It’s possible that sales is one of the oldest careers around, and making a sale over the phone to a complete stranger is one of the most difficult components of this industry. Even with high success rates, the sheer number of calls you have to make might make it seem like a small percentage of them are answered, and despite this, it can be difficult to maintain concentration. Because of this, a significant number of phone sales professionals make use of cold calling scripts.

It should go without saying that not all scripts for cold calling are the same. It’s possible that you came on this page because, despite using a script, a significant number of the calls you make appear to go nowhere. Even while there is no secret recipe that ensures success with cold calling, there are probably a few tweaks you can make to your scripts that will lead to the gains in connect rate you’re looking for.

Try out some of these tips to polish your cold calling scripts and connect with more potential customers.

1. Make it fun

It’s possible that sales is one of the oldest careers around, and making a sale over the phone to a complete stranger is one of the most difficult components of this industry. Even with high success rates, the sheer number of calls you have to make might make it seem like a small percentage of them are answered, and despite this, it can be difficult to maintain concentration. Because of this, a significant number of phone sales professionals make use of cold calling scripts.

It should go without saying that not all scripts for cold calling are the same. It’s possible that you came on this page because, despite using a script, a significant number of the calls you make appear to go nowhere. Even while there is no secret recipe that ensures success with cold calling, there are probably a few tweaks you can make to your scripts that will lead to the gains in connect rate you’re looking for.

2. Review the language you use

In effective communications, the choice of words has a more significant impact than many people believe, and good cold calling scripts are no different. Whether or not we are aware of it, the words that we read and hear enable us to construct pictures in our brains. These images, in turn, help guide the way that we absorb information and nurture reactions. Words like “imagine,” “opportunity,” and “excited” can get someone’s imagination working in a good manner while also opening them up to entertain whatever it is that you could be offering. Making use of a prospect’s name is not only an effective approach to make them feel connected to you but also to pause for a minute to pay attention to what you have to say.

On the other hand, gimmicky terms such as “limited time” or “special deal” should be avoided until later in the discussion, if at all, if you’re using them to generate an urgency that isn’t really present in the situation. In this day and age, many potential customers will recognize the red flag and exit the page instantly.

3. Get the prospect talking

When making cold calls, one of the most common mistakes that phone sales professionals make is that they focus too much of the discussion on themselves or their presentation. In all honesty, it doesn’t matter how much research you do on a prospect; they are likely to be skeptical of you if you come in telling them things about themselves that they haven’t told you. This is true regardless of how much research you do. Instead, you should act as a guide and bring them to the source of the problem. Ask them questions about themselves, their professional triumphs and issues, and make sure you’re pushing the conversation towards the solution you can provide for them as you do so. They will be able to let down their guard more easily if they are given this kind of authority. They will be more interested in what you have to give if it seems to be a coincidence or otherwise surprising in some other way rather than targeted.

4. Customize scripts

If you’re new to using scripts for cold calling, you may have realized that you can’t utilize the exact same script to speak to each individual you contact in its entirety. Take the time to modify your scripts for each individual prospect so that you can cater to the requirements that are unique to that person. (This not only helps you seem less like a salesman, but it also improves the reaction you get from potential customers.)

5. Don’t leave them easy outs

If the beginning of your script has any line that reads “Is now a good time?” or anything similar, you should delete it right away. Even if they are having a nice time, those who don’t want to converse will probably just say no and be done with it. Avoid making things as simple as possible. Make sure the questions you ask are both intriguing and stimulating to the discourse. Whether you’re hoping to be successful, it’s generally not a good idea to check to see if you’re going to be a burden on the people you’re interacting with.

6. Include evidence

You should jot down pieces of proof that demonstrate the value of your providing and incorporate them in your cold calling scripts. This will ensure that you don’t forget to include them or mistakenly misquote the stats or testimonials. If you are able to demonstrate with facts why your offering is the best solution for a prospect’s problem, you will almost certainly have a better chance of reaching your next steps than if you ask them to take your word for it. If you can demonstrate with facts what makes your offering the best solution for a prospect’s problem, you will almost certainly have a better chance of reaching your next steps

7. Summarize the call at the end

Okay, include this in the actual script is going to be a little bit more challenging, but you can absolutely add a reminder in the script, along with maybe some bullet points of topics that you have most likely already covered. Bring the prospect up to speed on the conversation and the next actions you want to take, then ask them to affirm their participation. This helps to lock in a solid lead, as it ensures that the prospect is prepared to take the following steps and is willing to do so.

8. Always have an ending in mind

Make a note on your script for what your intended result is and do your best to stay to it even if the discussion has strayed in a different path. This applies whether you are attempting to complete a transaction right away or you are seeking for a follow-up appointment with the prospect. This will not only assist you in maintaining attention during the whole conversation but will also prevent you from inadvertently switching gears and throwing off your game.

Try making use of these pointers if you find that your cold calling leaves a little bit to be desired and the results aren’t what you want. It’s possible that picking up the phone may result in a significant increase in the number of sales.