In today’s world of information overload, making an impact with a sales call is critical for thriving as a salesperson. Perfecting each step in your approach will harness the power of cold calling to get to what every salesperson wants — exceeding their numbers.

Want to make the perfect call every time? Let these steps be your guide.

1. Block Time to Get on the Phone

Focus efforts when your prospects are available and pick up the phone. Learn which times of day or evening yield the most eventful conversations.

Tip: Experiment with evening times and weekends to get results.

2. Introduce Yourself and Your Company

Greet prospects by name, give your full name, company name, and job title. Keep it friendly and concise.

Tip: Include a benefit statement in your introduction like, “We’re an XYZ company who helped our customers see a 45% cost reduction in expenses.”

3. Give the Real Reason Why You’re Calling

Put facts first and clearly state why you’re calling. If the reason is to schedule a phone appointment or personal visit, say so.

Tip: Try this: “I’m calling to set up a time to speak to you about how our company has helped others in your industry facing similar challenges.”

4. Get the Yes!

Drive buy-in with statements like, “I’m sure that like our customer, ABC Company, you are interested in improving in this area.”

Tip: Name drop a customer or two in a similar industry or with the same challenges as your prospect to build credibility and interest.

5. Set the Appointment

Strongly emphasize when, rather than if, you’re going to meet. Ask specifically for a time to avoid confusion through open-ended questions.

Tip: Summarize the appointment details for handy reference via email in addition to sending calendar invites.

6. Confirm Contact Details

Double-check the correct extension number, direct dial, email address and, if appropriate, office location.

Tip: Find out which calendar system your prospect uses to send the right invite.

7. Follow-Up with Reminders Prior to the Meeting

Think personable, short, helpful and customer service oriented, like appointment reminders you get from a salon.

Tip: Send reminders via email and voicemail two business days prior to the meeting time.

8. Measure Success

Track the number of dials it takes to make quota for closed business. Monitor the number of conversations, meetings, and number of closed deals it takes to make your sales target.

Tip: Set focused weekly cold calling goals such as reaching two more people a day.

Looking for more great sales wisdom? Download our ebook Tips For Sales Success: A Step-By-Step Guide at the button below.