The Ten Commandments of Cold Calling: 2. Make a list
Cold contacting cannot be done without good preparation. The previous recommendation was about how to "prepare your head". This time we will focus on practical preparation.
At the outset, a brief definition again: In cold calling, the salesperson addresses potential customers who do not anticipate this in advance. Its aim is to establish contact, present a solution and usually arrange another meeting.
It is a discipline that requires not only strong nerves, but also a special set of abilities and skills. That is why we have prepared the “cold calling ten” for you, in which we specifically focus on the B2B segment. You can find it nicely put together on our blog .
And now the promised tip. The second principle of successful cold calling is:
Prepare a list of potential customers
Allow enough time for its preparation. (Though you might be tempted to grab the phone as soon as possible and start selling.)
- Determine for which type of company (industry, turnover, number of employees, location, etc.) your solution may be interesting.
- Select specific companies that match this assignment.
- Think about who in the company to contact (ie who is the competent decision maker).
At the same time, you can divide individual contacts into individual segments. This is especially practical if you are preparing an individualized offer for each segment.
Want to make it easier?
At Intedat, we are happy to help you with the selection of potential customers. We will prepare a tailor-made database of companies that match the profile of your ideal client.
In addition, you will have contacts with competent managers at each company. This way you will be sure that you are reaching the right people in the right companies.
Contact us and arrange a free consultation.
