4 Cold Calling Tips for Making a Good First Impression

photo of a cold caller making a good impression
photo of Veloxy's CEO Samir Majumdar

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4 Cold Calling Tips for Making a Good First Impression

photo of a cold caller making a good impression

Make a lasting and memorable first impression.

Gone in sixty seconds. In addition to being a great Nicolas Cage movie, those four words also demonstrate what your prospect will be if you don’t have the right first impression formula for cold calling.

Why do you need a first impression for cold calling? While some salespeople at companies like Amazon Web Services and ServiceNow can leverage their company’s recognition during the first cold call, most salespeople need to inform and intrigue the potential buyer in very little time.

It’s not an easy task. Some of the best salespeople in the world are elite cold callers. I spoke with a handful recently, and in addition to following the below formula, they also recommend that you, “Never be cute.” Don’t exaggerate. Don’t create acronyms or use hyperbole. Rather, let the results, numbers, and value do what most mere names cannot—close the deal!

The First Impression Formula for Cold Calling

While this a “formula”, it won’t create too many impressions that sound “canned”. All you need to do is memorize the steps in your powerful mind, and pair it with your solution’s winning numbers and your prospect’s relevant data.

Get ready to impress more buyers and get more meetings.

  1. Confidently get their attention by positioning yourself.
  2. Demonstrate that you know their business.
  3. Start with basic results. Finish with mind-blowing numbers.
  4. Turn their curiosity into a calendar request.

1. Confidently get their attention by positioning yourself

I first wrote, ‘Confidently share who you are and what you do’, but then I yawned. Rest assured, somebody who didn’t know me or my business would yawn, too.

Gone are the days where I could start a cold call with, “My name is Samir and I co-founded Veloxy. We’re a Salesforce app for high-performing salespeople.” Business-to-business buyers receive hundreds of cold calls and cold emails every week, so it’s best you stand out rather than blend in with the aforementioned age-old first impression line.

My name is Samir and I co-founded Veloxy. We help sales teams turn unproductive churning into generative earning.” That’s what you call positioning with intrigue, because instantly the potential buyer on the other end is asking themselves:

  • What tasks do we spend too much time on?
  • How much time are we spending on these tasks?
  • How much money are we losing because of these productivity inefficiencies?

Before I move on to the second step, I really want to hammer home your confidence. You may not know me, but I think you’re great! Here you are reading a blog post because you’re persistent, always taking the initiative on turning learning into earning. Nothing comes across the phone more clearly than your confidence, or lack thereof.

Here’s a helpful guide from great Tony Robbins: Improve your confidence

2. Demonstrate that you know their business.

When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. Please remember this: whether you did or not does not matter. They could have downloaded an ebook from your website—it does not matter.

In our previous blog post on list segmentation, we outlined why it’s important to segment your business intelligence. Here’s one of many key reasons why you should practice list segmentation. When your dialer rings John or Jane Doe, you instantly know their:

  • Buyer Persona
  • Industry
  • Role and Responsibilities
  • Pain Points
  • Customers Who Are Like Them

I’ll demonstrate by continuing from my first impression script. “My name is Samir and I co-founded Veloxy. We help sales teams turn unproductive churning into generative earning. I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps.

Could you hear the ‘check, check, check’ sound in the buyer’s mind? I know I could. If your Salesforce or CRM administrator doesn’t have this key information centralized in one area of your dialer or lead record screen, you’ll definitely want to ask them to do so.

3. Start with basic results. Finish with mind-blowing numbers.

Some readers may be thinking, “Hey, you shared that you multiplied revenue, what else does the B2B buyer need to know?Specific numbers. While the basic result of multiplying revenue will carry over the initial intrigue from step one, step three is designed to clear the bases rather than advance a runner.

My name is Samir and I co-founded Veloxy. We help sales teams turn unproductive churning into generative earning.
I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps.

In fact, three years ago I helped a similar sized telecom company close $120,000 worth of new deals last year. They haven’t missed quota since I first called them.

Before we move to step four, which plays off the exciting end of my first impression pitch, I want to hammer something home again. While confidence is important, being simple and concise is another key element to a great first impression cold call.

Never overthink it. Here’s an example from the great Joe Vitale. While you’re not calling a friend or a family member, just imagine that you are for ten seconds. Would you sound nervous calling them? Would you complicate your message? No, because you’re happy to be talking to them, and you’re confident they’re happy to be hearing from you.

4. Turn their curiosity into a calendar request.

“Would you like to know more?” It’s a popular line from one of my favorite movies, Starship Troopers. But it lacks that juicy nugget that the buyer is craving. “Would you like to know how you and [ insert company name ] can achieve similar results in less time?

If the mind-blowing numbers weren’t enough to convince the prospect to schedule time on their calendar, knowing that they can achieve similar results in less time is too good to pass up. But, if they’re still stubborn or hesitant to commit to a meeting, here are a few other tips to get the evasive, “Yes!”:

  • Share a few of their competitors as companies you plan to call next
  • Demonstrate how the reward will outweigh their risk
  • Personalize the meeting offering

Let me expand on how you can personalize the meeting offering. After communicating who you are and what you do, and how you can help the prospect achieve outstanding results, the next trick to close the deal is to get specific on your meeting process.

This is where the value-added consultation comes in. You need to communicate how the assessment of their pain points and the resulting proposed solutions are designed to fix their needs specifically, not the needs of all of your clients. If you can demonstrate that you’re not selling a cookie-cutter, they’re curiosity will blow their hair back.

Here’s an example:

My name is Samir and I co-founded Veloxy. We help sales teams turn unproductive churning into generative earning.

I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps.

In fact, three years ago I helped a similar sized telecom company close $120,000 worth of new deals last year. They haven’t missed quota since I first called them.

Would you like to know how you and [ insert company name ] can achieve similar results in less time?

“No thank you”

Well, are you sure you want to pass up on our complimentary, no-strings-attached assessment where you’ll take away personalized solutions for you and [ insert company name ], empowering yourself to be the right game changer for your business—where one hour of your time is all it will cost?

Risk eliminated. Personalization and reward communicated. Meeting booked!

Cold Calling's Fastest First Impression Formula

Today is the best time to improve your cold calling skills. Buyers are more guarded than ever, let alone overwhelmed by the increase in cold outreach by sellers.

Be sure to copy and paste the 4 step formula for making an outstanding first impression into a word document. Customize it to your unique style and offer, and place it nearby your monitor.

As a friendly reminder, work with your Salesforce administrator to better organize the lead record layout around the aforementioned data points.

 

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Samir Majumdar

Samir Majumdar

Samir is the CEO and Co-founder of Veloxy. After spending 20+ years creating corporate systems, boosting revenue, and eliminating inefficiencies, Samir started Veloxy to help sales professionals shorten sales cycles, accelerate pipelines, and close more deals.

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