[Live Training] The State of Cold Calling: Old school tactics that won't work in 2024
Jan 16, 2024
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Sales experts Greg Alexander, Jr. and Colin Specter discuss the state of cold calling in 2024, including the significance of cold calling, strategies for success, importance of practice, optimal times for cold calls, prioritizing calls, increasing pickup rates, voicemail strategies, and the importance of being relaxed and specific in cold calls.
Practicing specific sections of the cold call, like the intro and elevator pitch, helps reps sound confident and knowledgeable.
Calling during specific times with higher pickup rates and using sales engagement tools can increase cold call success.
Using permission-based openers and matching area codes to the prospect's location improve connect rates and engagement.
Deep dives
The importance of practice and tonality in cold calling
Being well-practiced and relaxed during a cold call is crucial. Practicing specific sections of the call, such as the intro and elevator pitch, helps reps sound confident and knowledgeable. Tonality should be friendly and approachable, making it hard for the prospect to be rude. Deep breaths and relaxation techniques can help reps before a call to stay calm and focused.
Increasing cold call pickup rates
To increase cold call pickup rates, reps can call on Monday mornings and Friday afternoons when prospects are more likely to be available. Prioritizing cell phones and being transparent about where the number came from can also lead to higher pickup rates. Another strategy is to double tap prospects by calling them back immediately if they don't pick up the first time. Using a sales engagement tool to call prospects who have shown engagement through emails or videos can also be effective. Lastly, calling during the times when pickup rates are the highest, based on data analysis, can yield better results.
Effective openers and establishing relevance
Using permission-based openers, such as asking if it's a good time to talk, can make prospects more receptive. Establishing relevance by referencing specific details from their LinkedIn profile or job description can show that the rep has done their research. Openers should be relaxed, authentic, and tonally friendly. The goal is to make it difficult for prospects to brush off the call and to engage them in a meaningful conversation.
Improving Connect Rates with Caller ID
Using an area code that matches the geography or business location of the prospect can improve connect rates. For example, if selling to K through 12 schools, using a caller ID within the school district can increase the likelihood of getting a response. This tactic of matching area codes enhances connect rates more effectively than number spoofing. It is important to match the area code to the prospect's location, especially for net new accounts and initial cold outreach.
The Effectiveness of Voicemail
Voicemail can significantly impact pickup rates and increase the chances of prospects responding to subsequent calls. Leaving a voicemail on the first call increases the pickup rate for second, third, and fourth calls by over 25%. By leaving a voicemail, familiarity is established, reducing uncertainty and anxiety when making future calls. Voicemail can also serve as an opportunity for prospects to engage with the content, such as checking out an email that was sent or learning more about the company and its offerings. This multi-channel approach increases the chances of building rapport and generating a response from prospects.
This episode is the audio from our recent webinar on the state of cold calling in 2024. We were joined by Greg Alexander, Jr. of ZoomInfo and Colin Specter of Orum. We discuss how the most successful sales teams on the planet are leveraging the phones to pack their pipeline full of qualified opportunities.
Check out the show notes, more free content, and get coaching at https://outboundsquad.com
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