Set More Phone Appointments in 2015: How to Motivate Your Team (or

Yourself) to Cold Call Successfully

Question:What are your business new year’s resolutions for 2015?

Be a more aggressive sales hunter?

Get your foot in the door with more interested prospects?

Sell more stuff?

Whatever your resolutions are, you want to connect with more good prospects and turn them into customers…

Here’s one great way to keep those resolutions…

...become a more consistent, more successful cold caller.

How?Use these 4 ways to motivate your team (or yourself) to cold call successfully:

1. Make a Commitment

First, ask yourself:Do you view cold calling as an important tool in your biz-dev arsenal?(It’s fine if the answer is “no”—you shouldn’t waste time on tactics that won’t create leads for your business!)

But if the answer is “yes,” you’ve likely faced some of the following obstacles:● You perceive cold calling to be

difficult/annoying● You see cold calling as “beneath” you● You don’t want to spend hours every day

trapped in a cubicle making calls

Fact: Cold calling isn’t always easy or fun. But if you don’t call, your competitors will. And cold calling is a lot more effective when you do it consistently. Here’s why:

More dials = more completed calls = more

appointments.

And with consistent cold calling, you’ll develop a

picture of what works and what doesn’t…

...so you can track, measure, and fine-tune.

Start 2015 with a commitment to making a certain number of dials every day, week,

or month. Help each other (or push yourself) to meet your objectives. Aim for

consistency over frequency.

Wise Guys Tip

2. Set Expectations

Fact:Cold calling works…

sometimes.

Unrealistic expectations can sour your view of cold calling…

...and scuttle your efforts before you even start.

Cold Calling Guidelines:● 3-7 dial attempts = 1 completed call● 8-10 completed calls = 1

appointment● Expect 2-4 completed calls per hour

But remember: even good cold callers have unlucky streaks…

Be ambitious... but be realistic. Set expectations for success. Don’t let short-

term failure derail your medium- and long-term goals.

Wise Guys Tip

3. Understand What Works

Fact:If you use the right tactics, you can set a lot of appointments on the phone.For example, if you…

...spend your pre-call time wisely

...call the right prospects

...and say the right things

...you’ll maximize your chances of setting more appointments.

Call List Tips:● Call prospects who resemble your clients● Call groups of similar prospects to make your calls

faster, and to focus on shared challenges● Cull your list frequently to ensure it only includes good

prospects● 40-40-20 Rule: 40% of prospecting success comes

from your list, 40% from your offer, and 20% from “creative” (words, tone, etc.)

Pre-Call Planning Tips:● Don’t waste time researching individual

companies● Profile your prospects according to categories● Aim to set appointments with lots of prospects,

not specific prospects● Prepare to accept “no” and move on to the next

good prospect

Tips for When You’re on the Phone:● Focus on your prospect’s challenges and

priorities● Ask questions to get your prospect talking,

and to overcome initial resistance● Sell the benefits of a meeting, not your

product

Scripts that work...

Double Handshake:“Hello, I’m [NAME]. We haven’t met, but do

you have a moment to speak with me?”“No problem, is there a better time we can

talk today?”

T.R.I.C.:“The reason I called _________”

Steer the conversation with questions:“If changing your approach isn’t a top priority right now, what are your top priorities?”

“It sounds like your process is firing on all cylinders! Are there things about your process you wish were better?”

“Wow, I don’t hear that very often. Can you share some of the details of what you’re doing so I can understand what’s working so well (and maybe use it for myself!)?”

“It sounds like things are going pretty well. Are you ever concerned about [INSERT COMMON PROBLEM]?”

“I hear that a lot. What’s the one thing you would change about your process if you could?”

“Boomerang” Message:“Hi [prospect’s first name]. This is [your name], and

you and I have not met. I’m calling regarding [competitor company]. Once again, this is [your name].

My phone number is [phone number]. Again, that’s [phone number]. I look forward to speaking with you.”

4. Role Play

Question:What do you say when your

prospect says…

“What is this regarding?”

“How much does it cost?”

“Why don’t you send me some information and I’ll

get back to you?”

To practice for these and other scenarios and to hone your

skills, role play regularly.

Wise Guys Tip

Role Playing Tips:● Practice a range of different scenarios● Review recent real-world challenges● Take turns playing the prospect role● Play the “fly on the wall” role● Offer positive feedback before, and more

frequently than, negative feedback

Question:How are you going to use

cold calling to help keep your biz-dev resolutions for 2015?

Dialing frantically with no plan?

Making a week of calls then calling it quits?

Doing what you always do and expecting better results?

● Cold call consistently● Set realistic expectations for success● Learn and use tactics that lead to more appointments

○ use a good list○ master efficient pre-call planning○ ask questions○ focus on your prospect

● Role play to discuss challenges and improve your skills

Or will you cold call your way to a more successful 2015 by committing

to:

Set More Phone Appointments in 2015: How to Motivate Your Team (or

Yourself) to Cold Call Successfully

© Business Wise Inc. 2015

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