Your 101 Guide To Outbound Cold Calling To B2B Leads

Did your team leader just brief you about the company’s new client? Is it completely on generating B2B leads? Well, if this seems like a task that’s going to keep you on the toes, it definitely is. However, it’s not as tough as you perceive it to be. Knowing the tips and tricks of outbound cold calling makes it easier to cold-call any lead with extreme confidence.

While talking to a potential client, you need to take care of a lot of aspects, such as voice modulation and using different vocabulary and methods. Reading down the script robotically won’t do the job. So, we’ve curated this guide, especially for cold callers. It will help you make the best outbound cold call ever.

1. An Impactful Opening 

Whenever you give a call to the B2B prospect, chances are higher that the receptionist or assistant will receive the call. So, don’t respond negatively when the voice on the other side goes, “Hello, this is Clay from Johnson & Johnson. How can I help you?”

Don’t question right away, asking, “Sorry, who’s this?” It wouldn’t be a strong opening. Remember that this is your opportunity to grab their attention. Don’t divulge all the details in the first conversation itself. The urge to jump directly to the pitch is understandable. However, don’t give in.

While talking to the assistant, always sound like you’re the senior instead of a mere salesperson. When they realize a senior is on the call, they’ll more likely transfer the call.

2. Build Connections

Once the introduction is done, strike up a conversation with the person on the other side of the call. Why is that? It uplifts your personality and sets you apart from the cold callers who directly jump to the pitch and are rejected within the first 15 seconds.

A faint touch of personalization is a crucial element of any outbound cold calling strategy. Poor personalization, tone-deaf texts, and weak timing are major turn–offs. So, pay attention to these minute details to avoid rejection. Below are some of the questions mentioned for your reference. You can use them to strike up a conversation.

• I went through your LinkedIn profile. Congratulations on the new role! How has it been?
• So you’ve worked as a (designation) for a decade at (organization’s name)? It’s impressive. How did you manage to continue for 10 years?

These questions are your best bet to lure the prospect into the conversation.

3. Go for the pitch

Once you’re done lightening the mood, it’s time to move swiftly to the pitch. A small conversation will coerce the prospect to ask the reason for your calling. Before answering the question, the USP of the organization should be at the tip of the tongue. Don’t rule out the possibility that the prospect is already working with your competitor.

Presenting the USP will quickly grab the attention of the prospect. It will portray an image that you have got good know-how of the industry and its challenges. You script should strictly follow three rules. They are:

• Clarity: your words must penetrate the mind of the prospect. The pitch should be relevant to them and their industry.
• Conciseness:  Consider it a starting point for further discussion; you are not required to provide every detail of your company. Consider your pitch as a tweet and see what you can say in 280 characters or fewer.
• Easy to memorize: On a cold call, you don’t want to stumble for words or lose your momentum. Recall two or three statistics or facts and apply them consistently.

4. Ask Questions

This is the deal-breaker. Be direct with your question. The person you’re talking to is not a fool. So, beating around the bush is only going to drive them off. Instead, directly jump to an open-ended question.

Additionally, during outbound cold calling, the salesperson should only do 30% of the talking, and the other 70% should be from the prospect’s end. Because a prospect is more likely to buy if they feel heard and have the opportunity to speak freely. In a recent HubSpot research, 69% of buyers stated that “listening to my requirements” was the only thing they needed from sales representatives to do.

Use open-ended questions to demonstrate to the prospect that you are a good listener. They start the conversation, allowing you to learn crucial information that will be useful to you later in the call.

5. Mirroring 

Once your talking part is done, pay attention to every word that comes out of the prospect’s mouth. When you make a cold call, doing this can produce excellent results. Then, try to mimic their speech. That’s how simple it is!

What’s the point of all this?

It has been shown to be a successful strategy for establishing rapport and raising your chances of getting “accepted” by the person you’re speaking to. The prospect becomes more at relaxed and feels more at ease speaking with you as a result.

Conclusion 

Cold calling B2B prospects don’t have to be a time-consuming and unproductive activity. There’s no reason to worry if you’re aiming for a list of pre-qualified leads. Simply engage in a real discussion to establish rapport and convey the benefits of your offering. I’m done now.

You can close more B2B leads with calls that seem less intrusive and more like casual chats. The prospect will find it helpful if you follow the script and advanced steps mentioned above.

Establishing an in-house outbound cold calling consumes a lot of time and capital. Nomadux is here to offer expert outbound cold-calling services to target the B2B leads with utmost professionalism. You may expand your business with the help of our customized outbound cold-calling service. With the support of our exceptional staff, we help turn cold calling into an actual business. For further queries, you can reach out to us via mail at info@nomadux.com or call us at (516) 570-9241.