Best Ways to Make Cold Calls Fun (And Become an Expert at It)

Let’s admit it: sales coldcalling isn’t fun. 

To say the least, it’s hard work or one of those cold calling games where there’s an equal probability of winning and losing.

Especially when you’re on a time crunch to dial hundreds of contacts a day, there’s no guarantee of converting a prospect into a lead. 

At this point, we don’t mean to diminish your spirit if you’ve been looking for the best way to make cold calls. 

To be honest, there’s no best way. If you’ve been searching across the far corners of the internet to find the holy grail of tips on the best way to make cold calls, you should stop. 

Realistically speaking, you won’t find a lot of “useful” material, because thanks to the recent inception of AI generated content, a lot of these websites are just churning and repurposing the same old strategies.

Of course, you are looking for something new and useful related to cold calling tips.

To that end, we recommend finding your silver lining, and that’s where this post eventually leads you.

From a statistics point of view, LinkedIn & Salesforce experts recently suggested that there’s only a 2 % chance for sales coldcalling to convert. 

That “2%” chance could’ve been measured against a hundred calls, maybe a thousand, but the point is that conversion chances are low. So, keep that in mind, regardless of how much you have brushed up on your conversation skills, and effective ways of getting past the gatekeeper.

The latter two are a constant that’s part of a bigger equation in business sales calls. 

Importance of Sales Coldcalling: Cold Calling Tips That’ll Work For You

When it comes to sales coldcalling, or one, in particular, the best way to make cold calls, rather than viewing these calls as a transactional exchange, they should be seen as an opportunity for mutually enjoyable and meaningful dialogue.

When both parties find the interaction enjoyable, it can lead to a more relaxed, open, and productive conversation. 

Crafting an enjoyable sales call goes beyond just getting your foot in the door. 

It involves creating an atmosphere of trust and respect, where the prospect feels heard and valued. This sets the stage for deeper connections and opens the door to further discussions and collaborations.

But the million-dollar question is: how do you make cold calling interesting for both sides?

That’s where cold calling tips come into action.

Take a look below:

1. Researching Prospects Using Linked-In and Other Professional Networks

A higher rate of success in B2B sales calls hinges on the groundwork.

And that groundwork comes a long way before you make the cold call.

Now there are two scenarios in play here:

• Your regional or sales manager has given you a long list of prospects to call.

In this case, you do not have ample time to do research. We mean “proper” research before calling the client, which could take an hour or 30 minutes.

In this situation, you can do minimum research by pulling up the client’s socials, or their business pages and try and learn their pain points and a little bit about the background.

Dial up that number, keep your fingers crossed, and strike up a conversation that the client can relate to. If you run into a gatekeeper, which you probably will ensure that they have left the call on ‘a get back to you later’ note, or you have booked a slot for another call.

• You do not have a lot of prospects to call, and it gives you a lot of time for research.

In this situation, bide your time to do some research that digs deep into where your prospect is coming from, and what they are essentially looking for.

Start by reviewing their business profile, key decision-makers, and recent activities. Look for shared connections and mutual interests that can serve as icebreakers. 

Don't just glance at their company pages; dig deeper into individual profiles to understand their roles and responsibilities. This allows you to tailor your conversation to their specific needs and interests.

2. Tailoring Your Approach Based on Industry-Specific Insights

Next up on how to make a cold call, we’ve got the art of adopting a tailored approach.

Tailoring requires industry-specific insights that resonate with your prospect’s daily challenges and goals. 

Use industry reports, news articles, and any niche-specific forums to stay updated. Don’t forget to ensure and understand the language and jargon of the industry; this not only builds credibility but shows that you are genuinely interested in their field. 

At this point, if you have a bunch of cold calling sales scripts to go with, take your pick and customize it like it owes you money.

Doing so will help you to highlight specific benefits of your product or service that address common pain points in their sector. 

3. Developing a Positive Mindset and Genuine Enthusiasm

Attitude can make or break your sales call. 

Developing a positive mindset and genuine enthusiasm sets the stage for a productive conversation. Positivity is contagious. When you are genuinely enthusiastic about your product or service, it naturally engages your prospect. 

Start by reminding yourself of the value your offering brings. Reflect on past successes and positive customer feedback to boost your confidence. 

Practice mindfulness techniques like deep breathing or visualization before the call to center yourself. Remember, a prospect can sense when you are authentically engaged, making them more likely to respond positively.

Don’t forget to layer your approach with comprehensive research, tailored communication, and a positive mindset, That way, you are looking to lay the foundation for meaningful and enjoyable sales interactions.

4. Building Rapport and Trust

Moving on with the best way to make cold calls, we’ve got rapport and trust.

This step, or one of the best cold calling tips, comes after you have warmed up to the client. Or, maybe that client is a repeat business opportunity, so calling them once in a while, and not just for making sales is essential to establishing a human connection.

Generally speaking, this is one of the best way(s) to make cold calls fun and interesting, as it goes beyond just knowing your product.

But there’s more to it than what meets the eye.

Here are a bunch of additional cold calling tips. You can also interpret them as cold calling games – i.e. if gamification fancies you at the workplace.

How To Make Cold Calling Fun: Techniques for Creating Instant Connections

Creating an instant connection with your prospect is crucial. Here are a few techniques to help:

1. Personalized Greetings
   Start the conversation with a warm, personalized greeting. Mention something specific about their company or role that you found interesting during your research. This shows that you’re genuinely interested and have put in the effort to understand them.
2. Finding a Common Ground
   Identify shared interests or mutual connections through professional networks like LinkedIn. Doing so can serve as a great icebreaker and help in forming a bond quickly.
3. Mirroring Language and Tone
   Match the tone, pace, and language style of your prospect. If they’re formal, be formal. If they’re relaxed and casual, mirror that too. This subtle adaptation can make the conversation feel more natural and comfortable.

Active Listening and Empathy in Conversations Go a Long Way!

Active listening and empathizing with your prospect significantly enhances trust and rapport.

• Active Listening
  Pay close attention to what your prospect is saying without interrupting. Nod, smile, and make verbal acknowledgments like “I see” or “That’s interesting.” After they finish speaking, paraphrase their points to show you’ve been listening and to clarify your understanding.
• Empathetic Responses
  Show empathy by acknowledging their challenges and feelings. Statements like “I understand that dealing with [specific challenge] can be tough” demonstrate that you truly care about their situation and are there to help.

Sharing Relevant Case Studies and Success Stories

Sharing relevant case studies and success stories can build credibility and illustrate the value of your offering.

• Contextual Case Studies
  Present case studies that are closely related to the prospect’s industry or specific challenges. This makes your success stories more relatable and convincing. Explain how a similar client faced a challenge and the positive outcome achieved through your solution.
• Success Stories with Emotional Appeal
  Narrate success stories in a way that stirs emotions. Highlight the transformation your solution brought about, not just in terms of metrics but also in terms of peace of mind or company morale. This approach taps into the emotional side of decision-making.

Leveraging Technology for Visual Demonstrations

Technology is your ally in making your pitch visually compelling and easier to understand. Visual demonstrations can help your prospects visualize how your product or service will solve their problems. Here are some effective methods:

• Virtual Whiteboards: Tools like Miro or MURAL can simulate a whiteboard session. These tools are great for brainstorming solutions together, making your sales call more collaborative.
• Augmented Reality: If your product is physical, consider using AR apps to let prospects "place" your product within their own environment. This can be particularly powerful in industries like real estate or manufacturing.
• Video Content: Incorporate pre-recorded videos or animations that illustrate your product or service in action. Videos can simplify complex processes or dynamically showcase features.

Using Storytelling to Make Your Pitch Memorable

Storytelling isn't just for bedtime—it’s a powerful tool in sales as well. Stories make your pitch relatable and memorable, helping prospects see their own success in your narrative. Here’s how to weave storytelling into your sales calls:

• Customer Success Stories: Share real-life examples of how your product helped another client overcome similar challenges. Make sure your stories have a clear beginning, middle, and end, showing the problem, intervention, and result.
• Personal Anecdotes: Occasionally, sharing a personal story can help build rapport and trust. It shows you're not just a salesperson but a person with experience and insights.
• Vision Narratives: Paint a picture of the future with your product. What will the client’s world look like once they have implemented your solution? Use vivid descriptions to make that future tangible and desirable.

Addressing Pain Points Creatively

Navigating the intricate landscape of B2B sales calls requires not just charisma but also strategic thinking. 

One of the paramount skills a successful sales professional must develop is the ability to address pain points creatively.

This approach on how to make cold calls involves uncovering hidden challenges, presenting solutions that resonate emotionally, and demonstrating value that transcends the immediate offering.

Cold Calling Tips With Closing Techniques That Feel Natural

Deal closing doesn’t have to be a one time process.

If the prospect is good and brings in more referrals, or turns out to be a repeat business, there’s no harm in keeping the flow going.

This aspect also coincides with finding your best way to make cold calls, and keep at it.

Here are a bunch of tips from the industry’s established callers to help you move ahead.

1. Reading Buying Signals and Timing Your Close

Closing a B2B sales deal can often feel like navigating a labyrinth—you're on a path full of twists, turns, and sometimes, dead ends. 

However, recognizing and interpreting buying signals can significantly simplify this process. 

Think of buying signals as the breadcrumbs that lead you straight to a successful close. These signals can be verbal, like a prospect asking about implementation timelines, or non-verbal, such as nodding frequently during your demonstration.

The timing of your close is an art. If you close too early, you risk coming off as pushy and unaccommodating.

 If you wait too long, you might miss the window of opportunity. Striking the right balance involves observing and understanding your prospect's engagement level and readiness to take the next step. 

Practice makes perfect, and the more calls you conduct, the better you'll become at reading these subtle cues.

2. Soft Closing Methods That Maintain Rapport

One common mistake sales professionals make is assuming that all closes have to be hard closes. 

This isn't always the case, particularly in B2B sales where building long-term relationships is crucial. 

Soft closing methods, which involve techniques that maintain rapport, could be far more effective.

One effective soft closing technique is the "summary close." It involves summarizing all the benefits discussed and then gently suggesting the next logical step.

 For example, you could say, "So, we've covered how our service can improve your current processes and save you time. Does it make sense to schedule a demo next week?" This approach ensures that you're moving the conversation forward while maintaining a friendly and open dialogue.

Another technique is the "assumptive close," where you assume the sale has already been made and naturally transition to the next steps. 

For example, "I'll send over the contract for you to review by the end of the day. Does that work for you?" This method can feel seamless and helps maintain a positive rapport with your prospect.

3. Creating a Sense of Urgency Without Pressure

Creating a sense of urgency can drive the prospect to make a decision, but it's crucial to do this without making them feel pressured. 

High-pressure tactics might get you a quick sale but will likely lead to buyer's remorse and damaged relationships.

Instead, focus on the unique value of your offer to create urgency. For instance, you might highlight a limited-time feature or a special discount if they decide within a specific period. 

An example could be, "We've recently launched a new feature that I'd love for you to benefit from. Our existing clients are seeing fantastic results, and I wouldn't want you to miss out on this early access."

Transparency plays a big role here. 

Be honest about why the urgency exists. Whether it's an impending price increase or an expiring promotion, being upfront helps build trust and demonstrates integrity.

Reading buying signals, employing soft closing techniques, and creating urgency without pressure are essential skills to closing deals naturally. 

How Do You Incorporate Cold Calling Tips Into Your Playbook?

Do you have any tips on how to make a cold call or some sort of experience that sticks out? We’d love to hear from you on this.

Feel free to reach out to us, or share your thoughts in the comments section below.