The act of calling
Once you have a lead on the phone, start by presenting yourself. Give your full name and company name upfront, so the caller knows who they are talking to and, potentially, why you called them. Also, be sure to mention a colleague or reference name, if you have one, in your introduction. This will decrease your chances of being hung up on.
Next, although the internet is torn about this subject, our sales experts recommend briefly asking if this is a good time for a chat. Aim to ask this question in a way that yields a positive result and state of mind. For example, instead of saying, “Did I catch you at a bad time?”, turn the question around and ask, “do you have a minute to chat about X?”. If the caller says they are free, you are less likely to be cut off as they have assumed the obligation of hearing you out.
Much like cold emailing, after introducing yourself, you need to pique the caller’s interest as you explain the reason behind your call. Curiosity is linked to lower defensiveness and stress levels, so leads who are curious might give you more of their time.
Focus the conversation on the value and ease your product or service can add to the lead’s company. In addition to asking questions and listening to what the caller has to say, mention powerful numbers, say if a competitor of theirs is using your products or services, and mention your USP’s that differentiate you from the crowd. All the while keeping your end goal in mind.
Lastly, remember to keep your tone of voice firm, confident and sober. No need to slow down your speech during phone calls; keep your discourse at an average pace to sounds confident and smart. Avoid trying to sound overly cheerful as that raises suspicion rather than building trust.