How to master “cold-calling” with Building Radar
In an era of ever-changing digital marketing strategies, it’s not uncommon to hear people say that B2B cold calling is dead. But, is this really true? Most experts in sales and marketing would disagree. Many successful businesses rely on cold calling to drive revenue. Whether they’re Fortune 500 companies or high-growth startups, they all have sales representatives picking up the phone, day in and day out.
That being said, if you’re cold calling like it’s 1990, you may as well hang up the phone. Too much has changed in the last 5 years alone, which is why we’ve put together some hot tips to help you generate new revenue with Building Radar.
Our top 3 tips:
One of the most quoted proverbs in the English language is; “the early bird gets the worm”, and it’s especially relevant in Business. Here at Building Radar, we understand the importance of timing, which is why we created a tool that allows you to identify projects at the earliest stage. But how do you actually turn that into a business opportunity?
Our experience shows that at this point the next steps are crucial to success or failure. But don’t worry, we will help you overcome this hurdle!
You now have the phone in your hand, you know the architect or contact person, and you would like to engage in a conversation. Nevertheless, the call with the prospect ends after just one minute, with no results. You would have heard phrases like; “I can’t right now”… “I’m not interested”… “I don’t have time for this” – every one of us has heard this before, and it almost always triggers the wish to end the call.
So how do I create the best possible representation of my companies services and avoid these scenarios?
1. Personalize your introduction.
With so much noise, getting prospects to hear you can feel like yelling at a band during a sold out concert. Instead of shouting through a megaphone, why not stand out as a familiar face in the crowd? You could even mention the news article that you found through Building Radar. For example; “ … I just read about your winning project for the new opera house in Shanghai, and I was blown away by the design of the spiralling stepped roof. Congratulations to you and your architectural office! After reading the article, I actually came up with some great ideas for lighting, which is why I reached out. Do you have a moment for a quick brainstorm on the topic?… ”This open and honest conversation starter is a great way to show appreciation, as well as that you’ve done your research.
2. Get to the point.
The Introduction was made, you were able to shine with individuality and preparation, but what happens next? Get to the point! Learning to communicate with fewer, simple words confer confidence and knowledge of your product or solution. If it takes you more than 100 words to explain an idea, you don’t understand it well enough and nobody will trust you. Concise conversations aren’t just respectful of your client’s time, they’re respectful of yours too. It frames you as a capable and efficient professional who will make things happen. It places you in demand.
3. Ask questions and meet objections.
Never ask the customer whether they are interested in your offer. Instead, ask; “What interests you most about our solution?” or “Which aspect is particularly exciting for you?”. If your prospect shares information with you, ask further questions, respond and show interest in their situation. It is precisely in this questioning process that you will encounter objections and constructive arguments for the solutions of your competitors. Beware; customers typically prefer salespeople who focus on the strengths of their own portfolio, rather than denouncing the product of their market competitor.
Preparation is key, and the first minutes can be decisive for success or failure. So use the information you have from Building Radar to create relevance, and show that you have done your research. During the call, don’t forget to take notes, and make sure to arrange the next steps before hanging up the phone. Of course, there are numerous soft skills as well that can help you increase your success rate in telesales; Inspire with wording, avoid empty phrases and be professional. But, above all, never be discouraged! Tele-sales is not easy at first, but it can be mastered – and ultimately fun!