The BEST Cold Calling Techniques That Really Work in B2B Sales & Tech Sales (2023) | Cold Call Tips

Summary

In this video, the speaker shares key cold calling strategies that can help boost leads and close more sales. Key tips include using the right tonality to engage prospects, leveraging human psychology by asking for help, and setting clear expectations upfront. The speaker emphasizes the importance of building rapport quickly, using a calm yet assertive voice, and making the conversation feel like an opportunity rather than a sales pitch. With proven methods and insights from personal experience at Oracle, this guide offers actionable advice for successful cold calling.

Takeaways

• 😀 The first five seconds of a cold call are crucial for making a good impression, and much of that is based on your tonality.
• 😀 Tonality accounts for 70% of whether or not someone likes you during a cold call, while the words you say account for 30%.
• 😀 A relaxed but assertive tonality is ideal for building rapport during a cold call.
• 😀 Opening lines like 'How are you doing today?' are effective, but you should be prepared for varying responses.
• 😀 Asking if you've caught someone at a bad time ('Did I catch you at a bad time?') is another good opening line to engage the person.
• 😀 Using human psychology, such as asking for help, can improve the effectiveness of your cold call.
• 😀 A technique to grab attention is to say you're a little lost and need their help, as people are generally inclined to help others.
• 😀 Setting clear expectations at the start of the call, like explaining why you're calling and how long it will take, is important for engagement.
• 😀 Present your agenda upfront and provide value to the person on the call, offering them a choice without pressure to continue.
• 😀 To further engage, use data points about the prospect's content or business and follow up with a relevant question.
• 😀 A successful cold call focuses on understanding the prospect's pain points and solving them, which can lead to a more productive conversation.

Q & A

Why is tonality so important in cold calling?

Tonality plays a huge role in cold calling because it determines how the person on the other end perceives you. Since they can't see you, 70% of how they judge you is based on your tone. A friendly, calm, and assertive tone helps to build rapport and increases the chances of a positive response.

How can I improve my tonality for cold calls?

To improve your tonality, aim for a calm but assertive voice with some energy. Speak at a steady pace—not too fast or too slow—and avoid sounding too casual or robotic. A good example is saying, 'Hey John, it’s Patrick from Microsoft, how are you doing today?' in a conversational, confident manner.

What is the significance of the first five seconds of a cold call?

The first five seconds are critical because people make a quick judgment on whether they like you or not. This judgment is largely based on how you sound, so starting with the right tone and energy is key to engaging the person and making a positive impression.

What are some effective opening lines for cold calling?

Effective opening lines can vary. One simple approach is asking, 'Hey, how are you doing today?' which is generally well-received. Alternatively, you can ask, 'Did I catch you at a bad time?' which opens the door for the person to engage, even if they are busy.

How does asking for help impact the outcome of a cold call?

Asking for help is a psychological technique that taps into people’s natural instinct to assist others. By saying something like, 'Hey John, I’m a little lost, do you mind if I take a second to tell you why I’m calling?' you pique their curiosity and make them more willing to listen to you.

Why is it important to set an agenda at the beginning of a cold call?

Setting an agenda helps establish clear expectations for the call. It tells the prospect why you’re calling, how long the conversation will take, and what they can expect. This approach makes the conversation feel more structured and less pushy, increasing the chances of the call progressing smoothly.

How should I structure the agenda for a cold call?

When setting an agenda, briefly explain why you’re calling, what value you’re offering, and how long the call will take. For example: 'I help companies turn long-form content into YouTube Shorts to drive more engagement. I just wanted to see if it makes sense for us to work together, and if not, that’s totally fine.' This lets them know it’s a short, no-pressure conversation.

What are the benefits of providing value early on in the cold call?

Providing value early helps the prospect understand why they should continue the conversation. It positions you as someone offering a solution, not just a sales pitch. By explaining how you can help them or offering an insight relevant to their business, you increase the likelihood of the call moving forward.

How can I transition from setting an agenda to the actual sales pitch?

After setting the agenda and receiving confirmation from the prospect, smoothly transition by asking a relevant question based on their business. For instance, 'I noticed you’ve posted a lot of long-form content on YouTube. Have you thought about turning that into Shorts or TikToks to increase engagement?' This question invites further conversation about their needs.

What should I do if a prospect says no or isn’t interested?

If a prospect says no, don’t take it personally. Respect their decision and end the call politely. You can always suggest scheduling a follow-up or calling back another time. The key is to leave the door open for future opportunities without being too pushy.