Cold calling is a great way to make a connection with potential clients. However, it can be a little daunting if you’re not sure how to get started. In this article, we’ll show you how to warm up your prospective client before getting into the details of what you’re selling. We’ll also cover how to follow up after the call so that you can make the most out of your new relationship!

Get to the point

You have a lot of information to convey and not much time to do it. You need to be able to clearly explain what you want, why you want it, and how you can help. If a client doesn’t understand any of these things right off the bat, they won’t be interested in hearing more (which means they won’t bother calling back). So get straight to the point!

• Introduce yourself and your company (if they don’t already know who you are).
• Ask if they have a few minutes to talk about your product/service/organization.
• Ask if they would like an overview of what your company has been doing lately or if there is some specific topic that might interest them most at this moment in time.
• Ask if there is anything else that needs explaining before moving on with the call (you’d be surprised how often this happens).

Do some research

The first step to warming up a client on the phone is to do some research. If you’re calling someone you don’t know, chances are they won’t know who you are either. Before calling them, look up their company online and read about what they do and how they operate. Check out their website, social media accounts, online directories like Yelp or even review sites like Google My Business or Yahoo Local Reviews. You’ll likely find yourself with lots of information about your prospect’s business!

This is especially important if your prospect has a physical location where people can visit in person (like an office building). If this is the case, call ahead of time so that when it comes time for your sales pitch—which we’ll cover later—you already have some knowledge about their establishment and can speak authoritatively about its features/history/etcetera as needed during your conversation with them.”

Ask a lot of open ended questions

If you want to create a rapport with your client and get them talking about themselves (which you do), the best way to do that is through asking questions. Not just any old question, though—you need to ask the right kind of question. Questions like “How are you?” or “What time is it?” should be avoided as they don’t require an answer that goes beyond a single word—and if they do require more than one word, they’re likely not going to lead anywhere useful anyway. Instead, try out these tips:

• Ask questions that are not yes/no answers. For example: “What’s the most interesting thing happening right now at your company?” When someone says something like this instead of replying with just “Fine,” it forces them to think about what’s happening in their professional life and gives them an opportunity to talk for longer than usual about something important or exciting!
• Ask questions that require more than a yes/no answer. This could include asking how much money was made last year or how many people work at their company (or both). Asking specific financials can help establish trust between salesperson and customer because it shows interest without being too personal; meanwhile asking things like number of employees gives insight into organizational structure which helps add context around potential opportunities within the organization itself.”

Have a solid game plan

One of the biggest mistakes people make when cold calling is that they don’t know what to say. They’re nervous about being on the phone with a stranger and having to fill the silence, so they resort to talking about nothing in particular for way too long. The problem is, if you don’t have a game plan, it won’t be long before your prospect has had enough of hearing from you and hangs up on you because they need some peace and quiet!

So here are some things that will help:

• Have a list of questions prepared
• Have a list of objections prepared
• Have a list of benefits prepared (that go beyond just saying “our product/service does this thing better than anyone else) – also be ready with examples or case studies that show how well your product/service works and why it would be worth spending money on getting it

Don’t be pushy

The best way to warm up a client on a cold call is to be assertive, not aggressive. The difference lies in the amount of confidence and authority you have when speaking with prospects. If you’re being too aggressive, it will come across as pushy and could make prospects wary of doing business with you.

If something doesn’t feel right or if a prospect isn’t responding favorably, don’t be afraid to say no—or even hang up! If it’s clear that the person isn’t interested in what you’re offering or doesn’t want to move forward with your service, don’t waste your time trying to convince them otherwise; just politely end the conversation by thanking them for their time and moving on.

Get your leads warmed up before you call

The first step to warming up a client on a cold call is to do some research on them before you pick up the phone. Try looking at their website, social media, and Google them to get an idea of what they do and who the decision makers are at that company. Once you know who those people are, find out what they have done in the past, what they are looking for now, etc.

Cold calling can be daunting but showing the client you’ve taken time to know them can be very disarming

You need to be able to connect with people on a personal level. It’s not about you; it’s about them. So let’s start by asking ourselves: what is it that makes me want to buy from someone?

Well, there are many factors, but one important one is rapport building. When we’re comfortable with someone, we feel more compelled to listen and act upon their advice and guidance. Plus, research shows that when we’re relaxed and comfortable in our surroundings (like at home), our brains are more inclined to absorb new information—and be open minded about it!

So when you cold call clients or prospects for your business, remember these simple steps:

• Be warm from the start by using names in your opening sentence and making small talk about what they’ve been doing lately or where they grew up if applicable
• Ask questions about their lives so you can better understand how your product/service relates to them personally

Conclusion

If you follow the tips above, you’ll set yourself up for success when cold calling. There’s a lot that goes into making a great cold call, and it takes practice! The most important thing is to treat your client like they’re a person (because they are), not just another sale. Always go in with a plan, but be ready to shift gears if you need to. A good salesperson will know how to adapt their pitch based on the needs of their client.