Focus on your call goal and get to the point quickly.
Log calls and follow-ups meticulously in your CRM.
Don’t:
Be rude, pushy, or self-serving.
Read your script robotically; keep it conversational.
Try to close the deal on the first call; aim to book a meeting.
Forget to respect the prospect’s time and preferences.
Give up easily; persistence is key in cold calling.
Employing the “3 Second Rule” and Active Listening
Pause for three seconds after the email data prospect speaks to show you are listening and to process their response. This small adjustment improves communication flow and helps you respond thoughtfully. Matching the prospect’s tone and pace also builds rapport and makes the conversation more engaging.
Gatekeepers can be valuable allies if treated respectfully. Avoid being pushy; instead, build rapport by being polite and transparent about your intent. Sometimes, asking for advice or information rather than directly requesting the decision-maker’s contact increases your chances of getting through. Warming up gatekeepers via email before calling can also help.