The Ten Commandments of Cold Calling: 5. Address the potential customer by name
Well, here we go. After we devoted ourselves to the preparation in the first four parts of our series, this time we will get down to the phone calls themselves.
And we will start almost literally from Adam – that is, by reaching out.
Even in the field of cold contacting in the B2B segment, personalization does a lot. Breaks the ice, creates a pleasant atmosphere, builds trust.
Of course, personalization does not consist only in the right approach. It consists in tailoring your offer (to use a worn-out cliché) to a specific client.
But reaching out is an important first step.
So before you call someone:
- make sure you know his full name
- if it is more complicated, check its correct pronunciation and inflection (Mr. Ševč? Šveci?)
Right from the start, you will create a more personal and friendly atmosphere than if you just blurt out:
“Hello, I’m calling from Rychlík & Pospíšil and I have a great offer for you.”
However, personalized addressing should not end only with a correctly pronounced and inflected name.
It is also good if in the introduction:
- you mention the company in which the person works
- you mention the position he holds
- explain why you turned to him in particular
It might look like this:
“Hello, I’m talking to Mr. Petr Novák, business director of Alfabetagamma? … Mr. Novák, I noticed that your company started expanding into foreign markets in the last year…”
A name is an important part of our identity. Therefore, when someone uses it, we consciously or subconsciously perceive it as a sign of respect and appreciation.
So before you introduce your potential client to your irresistible offer, don’t forget to reach out to them. In this way, you will let him know that he is a unique person for you, and not just part of a nameless crowd.
Personalization is difficult without top-notch data
The basis of personalization is, of course, quality data – data that we are happy to supply you with.
You will get from us:
- access to a tailor-made database of your potential clients
- current overview of managers of individual companies
- at a number of companies, including direct contacts
Want to know more?
Contact us and arrange a free consultation.
