Cold calling in a B2B sales call is a daunting yet important process. It’s a sales call from you to talk to leads, pitch them your products and take them further in a B2B sales funnel. Mastering cold calling is not too difficult. By practicing well and working on your skills, you can score any sales call. But it’s still crucial to remember that a sales call is not meant to sell your product immediately after the first call. Rather, it’s an opportunity to familiarize your business and products to your leads, educate them, and use it to enhance your B2B customer journey.
Let’s take a look at some of the best B2B sales to call tips and how you can use them to achieve your goals:
Perfect your opening line
In a B2B sales call, the opening line is everything to break the barrier. A bad or dull call opening can irritate your prospects, and you might not get a second chance to talk to them. That’s why it’s important to work on your opening line and deliver something that makes your prospects talk with you.
While working on your opening line, you shouldn’t say something that can work as an exit door to say no. This line includes:
- “Do you have a minute to talk?”
- “Did I catch you having a bad time?”
They may come off as you showing respect, but many times it boomerangs in the wrong way.
Statistics show that using these kinds of opening lines makes you 40% less likely to book a meeting.
Then, what kind of opening lines will be right?
You can use any one of the following lines:
- “Hello, Mr. Ryan. How have you been?”
- “Hi, Mr. Ryan. This is Robert, and I’m calling from an XYZ consulting company. We provide the ___ services that help in reducing costs and increasing revenue. Would you like to hear more about our services?”
You can start by asking simple questions as opening lines, which will help you to start a conversation with them.
Narrow down your list
Finding a list of leads and calling each one of them sure sounds like a good idea. It’s feasible as well. But, not following a defined plan makes it profitable?
When it comes to b2b cold calling, it shouldn’t be how many calls you did in a day, rather who you are calling matters the most for that you should build a comprehensive b2b sales funnel for winning more customers. Quantity matters over quality, isn’t it?
Instead of calling everyone on the list, make sure you have defined your target audience and built a strong list based on your ICP. Creating a targeted list will increase your chances of making more successful sales calls.
You can study your competitor’s testimonials site and the existing clients’ database to define your ideal customers.
After that, you can do more research about the companies to see if they are a good fit by visiting their websites and social media profiles and finding their decision-makers.
To find the contact details. Of the decision-makers, you can take the help of various cold email tools. Some of these are:
- Hunter.io
- Snovo.io
- LinkedIn profile
- Company websites
These tools will easily help you to find the contact details for your leads.
Don’t be scared of rejection.
Commonly, one or two sales calls might not give you success in one go. It’s also important to remember that rejection is an inevitable part of the sales process. So, instead of getting scared from rejection, embrace it proudly.
Some tips to face rejection are:
- Talk with your team and managers to find out the cause of failure and brainstorm how you can work on it.
- Find out the reasons for rejection.
- Practice more and work on your sales pitch to be more confident.
- Try not to worry about it too much.
Work in a quiet environment while making a sales call.
Distraction divides up your attention, making it difficult to focus properly while doing your sales work. Working in a distracting environment always increases the chance of causing mistakes, losing your attention, and affecting the quality of your work. Hence, it’s important to work in a peaceful environment, which also helps you to quickly complete the work.
- Mute off your phone notifications while you complete your work.
- Block out some time to give undivided attention to your work.
- Put on the noise-canceling headphones while making the sales call.
Doing a B2B sales call needs both patience and practice to make it a success. With some research and planning, you’ll be able to make any sales call with confidence.