Cold Calling 101: 13 Steps to Cold Calls That Work!
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- čas přidán 16. 06. 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Cold Calling Step #1: Cold calling can't hurt you.The first step to effective cold calling is to realize that cold calls aren’t going to hurt you. Many salespeople are so scared of potential rejection that they hold back when it comes to taking risks with cold calling.
Cold Calling Step #2: Make cold calling a game.Cold calling is about numbers. It’s about pushing through potential rejection until you ultimately get through to a prospect who’s a good fit, is willing to have a conversation with you, and might lead to a next step.
Cold Calling Step #3: Be willing to take risks.
I know it might seem like this step is repeating some earlier ideas, but it’s so important, I can’t emphasize this enough.
Cold Calling Step #4: Warm it up as much as possible.I don't mean get warmed up for the call; I mean warm up the actual cold calling interaction with the prospect as much as possible-before it happens.
Cold Calling Step #5: Script out the entire call.I get more pushback on this idea than almost any other sales advice I give. So many salespeople tell me, “Oh, I don’t like to use a script. It makes me sound scripted.” My response is always the same.
Cold Calling Script #6: Know your first seven seconds cold.We don't often think about how we're initially introducing ourselves to prospects.
Cold Calling Step #7: The more you talk about you, the worse you do.The data shows that when salespeople talk about themselves or their own companies, they do significantly worse with prospects. The more you talk about yourself when cold calling, the worse you’ll do.
Cold Calling Step #8: Focus on the challenges you're seeing.During cold calling, one of the best ways to engage prospects in conversation is to focus on the challenges you're seeing in the marketplace. This will show that you have your finger on the pulse of what's actually happening.
Cold Calling Step #9: Engage them to start talking.As I said before, the more prospects start to talk in a meaningful way, the more likely they are to stay on the phone with you, and the most likely you are to schedule a next step that turns into a sale. While so many salespeople are focused on pitching whatever it is that they sell, they should instead be engaging prospects in a true dialogue.
Cold Calling Step #10: Dig into what's really going on.Once you’ve got the prospect talking, don’t go into pitch mode. When a prospect says, "Actually, one of the challenges we're dealing with is this," don't say, "Well, I've got the solution for you!"
Cold Calling Step #11: Get that next step locked in.This is the most important part of cold calling. You absolutely must establish a next step. I always ask salespeople, “What's the purpose of a prospecting call, or a cold call?” They respond, “To get a sale.” But that’s not true.
Cold Calling Step #12: Confirm the next step.When you get someone to agree to a meeting, while you're on the phone with them, send out a calendar invite. Make sure that it gets into their inbox, and that they accept the invite.
Cold Calling Step #13: Don't run away from the phone after each call.As I said before, cold calling is about numbers. It’s about making a lot of dials. The difference between cold calling that’s effective and cold calling that gets you nowhere is simply a matter of picking up the phone right after you hang up with your last prospect. Get right back onto the phone, dial the next number, and keep pushing through.
So, there you have it. Now you know Cold Calling 101, and you learned the 13 steps to cold calls that work. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments sections to get involved in the conversation. If you enjoyed this, check out my free eBook on 25 tips to crush your sales goals.
![7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance]](/img/n.gif)
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
1 - They can't hurt you
2 - MAke it a game
3 - Be willing to take risks
4 - Warm it up as much as possible
5 - Script out the entire call
6 - Know your first 7 seconds cold
7 - The more you talk about yourself, the worse you do
8 - Focus on the challenges you're seeing
9 - Engage them to start talking
10 - Dig into what is really going on
11 - Get that next step locked in
12 - Confirm the next step
13 - Dont run away from the phone after each call
Thank goodness for you!
Amazing 🤩
Some will, some won’t, so what. NEXT! I’m going to remember that💪🏾🙌🏾
The actual quote to remember is the following: Some will, Some Won’t, Shan’t worry, So what, Next call
No you won't
I ❤ it!!
Exactly, and the tone and cadence of HOW you say it out loud matters. Try it. Find what sounds right to you.
Dexter Yeager i think
Here's a tip: Quit watching this video and dial the numbers. It's a great video from a great channel but that was how I got 3 appointments today. Just do it. Then do it again. And again :). Nobody says it's easy, but ya gotta do it. You never know, you may possibly meet a new best friend or find your way to a giant account with that one special phone call in the middle of all the other pointless calls. (Do it now!)
After cold calling for IT services for over 10 years the #1 downside to cold calls is NOT Rejection, it's making X number of dial's daily and only getting maybe 1 or 2 people on the phone. Once you get that person on the phone, it's then having the mental energy to actually be able to have an intelligible conversation.
Today, cold calling is an increased amount of work for much less payoff compared to even 5 years ago.
wow i cold called 5 people my first day the other day and got 2 emails. Must be lucky 😁
Did you work for Dell? That's literally what I'm doing now.
@@b_thomp_53 No, I work for a family owned managed service IT provider.
@@unitewithch Chris I'm here because I'm joining a close friends business to bring sales to him (tech guys aren't the best at it). He owns a MSP like you guys run. I'd love to hear more about your experience some time
May I ask why the payoff is less compared to 5 years ago?
"Some will, Some won't. So what, Next." Probably the best advice I have gotten as someone who has been to nervous to start cold calling, Thanks!
Rather than worrying about the entire call going smoothly it really helps me just focusing on my opening going really well! That usually paves the way for a smooth chat with a prospect and seems less daunting
Good stuff
Yes indeed
to pick up the phone and start dialing. Don't procrastinate, just pick up the phone and get the reps in
You are a consummate professional Marc! I really appreciate the value. This is my first video and received more value in this 20 minutes than I have in multiple hours of watching other videos. I appreciate you my friend.
Chris
I can really relate to this video. Working in a small company which is only two years old; I am making a lot of cold calls- a lot. I enjoy it more now. I have gotten over my personal bias and negative beliefs. Research everything.....who, where, what, why, how, what is happening before calling if you have the time. Watch comedy before. Happiness, laughing , makes you smarter- neuroscience tip, and it works.
Thanks James.
The script advice is great. You don't necessarily use every aspect of the script, but you do practice it and you do have it ready to go during the call so you can always keep your flow and momentum.
It's always refreshing to learn from a sales trainer that has actually sold on the phone and is not giving you BS fluff, this is the real deal!...Thank You!
I used your sales pitch techniques for an interview. The COO was so impressed I got an offer that day. They made their decision halfway through and said most sales people are not as interactive or engaging. I used the PowerPoint and then went to the whiteboard. They said they had no time to look at their phone and felt their concerns mattered.
Thank You
Hey Marc, I found the first 7 seconds tip the most useful. Followed by immediately mentioning what the purpose of the call is, asking the prospect if the challenge you see is something they can relate to, engage them in the convo
I am new to sales and now am in the real estate industry. I got a few folders of customer data but has been never gotten over the FEAR of doing cold calling and I found your channel. Your content & teachings are even better than what my company has to offer - AWESOME
I’ve learned so many exciting tips from your videos. Thank you for your effort and content!
Use that momentum to get right into the next call/sale. That hit. I often after making a sale chill for a bit, then try and make another. Thank you for the amount value this video brought to me. An object in motion stays in motion.
I just want to say THANKS! I am fresh new in sales bussiness and its hard like really hard. And my job is to cold calling. I had my first call today (11/07/2019) and I almost run from office because I was stressed out ass hell! Then I opened YT searched for "cold calling tips and tricks" watched your video and my first call was succesfull... I had only 4 more calls after that 2 of them ended with rejection but still thanks. I will definitely get better in this with your help. Thanks a lot again keep up doing great work!
Very good tips Mark. Don't stop calling until you get what you want. Use momentum because it s a number game. More call more chance to get a YES. 💯
Yep polite persistence is key, in my opinion. Its shows to your customer that you really give a shit too.
Unlike resumes, cold calls actually get me work within 1-3 weeks(!).
Gillian Moody
What is it that you do exactly?
@@Vae07 Yeah, I totally wanna know.
czcams.com/video/I6x0Xf1RA3c/video.html
So you can get laid off in 2-3 months
@@cucumbertoucher you can"t get "laid off" from client work, idiot. You just move on to the next client.
Absoloutely brilliant. Me and my team needed this. Back on top 💪🏻
“When you’re not afraid of making that mistake, GOOD things happen!” Truer words have never been spoken! God Bless!
Hello,
I've been in cold calling for many years. I agree to the following:
1. First impression 2. TALK to the prospect 3. Be on point 4. Follow the pitch 5.Get the prospect talking about himself 6. Number of calls 7. Get the next step confirmed
I have watched a lot of sales content and this is honestly the best video of I have seen on cold calling. Thank you so much for this. Can’t wait to check out the rest of your content.
Thanks for the great video, Marc. I believe your advice applies also to job hunting, which is what I'm doing right now. I like how you emphasize focus and patience; that this is a step in a process and not something meant to be instant. I appreciate your honesty as well, that you were nervous when you started, that it took you time to become proficient, and of course that not every single cold call is going to give the exact result that you want.
My job makes me book 5-7 sales visits per day, three times a week exclusively through cold calling over two days. It's brutal.
This video gave me quite a bit of encouragement. Thank you.
czcams.com/video/I6x0Xf1RA3c/video.html
Hey, try downloading Breezler on the app store. It will get you in touch with warm prospects. Best sales tool that I know of. Might help weth your 5-7 per day
If you can do that, I hope they are paying you a mint. Nice 1.
How do you have fun with that job
He’s probably selling insurance
Love the CC tips! Definitely has me motivated. You remind me of Tony Robbins voice wise. Keep up the great work!
Fantastic video! I've come across some of these on my own, but it's powerful to hear them repeated in one place and with confidence in their effectiveness.
"Know the first 7 seconds" ... that's so true! Right on!
And don't step away from the phone, but move from one to the next seamlessly.... that's true stuff, too!
Thank you, Marc. Really fantastic, down-to-earth and empathic advice. Appreciate it
This is one of the best video on cold calling.and all these 13 steps are the best to take,to practice and teach to others
I never really realized, but the whole “they can’t hurt you” step really is all that stops me. If I can understand that, I’ll own it all :)
What industry are you in the requires cold ?
Thanks Marc. The mental aspect in the beginning is defiantly relatable. Good tips!
This advice is like don’t be scared and say the right stuff until halfway through then it gets juicy. It changed my mind this is very valuable
Hi Marc. Thanks for sharing these very very helpful tips & advice. I am working at a foreign trade company. Every single day I am struggling with cold calling to prospects in different countries. I’m not a native English speaker, so i have excessive fears that I have to face lots of rejections plus people notice My English is not that natural. But, now I’m given much courages after this video. I’m going to practice your tips to daily cold calling and try not to get so afraid, like you said, it won’t hurt me and just dial. Thank you so much again.
Great great, one of the amazing points you brought out is focus on the keeping prospect for the next 25 "seconds" not 25 minutes or hours. 👍
Hi Marc - thanks for the incredible tips. Ask questions and get them talking about the challenges they face was the most poignant tip! And it a game of numbers. I just started cold calling and this information was pertinent to the point that I’m at in my sales. Thanks so much. Cheers Rick
M
Currently working in sales for 7 years and doing well from it now (was awful in the beginning), I can confirm this guy knows what he is talking about. Most of his videos are very good.
Really really great video: clear, concise and with lots of valuable ideas in it. Thank you for this Marc!
Fantastic suit Marc !! Your videos are always inspiring and easy to follow ..
Thank you. I'm breaking into sales and really nervous about approaching prospects cold. I really believe that number 5 will really help me! Script out the entire call! Rehearse and make it sound like it's the first time you ever said it. Of course, the tips on listening and getting them talking about themselves instead of boring them with details about you is invaluable. People care about their own name more than all the names in the world combined, said Dale Carnegie.
Just started today and it works. 2 leads in 3.5 hours of time and you know I wasn't calling the WHOLE time. So basically I'm here to learn how to triple these numbers
where did you find these cold call numbers at?
Great tips! Thank you! Was dreading making calls until listening to this video.
I will try this steps on my work. Thank you!
Mark, the last 12 out of 13 People I reached by phone all responded friendlier and asked me how I was doing after I applied your tip; “how have you been”. You are right, it disrupts their pattern of thought. I’ve coupled that with changing to a softer tonality as you’ve suggested in another video and I’m finding the calls are kicking off in a much better way, I’m getting more people to hear me out and less objections/hang up. Great content, keep it coming!
Hi Caleb, can you please share a link for the other video you've referenced, about softer tonality? Thanks in advance
How have you been? That’s bullshit - drop all pleasantries and get to the point during the call
czcams.com/video/1sXfHWqKS-k/video.html eye contact
that was my favorite point too. makes them hesitate to say no. all of a sudden the call is on it's way and it's too late to hang up. it's easy to say no in first 5 seconds, gets tougher and tougher to cut the cord with time
Great video. This was specifically meant for me, thank you
So clear, great refresh for me. It’s been some time since the last time I did cold calls. Really helped me get clear on my direction. Thank you
This guy is the real deal. His advise and instructions are an eye opener! Very valuable info!
Hey Mark, you put some real gold nuggets out there for somebody who has to start cold calling. I especially liked the last 4 ones where I was really lost. Thanx!
Flipping Gold dust dude! So insightful, full of high quality content.....
I def agree with the momentum so keep dialing even in productivity perspective
Marc very informative video. Thanks. This definitely is what I needed to hear.
Thanks Marl for helping us be more effective!
Just done my first week training, first call in the morning. Nervous but excited.
I was not interested in script out but this is how the best TV show they did. Can't agree more !! THX
Thanks for the tips. I plan on trying some out this week.
An awesome tip I received the other day was the 8x8 rule. I’m sure a lot of people know that but it was pretty interesting to take in. Follow up 8 times for the next 8 weeks, like he mentioned a lot of deals happen in the 6th+ follow up :)
Great video, thank you!
Wow Marc this video is amazing. I am in bit of rut and so I am doing my own sales training and this video just makes a lot of sense
Tips 5, 6, and 8 through 13 are amazing
This was really helpful. Especially #1-3 and 13. Thanks!
Mark-Thank you for the info!
excellent !!! what a great video. This helped me too much lol I got busy as hell a week after I saw this, making lots of appointments. Thank you !!!
Marc, thank you a lot for your video. For me, the most interesting tip to improve my results is that the more you talk about you, the worse you do. I have to learn how to listen more and ask the right questions to nail a sale.
engaging them to start talking.. breaking the ice and also it give you a hint of a real issue they might be facing
I've made the show up and throw up mistake in the past. Great advice from a true professional ! TY
Amazing tips. Thank you Marc!!
Thank you for making chapters to get straight to the point instead of wasting my time very nice
Marc. Such great clarity in your approach to cold calls. Thanks for great strategies.
Great tips, very helpful! Thank you
I've watched a lot of your videos, and this is your best for sure. Thanks
This single video led me to two other 'HOW TO' videos !!! Awesome content....lot of value...thank you so much for inspiring....already subscribed and going for the ebook !!!😊🙏👍
Such a great video! Thank you for sharing!
Thank you for the advice, I have increased my success rate
Awesome advice. Thank you so much.
I was in a rut with cold calls for a good month now and this totally changed my perspective! Hopping back on the phone now
Austin Rotella hey buddy! Is there any update?
@SkankHunt42 Now now sausage tits......don't be cheeky....
Awesome training! I've had plenty of experience cold-calling 16 years as a stockbroker, and many other sales projects, and I agree with all your recommendations and use them myself, but never bothered to analyze and document them like you did. Thank you and keep up the great work!
You are amazing Mark!!! very helpful tips a Cold Caller from the Philippines tnx much!!!
Great video thanks for the advice.
Definitely agree with scripting calls, works every time and ensures you have an answer for everything and sound sharp.
Very useful and definetly worth a go.
Thanks
Great video Marc.. I love the phone now for 7 years... your strategies will definitly help me and oh yes i subscribed. have a great day brother oh and also found you on fb and liked your page
These are AWESOME tips!!!
Awesome video, thanks for the help. Going to listen all week
Great video for tips, thank you for this!
This was a really helpful video and message for me. Thank you sir.
Thanks a lot for this information!
That was on point brother!! Thanks for making this !
Loved this video. I just started doing cold calls, and these tips have helped me a lot.
Awesome stuff. Thank you
very helpful, thanks!
This was really helpful thanks!
I love your videos! These are very valuable. Thank you
Thank you so much, learned so much from your videos.
Great info Marc, thanks!!
Fantastic video. I'm following those steps. I do cold calling and complemented it with texting. Texting is a nice Ice-breaker.
Thanks for sharing this was very helpful
Thank you so much Marc!! We needed this.
This is top tier advice man, sounds like your really know what you're talking about.
Great video I look forward to incorporating some of these tips into My daily calls
You explained very well and amazing!