{"id":4603,"date":"2018-09-14T11:30:00","date_gmt":"2018-09-14T15:30:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/en-cold-calling\/"},"modified":"2023-04-18T13:11:22","modified_gmt":"2023-04-18T17:11:22","slug":"cold-calling","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/cold-calling\/","title":{"rendered":"Why Cold Calling Works"},"content":{"rendered":"
\"Are<\/div>\n

Salespeople are reluctant to cold call, and the public is intolerant of them – yet cold calls are still very much relevant.<\/p>\n

How can you explain this?<\/p>\n

There’s a stigma associated with cold calls, but they’re critical in establishing a preliminary contact with a client.<\/p>\n

There are, for example, 5 instances where cold calls are usually required<\/a>:<\/p>\n

    \n
  1. New salespeople<\/strong> – unless new salespeople are fed a lot of leads, they’ll need to cold call to fill their pipeline;<\/li>\n
  2. Size of the customer pool<\/strong> – the more prospects there are in an industry, the more chances a rep will need to cold call;<\/li>\n
  3. Size of a rep’s network<\/strong> – if a rep doesn’t have a large enough network to leverage a constant flow of referrals, cold calling will be required.<\/li>\n
  4. Expectations<\/strong> – if there aren’t enough inbound leads for a rep to meet expectations, he or she will need to prospect;<\/li>\n
  5. Skills<\/strong> – The worst a rep is at cold calling, the more of it they will have to do.<\/span><\/li>\n<\/ol>\n

    Sales teams can leverage proven methods to reduce discomfort and ease the client\u2019s impatience.<\/p>\n

    What’s the goal of a cold call?<\/span><\/h2>\n

    The goal of a cold call is to convert a person from a suspect to a prospect.<\/p>\n

    Whether they pick up the phone and call or use social media to do research and even warm up the call before dialing, reps need their suspect to remain interested long enough to understand that they’re reaching out in their best interest.<\/p>\n

    In other words, to bring a solution to their pain point.<\/p>\n

    Once a rep apologizes for interrupting the client\u2019s day, they should ask if they could have a few minutes of their time. If the response is positive, they should first make their suspect reveal their pain point by asking the right questions<\/a>. Once established, the next step is to set a date for a first base meeting to:<\/p>\n