Cold calling is one of the hardest aspects of a sales rep’s job, considered an outdated method in the digital age by most sales professionals. Unfortunately for them, cold calling is also one of the most effective ways to reach potential customers. And the numbers support this — with 57% of buyers preferring cold calls over other methods.
So, what’s the hurdle?
Today, a majority of sales reps are struggling primarily on the best way to approach their prospects. And, even though you might have nailed it, it is possible that at least 20% of the data you have is inaccurate and outdated, making your entire process futile.
The trick here is then to acquire good, useful data and spend minimal time doing so. And the best way to accomplish this is to get your hands on the correct phone numbers of people in charge. To help you get out of this sales cul-de-sac most of your peers grapple with, we’ve curated a list of 10 cold calling tips that will win you the data you desire
1. Draw On Out-Of-Office Replies
A little sneaky, but very advantageous, this handy cold calling trick can get you anyone’s number. All you have to do is mail them when you know they will be off work. Most responsible professionals have an out-of-office email template, ready to be sent out on weekends and holidays to respond to unexpected emails.
Here is a screenshot of one such template. Note that the concerned individual’s number has also been added to the message. Even if you happen to have a prospect that does not do so, you’re likely to find their number in their signature.
2. Leverage a Data Product or Service
For the busy and the time-savers, there are several great third party options that can bring the numbers to you instead of you having to hunt for them. You can either take the help of agencies that provide a list of phone numbers of your prospects or invest in a reliable product that can extract these numbers for you.
By choosing a product over an agency, you can avoid the biases innate to an analysis by a human. An AI-powered platform like Clodura can extract the data of decision-makers from thousands of profiles and serve it to you within a negligible amount of time compared to how much it would take you to do so manually. You will even have access to a chrome extension to make things easier.
According to a 2016 study, on average, 18% of telephone numbers change annually. While this figure may be different in 2020 and requires more research, it’s best to steer clear of inaccurate data completely, considering 95% of organizations see negative impacts on their cost and resources because of poor data quality. A data extraction product also comes with the promise of keeping the information up-to-date, relevant, and accurate to allow you to save time, effort, and resources.
3. Scope Their Online Resume
If you’re aiming to talk to an influencer, you’re in luck. Most big-shots in their field have a personal brand that they establish and flourish through content in the form of blogs, images, videos, or podcasts. Reaching them through this is relatively easy if you’re willing to dig in.
To remain an attractive candidate for a relevant job in their industry, your prospects can also have online resumes on the web. Even if they aren’t seeking a job, many job sites like Monster.com and Naukri.com will still have their resumes available for you to peruse. Like traditional resumes, but working full-time and in a searchable format, an online resume is a much easier option to go for when you’re looking for something specific like the phone number of your prospect.
The only drawback of this method is that the individual can choose to keep their information private, in which case, you will have to send an equivalent of a “friend request” to get included in their circle. It is best to keep a note of the common ground between you two so that you can reach out to them accordingly.
4. Connect Through the Company Switchboard
A little time consuming but the easiest way to connect to someone, the company switchboard is any sales executive’s go-to option. You can find the number with a simple search and be greeted with a live receptionist or an automated transfer service. While it will probably only connect you to the concerned department or the office number of the person you want, it is still one step closer to a personal conversation with the decision-maker you need. If you’re lucky, a general inquiry can get you their personal number as well.
5. Request Someone From Their Network
While the person in charge you want may be a busy individual with a lot of hurdles on the way to getting a personal conversation with, the people around him are reasonably easy to connect to. Getting in touch with the operator or the personal assistant will require no more than a quick search, and if you happen to fall upon a colleague’s contact information, then that’s even better.
Simply call or email them to request the phone number of the person you want or, if that’s too much, then to get on a phone meeting with them. Once you’ve got the chance to have a personal conversation with them, it all falls on your sales skills, whether you can create a rapport strong enough to sell to them or not. You can go over this blog for cold calling sales tips on generating meetings with your prospects in the first go.
6. Ask Around in Your Network
It’s a small world, and if you and your prospect are from the same industry, chances are you know someone who knows someone who knows your prospect. Although it may feel like a shot in the dark, don’t judge this cold calling tip harshly before trying. Ask around in your network enough, and you’re bound to get a chain of people that can get you the individual you require. Depending on the status of your prospect, this chain could only consist of you, a mutual contact, and them, or it could have a dozen people. So, be prepared for the same before you start.
7. Use Google Search
An obvious but often overlooked method when you’re trying to reach someone higher-up, there are few things a Google search can’t get you. With the digital identities of everyone plastered on the web, sales reps have it easy when they are looking for someone’s contact information. However, if your prospect is at a higher or an important post in his company, it is common-place to assume that their phone number won’t be readily available.
We advise you not to do that, though. Before starting on any other technique, carry a quick Google search on your prospect. As part of increasing its search database, Google also has an extensive collection of phone numbers from online phone directories.
All you have to do is put the concerned person’s name, location, and any other information you might have in the search bar and end it with the keyword “phone number.” This will get you several results from which you can find the prospect you need. Even if you aren’t able to get your hands on their number, you will still find a lot of information that you can use when trying other methods.
8. Try Your Luck on LinkedIn or Facebook
Another useful resource to find the contact information of your prospect is to check their social media profiles out. While almost all social media accounts will give you some insight into the individual, Facebook and LinkedIn especially can help you get the phone numbers that you need.
Did you know that there are more than 260 million monthly active users on LinkedIn and a staggering 2.3 billion+ monthly active users on Facebook? Professionals know the importance of social media profiles in today’s world and maintain theirs to show the best version of themselves to the corporate sphere. This means that most of them will have a systematic and organized profile to catch a prospective employer’s attention.
Lucky for you, the about sections of the profiles on both the channels are searchable, and both the platforms have straightforward navigation. Still, if you wish to know more about how to generate leads on LinkedIn, you can go over this blog.
9. Go for Email Signatures
Did you know that only 23.3% of cold emails are opened, and merely 2.6% contribute to the click rate? This proves to be a massive hurdle for salespeople. However, don’t focus too much on cold emails right now. Your objective is to write an email to prompt your prospect to respond to you, even if it is not necessarily a positive sales response.
This is because a reply will give you access to their email signature, which is likely to have their phone number mentioned. You can try these proven email strategies to increase your reply rates and get their email signature in your hands. Once you have it, you can call them personally and convince them of your product or service.
10. Ask Your Prospects Directly
Instead of going the roundabout way, you can simply ask your prospects directly to share their phone numbers with you. And why would they do that? This is where your first reach out to them comes into play. Present your product or service to them in a manner that makes them see the need for it in the very first contact you have with them. Follow it with a request for their phone number so that you can take the discussion forward.
This will ensure that they come to you rather than the other way around if they are interested in what you have to offer. If they are not keen, you will be saving the time of both parties by giving them an option to not respond and share their number with you.
Investing time and effort is a must for sales executives that wish to successfully take their prospects to the conversion stage through personal conversations. However, it is essential not to forget that there are options available that can make this process a breeze and get you the same or even better results than the traditional methods you are used to. The trick is to find the one best suited for you and your team. If you think any of these cold-calling tips and tricks will work for you, bookmark this page to share it with your team!