\n\n\n\n For example, if you work in real estate, and you\u2019re offering a rental of an office building, you could say something along the lines of \u201cI see you\u2019ve been upsizing recently. I was wondering if you\u2019re looking into a larger office to accommodate the increase in staff?\u201d<\/em><\/p>\n\n\n\n If you work in B2C, you can\u2019t do much research on a specific customer, but you can research the customer base, answering questions like: <\/p>\n\n\n\n This knowledge will help you establish the focus points in your call.<\/p>\n\n\n\n Even if a lead already has a contract with a different company, check in from time to time<\/strong>. Watkins reminded us how important nurturing leads can be:<\/p>\n\n\n\n \u201cIt allows you to follow up with prospects regularly to check in and see how things are going with their current provider. This provides top-of-mind awareness for when it comes time to reevaluate their contract. If they are looking to make a change, your company will be the first one that comes to mind.\u201d<\/em><\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n Of course, you\u2019ll want to provide new information with every call. For this, you\u2019ll need to keep notes on your prospects and review them before calling. When contacting a lead, you want to avoid repeating the same information every time.<\/p>\n\n\n\n Instead, give value to every call by providing information you haven\u2019t talked about before. This gives justification to every call you make and keeps the prospect interested.<\/p>\n\n\n\n Track lead follow-ups in Plaky<\/a><\/p>\n\n\n\n First impressions matter. Therefore, in the first few seconds of a cold call, you could gain or lose the prospect\u2019s interest completely.<\/p>\n\n\n\n Make your wording friendly and even humorous<\/strong> \u2014 it will help you stand out. <\/p>\n\n\n\n \u201cHow are you?\u201d<\/em> is a perfectly fine opener and will get you some good responses. However, it\u2019s rather generic. <\/p>\n\n\n\n According to Gong.io\u2019s 2024 study<\/a> of 300 million cold calls, these are the most effective openings:<\/p>\n\n\n\n And it makes sense \u2014 these are innovative, entertaining, and require attention from your prospect. Here\u2019s one of Watkins\u2019s suggestions: <\/p>\n\n\n\n \u201cConsider using humor to your advantage, by saying something like: \u2018I know I probably caught you in the middle of lunch. What\u2019re we eating today?\u2019\u201d<\/em><\/p>\n<\/div>\n<\/div>\n\n\n\n Finally, keep building your prospect list<\/strong> \u2014 a record of potential customers and their information.<\/p>\n\n\n\n Now, this tip could help you turn your call from a cold call into a warm one \u2014 after all, warm calls are generally more effective.<\/p>\n\n\n\n Making a prospect list will save you time and <\/em>effort \u2014 for starters, when you have one, you already know who you\u2019re going to call. Second, there\u2019s a bigger chance they\u2019ll be interested in your product, so you\u2019ll end up with more successful calls.<\/p>\n\n\n\n Say you\u2019re calling to pitch your company\u2019s security system. If you call long-established businesses, chances are they already have one in place (not that there is no value in calling them too, as we saw in tip #3).<\/p>\n\n\n\n However, any new business will probably be searching for a security system. With that in mind, you can use social media to scout potential clients. <\/p>\n\n\n\n And here\u2019s a tip \u2014 by doing some research or hiring a data broker (a company that sells information about individuals), you can create a list of clients who are likely to answer and listen to your calls.<\/p>\n\n\n\n Of course, a script isn\u2019t there so that you can read it word for word, but you should have one on hand at all times. <\/p>\n\n\n\n It\u2019ll remind you of the important points you want to mention during the call and give you something to come back to whenever there\u2019s a lull in the conversation.<\/p>\n\n\n\n So, here are some cold calling scripts you can use in your efforts.<\/p>\n\n\n\n This cold calling script is applicable to any kind of solution you provide. There is room to tweak it a bit to fit your niche and business\u2019s needs, but it\u2019s a great starting point for any cold call.<\/p>\n\n\n\n Want to move your cold calling workflow to a PM tool, but don\u2019t know where to start? Plaky by CAKE.com has plenty of sales templates to help you get started!<\/p>\n In real estate, your value proposition could be a number of things since your customers could be looking to buy, sell, rent, etc.<\/p>\n\n\n\n You\u2019ll often need to do research to make a warm call if you\u2019re in real estate, but that doesn\u2019t exclude the necessity of cold calls.<\/p>\n\n\n \ud83d\udca1 Plaky Pro Tip<\/strong><\/p>\n\n\n\n If you want to learn more about the real estate industry, you might want to get started with a useful guide and a template:<\/p>\n\n\n\n In a sales call, your focus is more on the solution that you\u2019re selling. However, the friendly tone and conversational atmosphere still apply to these conversations.<\/p>\n\n\n For B2B calls, it\u2019s important to do your research on the business you\u2019ll be calling. <\/p>\n\n\n\n Showing knowledge of the inner workings of the company can give you an edge over other callers. Like we mentioned, clients like to feel appreciated \u2014 do your research, and you\u2019ll let them know you\u2019re dedicated.<\/p>\n\n\n If you\u2019re running a B2B business, you need a way to keep track of the deals you\u2019re making. That\u2019s where Plaky\u2019s CRM template can help you \u2014 offering easy, intuitive, and visual tracking of your prospects!<\/p>\n Let\u2019s fill in some of those scripts and take a look at how some real-life cold calls might go.<\/p>\n\n\n\n Sometimes, you might achieve success on the first try. If you keep a good tone and follow our tips, your call might sound like this:<\/p>\n\n\n\n Hello, Bernadette. This is Mike, calling from <\/strong>House Movers Official<\/em><\/strong>. How have you been today?<\/strong><\/p>\n\n\n\n Hello, Mike. I\u2019m doing fine, making lunch currently. What is this call about?<\/p>\n\n\n\n Early lunch \u2014 love it. Actually, I have clients who are looking to move into the neighborhood, so I\u2019m making some calls to see if anybody would like a change of pace. Have you been thinking about moving or changing your residence recently?<\/strong><\/p>\n\n\n\n As a matter of fact, I have. My children moved all the way to Texas last month, and I\u2019ve been thinking about moving nearer.<\/p>\n\n\n\n Well, congratulations to your kids. Becoming a homeowner is a big step. So, would you be interested in a meeting to further discuss this prospect? I don\u2019t want to take up too much of your time, your lunch might burn.<\/strong><\/p>\n\n\n\n I\u2019d be very interested, thank you.<\/p>\n\n\n\n Great, how does Monday at 11 a.m. sound to you?<\/strong><\/p>\n<\/div><\/div>\n\n\n\n Still, most of the time, your conversations might sound like this:<\/p>\n\n\n\n Hi, Peter. This is Layla, calling from <\/strong>BeeMobile<\/em><\/strong>. Could I have a minute of your time?<\/strong><\/p>\n\n\n\n Uh, sure.<\/p>\n\n\n\n How happy are you with your current mobile provider?<\/strong><\/p>\n\n\n\n Perfectly happy, honestly. I\u2019m not looking to change any time soon.<\/p>\n\n\n\n That\u2019s reasonable. But, being informed can only do good, so would you like to hear about our new package?<\/strong><\/p>\n\n\n\n Look, I\u2019m really in a rush right now, so I don\u2019t have the time.<\/p>\n\n\n\n I understand. I\u2019ve sent you an email detailing our offer, so if you happen to change your mind, give us a call. If it\u2019s alright, I\u2019ll check in with you in the coming days.<\/strong><\/p>\n\n\n\n No, it\u2019s alright. I\u2019ll call you if I\u2019m interested.<\/p>\n\n\n\n Alright then, it\u2019s a deal. Bye.<\/strong><\/p>\n<\/div><\/div>\n\n\n\n What\u2019s important to note here is that if a customer doesn\u2019t agree to your follow-up, calling them anyway would most likely further aggravate them. <\/p>\n\n\n\n Here, we\u2019ll be taking a look at a B2B exchange.<\/p>\n\n\n\n Hi, Elias. I\u2019m Helen, calling from <\/strong>Papers, Please<\/em><\/strong>. I was wondering if I could get a minute of your time.<\/strong><\/p>\n\n\n\n Hi, Helen. I do have a bit of time.<\/p>\n\n\n\n Great. I was wondering \u2014 since <\/strong>Pleudon<\/em><\/strong> is an accounting firm \u2014 if you would be interested in connecting with a paper distributor at the moment.<\/strong><\/p>\n\n\n\n As a matter of fact, we already have a contract with a distributor.<\/p>\n\n\n\n And are you satisfied with their services?<\/strong><\/p>\n\n\n\n Well, they never sent us any faulty products, and their customer service is great. However, their deliveries tend to be late from time to time. All in all, 50\/50.<\/p>\n\n\n\n That\u2019s a shame to hear. I know your printers must be working overtime, so a delay in a necessary resource has to be frustrating. That\u2019s why we at <\/strong>Papers, Please<\/em><\/strong> always send our shipments a day early to accommodate unforeseen delivery issues. We work with over 50 companies and haven\u2019t gotten a delivery complaint yet.<\/strong><\/p>\n\n\n\n That is<\/em> impressive. Still, like I said, we\u2019re under contract. But we\u2019ll keep you in mind as soon as reevaluation rolls around the corner.<\/p>\n\n\n\n That\u2019s great to hear, thank you so much. In the meantime, I\u2019ll be following up with you if I come across any information you might want to know.<\/strong><\/p>\n<\/div><\/div>\n\n\n\n Making a successful cold call is an incredible feeling \u2014 but then what? You need to follow up, send emails, track client replies, etc. <\/p>\n\n\n\n And worst of all, you can\u2019t keep all of this information in your head. Or even your notebook, for that matter.<\/p>\n\n\n\n It\u2019s best to keep it in a tool that can help you stay organized \u2014 project management software. So, let\u2019s see how you can use one to manage your cold calling efforts.<\/p>\n\n\n\n Using a PM tool can help you solve all kinds of inefficiencies in your workflow<\/strong> \u2014 but you need to know which ones you want to focus on to build a perfect project board.<\/p>\n\n\n\n Some of the most common inefficiencies you can solve with a PM tool include:<\/p>\n\n\n\n![\"Plaky](\"https:\/\/plaky.com\/blog\/wp-content\/themes\/cake-blog\/theme\/images\/banners\/default@2x.png)
\n <\/picture>\n <\/div>\n<\/div>\n\n\n \n\n\n\nCold calling vs warm calling<\/h3>\n\n\n\n
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How to cold call: 10 expert tips on cold calling<\/h2>\n\n\n\n
#1 Practice active listening<\/h3>\n\n\n\n
![\"Eric](\"https:\/\/plaky.com\/blog\/wp-content\/uploads\/2023\/08\/Eric-Watkins.png\")
<\/figure>\n<\/div>\n\n\n\n<\/figure>\n<\/div>\n\n\n\n#2 Discover pain points and pitch accordingly<\/h3>\n\n\n\n
<\/figure>\n<\/div>\n\n\n\n<\/figure>\n<\/div>\n\n\n\n#3 Review previous calls<\/h3>\n\n\n\n
![\"Tom](\"https:\/\/plaky.com\/blog\/wp-content\/uploads\/2023\/08\/Tom-Snyder.png\")
<\/figure>\n<\/div>\n\n\n\n#4 Practice with role-play<\/h3>\n\n\n\n
<\/figure>\n<\/div>\n\n\n\n#5 Close with a specific date and time<\/h3>\n\n\n\n
<\/figure>\n<\/div>\n\n\n\n<\/figure>\n<\/div>\n\n\n\n![\"Plaky](\"https:\/\/plaky.com\/blog\/wp-content\/themes\/cake-blog\/theme\/images\/banners\/features@2x.png)
\n <\/picture>\n <\/div>\n<\/div>\n\n\n \n\n\n\n#6 Focus on the conversation<\/h3>\n\n\n\n
#7 Do your research<\/h3>\n\n\n\n
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#8 Nurture your leads<\/h3>\n\n\n\n
<\/figure>\n<\/div>\n\n\n\n#9 Find a creative opener<\/h3>\n\n\n\n
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<\/figure>\n<\/div>\n\n\n\n#10 Build a prospect list<\/h3>\n\n\n\n
Cold calling scripts <\/h2>\n\n\n\n
Basic cold calling script<\/h3>\n\n\n\n
![\"\"](\"https:\/\/plaky.com\/blog\/wp-content\/uploads\/2023\/08\/Basic-Cold-call-script-1.jpg\")
![\"Plaky](\"https:\/\/plaky.com\/blog\/wp-content\/themes\/cake-blog\/theme\/images\/banners\/templates@2x.png)
\n <\/picture>\n <\/div>\n<\/div>\n\n\n \n\n\n\nReal estate cold calling script<\/h3>\n\n\n\n
![\"\"](\"https:\/\/plaky.com\/blog\/wp-content\/uploads\/2023\/08\/Real-estate-Cold-calling-script-1.jpg\")
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Sales cold calling script<\/h3>\n\n\n\n
![\"\"](\"https:\/\/plaky.com\/blog\/wp-content\/uploads\/2023\/08\/Sales-Cold-calling-script-1.jpg\")
B2B cold calling script<\/h3>\n\n\n\n
![\"\"](\"https:\/\/plaky.com\/blog\/wp-content\/uploads\/2023\/08\/B2B-Cold-calling-script-1.jpg\")
\n <\/picture>\n <\/div>\n<\/div>\n\n\n \n\n\n\nWhat are some examples of cold calling? <\/h2>\n\n\n\n
#1 The perfect call<\/h3>\n\n\n\n
#2 Uninterested customer<\/h3>\n\n\n\n
#3 A business already under contract<\/h3>\n\n\n\n
How to use project management software to organize cold calling workflows<\/h2>\n\n\n\n
#1 Figure out which inefficiencies you want to solve<\/h3>\n\n\n\n
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![\"Comments](\"https:\/\/plaky.com\/blog\/wp-content\/uploads\/2023\/08\/Effectively-communicating-through-client-handoff-in-Plaky.png\")