Inbound marketing may be today’s biggest trend, but despite what other people may tell you, cold calling is not obsolete. The truth is that when a sales team uses it correctly; it is still one of the most effective methods for creating new leads, establishing high-value sales opportunities for your business, and developing your network. It is part of inside sales.

1. calling...
TO A
SUCCESSFUL
COLD CALL
14KEYS10

2. PREPARE FOR REJECTION
WHEN COLD CALLING
Think of cold calling as a
sales approach which
rewards persistence, you
need to learn to shake off
rejection (it’ll happen a lot)
while also having the
mindset that the next one
will say “yes”.
www.socoselling.com

3. KNOW WHOM YOU
ARE CALLING
To have the best chance at
success, you must not
only be certain your
contact is in a position to
buy from you, but you
also need to know why
the person should want to
buy from you.
www.socoselling.com

4. HAVE A PLAN BEFORE
COLD CALLING
Invest the time to create a
goal for each call and use
what you know about the
lead to come up with
personalised points you
want to cover before
dialling.
www.socoselling.com

5. COMBINE COLD CALLING WITH
OTHER CONTACT METHODS
To increase effectiveness,
d o n’ t o n ly c o l d c a l l
prospects, include other
communication methods
to follow up. Send an
email before and after
speaking with a prospect
and connect with them
on LinkedIn.
www.socoselling.com

6. FOCUS BEFORE DIALLING
A PROSPECT
Get into the right mindset
before making a sales call,
whether it is listening to
an inspiring song or
spending a few moments
deep breathing. Even
standing in a power pose
or smiling helps overcome
cold calling jitters.
www.socoselling.com

7. AVOID ROBOT VOICE
Once someone picks up
the phone, they are trying
to figure out as quickly as
possible if this is a sales
call. Monotone, overly
scripted speech is an easy
giveaway that will get you
hung up on before you can
finish your sentence.
www.socoselling.com

8. ESTABLISH A PERSONAL
RELATIONSHIP
Before you start your
pitch, try to build a
meaningful connection
with the lead. You want to
come across as someone
who is sympathetic to the
prospect’s needs and as a
r e s o u r c e c a p a b l e o f
providing value to their
business.
www.socoselling.com

9. USE SOCIAL PROOF TO
YOUR ADVANTAGE
A rapid way to build trust
with a potential customer
during a cold call is to show
how your company has
helped similar businesses
b e c o m e e v e n m o r e
successful. Don’t shy away
from name-dropping,
especially if the company is
a direct competitor.
www.socoselling.com

10. Avoid presenting too
much information too
quickly. It is a much better
approach to focus on one
or two main points for the
initial call and to use a
follow-up email to delve
into more details.
AVOID OVERLOADING YOUR LEAD
WITH TOO MUCH INFORMATION
www.socoselling.com

11. USE OPEN-ENDED QUESTIONS
DURING A COLD CALL
Keep the prospect talking by
a s k i n g o p e n - e n d e d
questions. Remember the
call should be a 2-way
conversation not a 1-way
sales pitch.
www.socoselling.com

12. www.socoselling.com
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