How to make a cold call

Best practices and process

(Translation from an article written for l’Antichambre by Audrey)

to succeed in this exercise (yes, think of it as a game or a competition!) you need to start with the right attitude: optimism, energy and resilience !
cold calling must be part of a multi touch strategy = your prospect has already heard of you (Linkedin invitation, emails, events...) and he/she is therefore more willing to listen to you.

1/ Preparation

Make sure you are in a comfortable and quiet environment (= no interruptions or notifications)
Top quality material : Phone + headset
CRM to keep track
Define a strict duration for the session. (ex : 1 to 2 hours ).Under no circumstances should you do less.
Set an objective to reach for the session (number of discovery meetings booked, demos booked...)
Prepare a list of qualified leads. This means that at least you have their names, position, company AND phone number !
- Enough contacts to call the time you have set
- Depending on your offer, you may have different types of targets and therefore different speeches or value propositions to share. I recommend a limited number of target types because you will be more convincing if you have repeated the same speech several times !
Know your pitch and value proposition by heart !

<aside> 💡 Tips

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