What You Need to Know Before Cold Calling

cold callingAs a B2B salesperson, you know how difficult cold calling can be. Everyone calls you a telemarketer. They think you’re trying to trap them in a contract, right? Wrong! The truth is if you’re calling the right people with a message that’s relevant to them they’ll see value in what you offer and will even be glad that you called.

Know Prospects Better than they Know Themselves

Cold calling allows you to identify strong prospects to nurture them into sales-ready leads. If you have an idea of the types of B2B buyers that are attracted to your product, you can create a buyer persona. This will give you a general idea of what prospects are looking for and how you can help them. When you find a specific prospect to call, you’ll already know the pain points that exist and how your products or services can help. When you’re cold calling, your prospect isn’t expecting your call and so probably isn’t prepared to tell you what they would want to get out of your product.

Be prepared with a general list of pain points that are relevant to your offerings and value propositions. You can probably identify issues that your prospect hadn’t even thought of yet. They’ll be impressed with your knowledge of the industry and willingness to work with them to reach their goals.

Research Background Information on Prospects

To make initial contact, you need to have you’re the names of prospects and contact information, such as email address and phone number. In order to have a successful and relevant conversation you need to know who these people are, what they do if they’re a decision maker, and information about their company. Knowing specifics about your prospect will allow you to further target your message and sales pitch to their exact needs.

Decision-makers are busy and don’t want to waste time on the phone answering your qualifying questions; they want to cut to the chase and find out what value you can offer them. Try to qualify them before you call by spending hours researching them on the internet. The best B2B salespeople work smarter, not harder.

Do you need help improving your sales calls? The ZoomInfo contact database can help! Access direct-dial phone numbers, email addresses, and even news articles about your prospects so you can warm up cold calls. Contact us today to learn more at 866-904-9666!