Tips for Calling Prospects: The Dos and Don’ts of Cold Calling

Wondering how to call prospects the right way? Well, then you’ve come to the right place.

It’s no secret that cold calling is a difficult job. But there are a few things you can do to make the experience go more smoothly. Hint: always be prepared!

Keep reading to learn all the dos and don’ts of calling prospects.

Do: Have a Plan

Before you dial a prospect’s number, build an outline of what you want to say. You need to know exactly who you’re calling, how you can solve their problems, and what questions you want to ask them.

You should also learn how to communicate with prospects in any situation. For example, what if they say they’re not interested or that it’s too expensive? Go into the call knowing all your responses.

Do: Keep Things Brief

People are busy, so it’s important to keep your message brief.

Before the call, practice your “15-second pitch,” talking about how your product or service could benefit them. So instead of starting with “sorry to bother you” or “I wanted to check in,” jump right in.

And if they have a question to ask, make sure you listen to them and respond thoughtfully. Conversation back and forth builds trust and rapport.

Do: Leave a Voicemail

If they don’t pick up, don’t get discouraged.

Leave them an interesting voicemail that makes them want to call you back. Tell them your name, the number they can reach you at, and your reason for calling. And before you hang up, state your name and number one last time.

Don’t: Focus On Closing

While setting up a future meeting or closing the sale is always great, it shouldn’t be the focus of your call. The purpose should be to understand a prospect’s interest level in your product or service.

Zeroing in on the close could also put undue pressure on both you and the prospect, ruining the call altogether.

Don’t: Be Rigid

While having an outline is good, you can’t be too rigid in your message. If the person takes the call in an unexpected direction or has some questions for you, don’t try and bring the conversation back to your script. Just go along with it!

Nobody wants to feel like they’re speaking to a robot with a prerecorded message.

Don’t: Take Rejection Personally

Nobody is immune from rejection in business.

So when somebody tells you no with conviction, don’t take it to heart. It means that your product or service isn’t for them. There are lots of prospects out there, so don’t get hung up on the ones that don’t work out.

There will be someone who says yes, even if it takes a while.

Start Calling Prospects With Confidence

It’s impossible to master the art of cold calling overnight. But if you start implementing these dos and don’ts, calling prospects will become a lot easier. Just remember to be prepared, ask questions, and always keep going!

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