2. What is cold
calling
Introduction
Visit or make
unsolicited
phone calls to
unknown
customers for a
sales
appointment and
for the purpose
of generate
revenue.
It is also known
as
telemarketing
Cold calling is used to attempt to convince potential customers to purchase either the
salesperson’s product or service. Cold calling is generally referred to as an over-the-
phone process, making it a source of telemarketing, but can also be done in-person by
door-to-door salespeople.
3. • Start with welcome email.
• Explore about the organisation before approaching.
• Attention to detail is very crucial.
• Respect your prospect’s time.
• Answer their burning questions with great impact.
• Set a firm date.
• Seek Out a Personal Connection.
• Don’t stop following up.
4.
5. Current Marketing Trends
In summary, the results showed that exactly 50% of respondents used the power of
referrals as their driver of new business, with the more traditional approach of cold
calling gaining just 21.4% of votes, followed closely by repeat business (12.5%),
marketing (8.9%) and social media (7.1%).
6. Sales Facts in Figures
•The average salesperson only makes 2 attempts to reach a
prospect.
• Email marketing has a 2 times ROI than cold calling,
networking or trade shows.
•The best time to cold call is 4:00-5:00pm. The second best time
is 8:00-10:00am. The worst times are 11:00am and 2:00pm.
• 8-% of sales require 5 follow-up calls after meeting. 44% of
salespeople give up after 1 follow-up!.
• For each month you do not contact your customers / prospects,
your influence drops 10%.
•Thursday is the best day to prospect. Wednesday is the second
best day, Tuesday is the worst day.
7. Cold Calling Mistakes
•Not making business development a priority
•Negative mindset
•Calling the wrong prospects
•Lack of preparation and unclear objectives
•Not setting yourself activity targets
•Asking too many closed questions
•.Giving up too easily
•Having a weak opening statement
•Not speaking to the decision maker
8. Must Remember:
48% quit after the first contact
20% quit after the second contact 7%
quit after the third contact
5% quit after the forth contact
4% quit after the fifth contact
80% of customers say "yes" after
the sixth contact! Many clients will
not buy from you on the first call.
