Making Cold Calls

Cold calls are generally powered by dialing software. That software sends the calls over to human agents once they’re answered. When phone calls are about to get served, a warning beep is played.

Interviewers seeking to perfect the cold call need to be prepared at all times. Once a call is served, all attention must be focused on the phone call.

Preparation

We must know exactly what to say, why we’re calling, and what to expect – including questions we may get asked and answers to those questions.

Any stuttering or hesitation on our part could be enough to discourage folks from taking the phone call.

Confidence gets us the girl, and the survey.

If we have to ask for someone in particular, we should look at the name and make sure we know how to pronounce it before the call is answered.

Utmost Professionalism

The utmost professional answers calls promptly, introduces him/herself, explains why they’re calling, then naturally moves on to the call’s business.

This seems obvious, but it’s incredible how many agents don’t practice proper phone etiquette.

Demeanor and Voice Quality

Attitude matters.

When cold calling, we must sound interested in what we’re doing and in the people we’re calling. We must act and sound friendly, yet professional. We must also make sure to employ a good level of energy since lack of energy rarely attracts cooperation.

Stay Strong Against Negativity

It may be difficult, but we also have to make sure to end all calls amicably, even when we’re speaking with someone who is being rude or disrespectful.

We don’t know what kind of day folks are having, what we’ve interrupted, or how many cold calls they have to deal with on any given day. Keep empathy nearby.

Pitfalls When Cold Calling

Answering Calls with “Hello?”

For a better chance at success, we should avoid checking which language the person speaks, or checking to see if there’s someone on the line before introducing ourselves. It makes us, the caller, sound like we’re distracted, unprepared, uninterested, and unprofessional.

We must begin introducing ourselves the moment we get a call, regardless of whether we know someone is on the line or not, and regardless whether we think they’re interested or not.

Assuming every call is answered by a live person usually results in higher production, despite the fact that it may be annoying to find out that no one is on the line or that we’ve been speaking to an answering machine.

Answering calls with the scripted introduction helps avoid wasted opportunities.

Being Too Polite

We should also avoid asking people how they’re doing when we’re answering a call.

Asking folks how they’re doing without giving them a chance to answer is rude, and asking strangers how they’re doing breeds more confusion than cooperation.

Remember that we have a very limited amount of time to introduce ourselves, explain why we’re calling, and convince people to take the call. For best results, do this as professional as possible.