Building long-lasting business relationships is the final objective of any B2B lead generation company. One of the most potent tools in the arsenal of a B2B lead generation company for achieving this objective is cold calling that gives them an opportunity to come in direct contact with the decision makers. However, getting the decision maker on the line is not enough to start a business relationship, most cold calls end quickly and without yielding any positive results. It’s a common practice to blame the person at the other end of the phone line for the failure of your cold calls, but aren’t you acting like an ostrich by doing so?
Creating interest:
Cold calling is a tricky art, you are calling a person who is a complete stranger. Add to that the extremely busy schedules of the modern day decision makers and you have a heady mix to handle. They have so many responsibilities to discharge, so many fires to put out, so many people to take care of; every single minute is precious for them. A cold call is like an unwanted intrusion and they are going to entertain you only and only if you have something of interest for them. If you don’t, you are going to hear that dreaded click and with that a promising lead will go up in smokes.
Limited time:
So the key for a B2B lead generation company is to plan a conversation that creates interest and forces the decision maker to keep listening. Trouble is that you really have a very limited time to achieve the above mentioned objective. You hardly get 15 to 20 seconds before the decision makers make up their minds whether to hang up or whether to stay a little longer to see if you really have anything of interest for them.
Make a script:
You need a perfect script before you dial a number. Be brief with your introduction, mention the name of the person who referred you, talk specifically about the needs and pain points of the organization, don’t boast about your company, and try to convince them that you can help them with a solution.
Cold calling can be an effective tool for a B2B lead generation company if the opening conversation goes well. For that you have to plan your script in advance and execute it perfectly.
