Five B2B Cold-Calling Mistakes That Cost You Sales & Customers
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- Опубліковано 7 вер 2024
- www.driveyoursu...
This video outlines the most common cold-calling mistakes that B2B salespeople make. Contrary to popular belief, cold-calling isn't dead and won't go away any time soon.
While there are a number of online advertisements all bestowing the benefits of not having to cold call, the reality is that at some point you have to make that all-important first call. How you handle that initial call will define your ability to move forward or be cast aside.
First, don't ask your prospect how they are doing today. Your prospect is almost never doing well - and asking that gives them an out - they can easily answer with "not well, please call back later"
Second, don't ask "is now a good time?". Again, it's never a good time. Avoid this entirely. This is another out your customer can take by easily saying it's not a good time you'll have to call back.
Third, go right into your 15 second intro. Don't give your prospect an opportunity to close the door. Don't ask how they're doing, if now is a good time or if they have the time. Just go right into your 15 second intro.
Fourth, focus on a specific value proposition - a product or service that no other company has. This is one you can easily distinguish versus your competition. The choice is yours: You can talk about something everyone has - or you can talk about something nobody else has - something that makes all other offers obsolete.
Fifth, use a proper set up: We are not option "A" or option "C" - we are option "B" - then pause - if that option is something the customer has never heard of before, you pause and wait. Eventually, they'll ask you to explain why your option, your product is so different.
Great video, i somewhat disagree with the second mistake though. Asking genuinely if they're available for 2-3 minutes or if you should call again later has often led to good results for me. It makes you earn the right to ask question rather than just beginning your speech when they might already be in a conference call or smthg.
When they answer that that they're not available (which is not too often) then they'll tell me themself what is the ideal moment to call them back.
Dude. This is arguably the best under 10 minute presentation on this subject ever! Thanks so much for sharing this Gold dust.
Thanks Bud!
I've been killing alot of calls lately, so I'm gonna test these advices for the next weeks.
And since you mentioned everything I frequently do as something that should be avoided, I already have a good feeling about how my success rate will develope
I love the expression "HAYT crime" to describe opening a cold call with "How are you today?".
Cute.....unfortunately your too quick for the masses :)
Ian,
Great job going over cold calling mistakes!
Business opportunities are made within two minutes of "opening your mouth" to "open the minds" of your sales target!!
Those two minutes, can make you $$$$, and Ian, you nailed many of the most common mistakes!!!
These videos are pure gold.
Thanks for all of the video shares Ian. Perfect for a bootstrapped startup that needs to sell.
+Andrew Parker Thanks Andrew. Take care
Great job going over cold calling mistake business opportunity
I am pursuing a new opportunity in B2B, and this video really made my day, I wanna thank you so much for this amazing video and the tips into it. I learned a lot. Thanks again.
Cold-calling is my fear. Hope to contact my customer after learning your video. The video is great even sometimes I can't get your idear clearly because my english is not so good. So first time, I just listen, and reference the letter on sceen world-capturing. Then I will repeat, one paragraph by one paragraph, often take notes carefully. Anyway, thanks a lot.
Awesome! I always ask how prospects are doing and if it's a good time to talk! Now I know better...Thank you for these valuable insights..
In my opinion. the most important thing to remember is that is about them (the customers), not about the product you are selling.
this is a really good video thanks - i've actually just recorded my first set of cold calls and posted them to my channel will have to implement your 5 tips in my next video
Thanks Tech Helper.
First mistake that businesses do not realize right away is not verifying phone numbers before doing calls. Most of the time, the receiver of the call does not match the person that is on their list. This mismatch is such a waste of time, resources, and energy as you still need to get the call smoothly until it ends, wherein those resources could have been spent to those intended prospects with correct details.
Many cold callers also hide behind an answering machine. Many cold callers most likely hated their job and think the answering machine will do a better job but in reality, their customer will just hang up and go like not interested.
I also see many cold callers fail and keep calling back to beg after a failed deliver promise. A cold caller must never promise anything impossible because at the end of the day, when they cold caller cannot deliver, business is already over and it will be too late to beg and that will lead the cold caller getting into entitlement mode. Many cold callers must realize that if they mess up once, don't go back to the same customer. They have options to try again with a next person.
"Do not ask your prospect how they're doing. They're not doing well." Boom! 😁
Exactly!
Great video Ian. You covered 5 things that most sales agents don't even think about. I will be sure to share......
Lori Cutler Thank you Lori. Always good to get feedback. Take care - Ian
I watched several of your very enlightening and entertaining lessons, thanks!
+Azhar Khan Thanks for the feedback Azhar.
I appreciate you knowledge and experience. Seems you've been working in manufacturing or sales. The practical advices are very on point and if you brand yourself a bit, you can get the image of the likes of Brian Tracy or similar selling consultants. Good job.
Somebody tell me the thumbnail of this video doesn’t look like an older future version of Jonah Hill.
LOL!!!! - I've been told I look like Phillip Seymour Hoffman. I have lost weight since this video - but honestly Richie - your thumbnail is way over the top - like you're trying to make up for something. Great comment BTW.
Ian Johnson didn’t know you would take offense to it. Jonah Hill is awesome. Good job on the weight loss, however. And I know the profile picture is a bit much. Over the years I spent the majority of my time of fitness type UA-cam videos so it was a bit more justifiable at that point. Haven’t gotten across to updating it. No hate coming from this side, though. Keep doin’ what you’re doin.
Richie - don't worry - I'm offended at all. I loved your comment. So many people post serious stuff on my videos so it's great to see that Jonah Hill reference. It's all good. Take care
Not Jonah Hill come on! I will say Kevin James of course! (but I also see Philip Seymour Hoffman). Oh Awesome content by the way Ian ;)
Precisely what I needed to hear, learn and implement. Thank you Ian
Great video Ian, i have my first sales job and i plan on practicing some of your strategies.
+Stephen Greatorex Let me know how it goes Stephen.
"its never a good time" hehe good one !
Thanks bud.
Awesome video, love this advice
thanks Ian, a Q if i may please, what are the alternatives the 1) and 2) , just go straight in to the 15 sec intro righ t ?
One of the better vids. Thanks
I enjoyed this over every other " Instructor " on youtube with malnourished and drained information .
Thanks for the suggestions.
So, you say don't ask how you're doing or is this a good time. What would better alternatives to these questions be? Also, what makes up a good 15 second intro? Sorry if those questions might be redundant.
You don't ask any question like that because a) it makes you sound like every other salesperson and b) it gives them an opportunity to say no. Just get to the point of the call, which is to get the appointment.
Great video very educational, i was wondering if you have done a "sales Pitch" video. it would be great
Ian, thank you for this information.
Thanks so much Lan johnson. I really liked it.
No problem
I always just give a 10 second pitch of my name, company, why I called them, what we do and then why they SHOULD be interested in us. They usually bite for more information. Basically what you said but I liked your run down. I hate when sales people call and ask how I'm doing... it makes me furious.
#2 Is killer, thanks for the great info!
Thanks so much Ian. That was so good. :)
Thanks for all those valuables information
very handy information ian...thanks
+iqbal woebegone Thanks for your feedback.
Great video Ian. You have a new subscriber.
Hi Ian,
Your UA-cam videos are really helpful, I need a good suggestion on books which cover below topics :
Objections Handling questions and Answers.
Roadblocks in B2B Sales.
Customer Stall Tactics and the answers for Stall Tactics.
Pre closing & Closing Techniques.
Negotiation Techniques.
Could you please recommend a good book to refer please:).
Thanks.
Good info but most great teachers will role play to compliment their training. Wish he did.
Biggest and most common mistake...not doing the cold call. Read- b2b sales degree. Good sales bible for professionals
Super good Ian!
What are 5 things to do?
This is great information... Thanks
Thanks Thomas. Let me know if you want me to cover any other topics.
Hi Ian,
Can you help with:
When People say "Not interested" straight away on phone?
Thanks
Good info!
Great job!!
Great info! Thanks! :)
wow, thank you
Good content Ian, thanks.
Tim Coe - myUSP Thanks Tim. Take care
Hi,Ian Johnson
This is Sim, Thank you very much for your great help!
Just great! Ty, Ian!
+Party Lets I'm just making a tutorial and using this video as an example if you don't mind... let me know if you do!
+Party Lets Not a problem, but linking to it would be best.
Hello, Mr. Johnson. I started to work as the telemarketer in company but the problem is I am so stressed out that it affecs everything. Also, I have to admit I dont know the language of commerce much. Would you please help me on promoting my skill in telemarketing? If its needed I can come on Skype or we chat.
Greta video Ian ,
brilliant
At the end it sounded like he said "take care of ya johnson"
Lol!
Nice handwriting
Ian, love the vids and take a lot away from them. However on this video you promote an interestingly unpopular element of "throwing up" on the customer. I personally advocate controlling the conversation in such a manner but many, many, many business experts are suggesting salesman ease up and let the prospect do most of the talking even during the cold call phase. The problem here is a cold call is meant to set up a more in depth meeting where the prospect is encouraged to "unleash" concerns and expectations. But if the cold call or lead in creates a prelude of what the actual meeting will look like you may not be granted the meeting your after.
So how do you balance the initial cold call to reflect both your value prop and show a genuine concern for what the needs? And do all this in a couple of minutes? Since most of the cold call should be "them" focused and not "you" focused.
This video is really about the first 15 to 20 seconds of the cold call - and in this case you absolutely can not give your prospect time to get off the phone or come up with an excuse not to talk. It's not rude or impolite - in fact, you're saving your prospect time by clearly stating your intentions. Once the prospect has had time to digest your statement - then they can opt to tell you why they're interested or why they aren't. It's important to remember that high level decision makers (CEOs, Business Owners, Directors) have dealt with a lot of BS on their way to the top. Now, more than ever, they are pressed for time. If you give them an out by asking them how they're doing or if they have time - they'll take it and run. Your initial 15-20 seconds are used to make a claim - the rest of the call that follows is an open conversation.
Ian, should a salesperson state his name and position in the 15 second intro or should it stick to the company name only?
+just_max Yes, you need to state your name and company immediately. I typically say "Hi, this is Ian Johnson from XX company" and then right into your intro. Don't give them a chance to say anything. Just get to the point - get it out and ask an open ended question
Thanks Ian, and what about stating the position in the company?
I would try both but its splitting hairs I was taught name is enough always worked for me. they dont know you and dont give damn your company name unless you work for Facebook
Awesome
Mic drop
Lol I do most of these...oops
Please talk louder good fiend!
I found this video helpful! thanks a lot