If you want to maximize the potential of your cold calls, there are still some steps you can take even after you’ve hung up the phone. Check out these tips to see what you can do to improve your follow-up game and evaluate your cold calling skills.
30. Analyze Your Sales Call to See if it Went Well
The best way to get better at cold calling is to make a lot of calls, and learn from every call. But most salespeople are never taught how to effectively evaluate a call. Instead, they focus on the level of rapport they've achieved with the prospect .Cold calling company for windows and doors replacement You have to look beyond that and understand what does and doesn't define a successful sales call.
There's an easy, unambiguous process for this: understand the two key stages of the sales call and then determine if your call was a 10/10. Use this process to quickly evaluate the quality of every sales call within less than one minute—you'll never be left guessing or wondering how well a call went again.
Here’s How You Really Know if a Sales Call Went Well
31. Develop the Right Mindset to Recover From a Bad Call
When cold calling goes wrong, a particularly painful rejection can totally deflate your sales soul. But don't forget that failure is a guaranteed part of your sales process—not every prospect in every unique situation will be a good fit for your solution.
To stay buoyant when confronted with failure (or an ill-tempered prospect who reacts abusively to you), it’s important to take a step back. Get out of your chair, away from your desk, and take a 5-minute break. Get some distance from what just happened. Best lead generation company for Air Duct cleaning Then you’ll be able to come back with a better mindset for calling.
Here’s more on how to recover from a bad sales call:
Sales Mindset: How to Recover from a Bad Sales Call
32. Follow up, follow up, follow up
If you often find yourself waiting around for a prospect to get back to you after a great sales call, you probably need to level up your follow-up skills.
I have a simple philosophy: I follow up as many times as necessary until I get a response. I don’t care what the response is as long as I get one.
Get the inside info on my follow-up philosophy:
Master the Sales Follow-Up With This Proven Formula
Get a free copy of my most popular eBook
"By using Steli's Follow-Up Formula, we closed a $42K deal after 16 months of consistent follow up. It worked!"
I agree to receive communications from Close. I can unsubscribe at any time.
33. Analyze Cold Calling Benchmarks and KPIs to Optimize Your Strategy
When you’re in sales, you’re always wondering what’s good enough. A great sales professional is never satisfied and always on the hunt for more.
Should you dial more numbers?
Do you need to improve the quality of your leads?
Should you focus on crafting a better sales pitch? Or work on a more effective opening?
There are many opportunities to optimize your cold calling process. If you want to know how you're doing in different stages of your sales process, you need to track the right metrics and compare them to industry benchmarks. The main metrics you need to track are activity, quality, and conversion metrics.
Learn more about how to use cold calling KPIs and benchmarks to identify where you can get the biggest wins with your B2B cold calling efforts:
Cold Call Conversion Rates: Funnel Metrics & Benchmarks
Sales Benchmarks: The 30/50 Rule for Cold Emailing & Cold Calling
Data-Driven Sales: The 3 Cold Calling and Emailing Metrics that Matter
34. Try SMS to Connect With Leads
You know the power of the phone in sales, but did you think about actually texting your prospects? According to a 2017 report called The State of SMS, by now 48.7 million people will have opted in to receive text messages from businesses. That's a HUGE number, so why not add this to your toolkit?
There are so many reasons why SMS can change your sales game. For one, no other medium has the reach rate of text messaging. Emails might get caught up in spam, and phone calls might go unanswered—but text messages almost always get read.
Pro tip: You can easily increase your reach rates with prospects by using built-in SMS with Close. With just one click, you can send an SMS to your leads in Close right away or schedule them for a later date. It makes keeping in touch and engaging with leads easier than ever before. You can also review your SMS activity and gain a better understanding of how effective SMS can be for you or your sales team.
If you're ready to start texting your leads today, Best lead generation company for home improvement company sign up for a free 14-day trial of Close.
Learn more about using SMS to do cold outreach and follow up with prospects:
Should Salespeople Text Their Prospects?
Sales Follow-Up Text Messages: Convert More Leads with SMS
35. Don’t Assume the Worst About a Prospect That Hangs Up
No one likes getting hung up on while cold calling, but you can’t let one bad sales call ruin your day. Just take a deep breath and ask yourself, “Is this result any different than if I’d never made the call?” Next, focus on why the prospect hung up on you, so you don’t make the same mistake twice.
When a Prospect Hangs Up on You, This is What You Need to Do
36. Come Into Call Reviews With an Open Mind