Question
Having a clear objective during a cold call is crucial as it helps structure the call and guide the conversation towards your goal. In most cases, the objective is to secure an in-person meeting. Being clear on this objective can help you strategically steer the conversation and persistently ask for a meeting, which often needs to be requested multiple times before a prospect agrees. It also allows you to effectively plan and drop elements of your sales story in your conversation or voicemails, making your approach more compelling.
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After making hundreds of cold calls in his lifetime, sales expert Mike Weinberg has a couple of tips. It is easy to detect someone's mindset over the phone. Begin with a positive mindset and your voice and the appropriate tone will follow. Although a strict script isn't recommended, call outlines and talking points can help structure the call. Of course, now would be a good time to share some snippets from your sales story. Make sure you are clear on the objective of your call. In most cases, this is to get an in-person meeting. As mentioned earlier, expect persistence. You likely need to ask for an in-person meeting three times before your prospect agrees to it. Regarding voicemail, take this in stride and anticipate it as a regular part of the cold-calling process. Plan to leave more than one voicemail over time, and strategically drop elements of your sales story within each one. Lastly, be human. Prospects may finally give you the call back if you weave a bit of humor or light-hear...
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