How to implement an outbound call sales strategy

The secret behind every successful sales representative is mastering the skill of outbound cold calling. Many salespeople are not confident about picking up the phone and pitching to a stranger. However, if you do it right, it’s the most powerful B2B prospecting tool out there.

In this insightful guide, we will learn the different types of outbound cold calls and the best strategies for outbound calls.

What are outbound cold calls?

Outbound calls are initiated by a business or its sales team. Cold calling is an outbound call in which an SDR approaches potential customers who may or may not be interested in your product or service.

A few other types of outbound calls include –

• Lead generation involves outbound calls that determine whether a prospect is a qualified lead. The sales team asks questions and gathers information. The calls can be cold or warm, depending on whether the prospect has expressed interest.
• Booking a meeting, also known as appointment setting, is when a salesperson calls a prospect to book a meeting. Chances are they might have already touched base, so it wouldn’t be counted as a cold call. In fact, 27% of professionals consider the phone the best channel to book meetings!
• Follow-up calls where a potential buyer expresses interest in a particular product or service. They execute an action such as filling in a form or signing up for a newsletter or webinar. SDRs need to follow up via inbound cold calling. Also, they are a great way to build relationships.

The best outbound cold calling strategies and tips

So, how do you achieve higher success rates with outbound cold calling? Find out here.

1. Research your prospect

Before you pick up the phone, know who you’re calling. Research the prospect and their company through LinkedIn prospecting. Note down as much information as you can about them. Search for a connection or a possible point or factor you can use in your pitch. Also, find the best time to cold call.

After that, you are good to go for a dial. On your call, you must first provide a strong opening line and ask for the prospect’s permission to get going. It shows that you’re respectful of their time.

Once you’ve got the green signal, it’s time to go into your sales pitch. This should be at most 30 seconds.

2. Ask questions

The most effective approach is to identify the prospect’s pain points and present them in your outreach. Once you’ve listed these pain points, engage the prospect by asking if they recognize these challenges. If they confirm, go deeper by asking for additional information. This approach also helps build rapport.

Your questions must pinpoint the core issues the prospect is facing. For instance, you might ask, “How much time do you currently spend on prospecting for new business?” This way, each question serves to uncover and address a specific pain point, making your outreach more targeted and successful.

3. Offer solutions

Identify pain points and position your product as the solution. For example, if they mention using Salesforce, emphasize seamless integration. Show how your solution enhances their existing processes and addresses their specific challenges. This approach showcases the value of your offering and demonstrates an understanding of their needs, increasing the likelihood of engagement and conversion.

4. Make an assumptive close

After you’ve convinced a prospect that your product can solve their problems, take it to the next level and make an assumption close to your call. If your goal is to convince your prospect to book a time for a B2B sales demo, clarify that they will see more value from seeing the product in action rather than learning about it over the phone. You can ask them, ‘Do you have the time to see it?’

5, Do your admin

Congratulations on booking your demo! However, before celebrating, ensure you handle your admin tasks promptly. Log detailed demo notes in your CRM immediately—every piece of information matters. Follow through on commitments made during the call, such as sending invites promptly. This diligent follow-up is key to converting prospects into clients. Once all tasks are complete, celebrate your success with some well-deserved high-fives!

Bonus tips

Here are some impactful outbound cold calling tips from the top sales professionals.

• Take handwritten notes during your call.
• Record your cold calls and listen to them to find out what could be improved.
• Use your cell phone to make cold calls.

The bottom line

This is it. Now that you know effective outbound call strategies, it is time to implement them. With the right assistance from Nomadux, you can turn more prospects into clients. From effective outbound cold calling scripts to more conversions, we have all the resources you need to achieve higher sales for your business. Reach out to us and hire the best team for your calling needs.