In 2021, it makes sense with all the latest technology and communication options that phone calls would become less popular for sales and business growth. However, despite this seemingly popular belief, B2B cold calling is more successful than you think!
While we are talking about the success of using phone for B2B lead gen, we want to note that it’s not the only platform we recommend using to grow your sales funnel. Cold calling works best when combined with other outreach methods, such as email or social media to increase touchpoints and awareness. Multi-channel lead gen has shown great success, such as securing a $2 million deal for a client using phone in the multi-channel approach!
Still need a few more statistics to solidify your confidence in cold-calling sales campaigns? Here are a few B2B cold-calling statistics:
82% of buyers say they have accepted meetings with salespeople after a series of contacts beginning with sales cold calls. (RAIN Group)
Nearly two thirds (57%) of C-level executives say they value information from phone calls with sales reps. (RAIN Group)
57% of c-level executives prefer to be contacted by phone (Finances Online)
75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone. (DiscoverOrg)
There isn’t a “one script fits all” approach to lead to a successful lead gen campaign, which is why we’re discussing a few different types of scripts to help you with your B2B lead generation.
Gatekeeper cold calling phone script
Why it’s important and when to use it:
Oftentimes, when you’re first beginning your cold calling campaign, you likely won’t begin with the direct contact information for your target. Therefore, you’ll need to start with a higher-level phone number, potentially the main phone line connecting to an operator or secretary. The Gatekeeper script will most widely be used when you are beginning your cold calling campaign and looking to gain direct access to the right-party contact (RPC). The best thing about this script is that it’s short and sweet - we don’t want to waste their time trying to reach our target!
This intro cold calling approach is important because you’ll want to make a good first impression with the gatekeeper, since after all, they are in control with your access to the person you want to get in touch with. Developing a good relationship with them is essential if you ever have to call back to get pushed through to your target contact.
Research cold calling phone script
Why it’s important and when to use it:
When there is a company that fits your Ideal Customer Profile (ICP) but you’re uncertain of the services or programs they use, getting in touch with the decision-maker to inquire about their paint points and potential solutions can yield great results. Not only can it determine if a target company could use your product or service offerings, but it can also help you cross off companies from your list if they explicitly state that they aren’t interested in what you’re offering. Thus, allowing your sales team to spend their time more effectively and efficiently on targets that have the most potential of closing.
We’ve seen success using the Research script stand alone in your cold calling strategy or after you’ve reached the decision maker from the Gatekeeper script. Testing the sequence and determining what is most beneficial for you and your sales team is essential to ensure the best process for your company.
Appointment setting phone script
Why it’s important and when to use it:
Face to face is always more powerful than simply a voice conversation on the phone. Whether your sales team plans to host a video conference (perfect for contacts not within easy travel distance or due to remote work protocols) these sales meeting appointments are essential to better understand your target. In these sales meetings, you’re better able to uncover pain points along with consulting to help show how your solutions can solve their problems.
You’ll want to ensure that sales appointments or meetings are only made with the decision-makers so your sales team spends their time with those that either have strong influence in making decisions or have decision-making authority themselves. The goal of these meetings is to show that you and your company are leaders in your industry and work to move the contact down the sales funnel, potentially to sending a proposal or even a contract if the meeting went that well! We recommend that the Appointment Setting phone script isn’t used on your first outreach unless you’ve reached a decision maker that has expressed interest in another call.
Amp up your sales process with these key cold-calling scripts
Sign up to receive the three most-used cold-calling phone scripts that are inside sales team uses to generate leads and sales meetings. You’ll get the below scripts sent straight to your inbox:
Gatekeeper Script
Research Script
Appointment-Setting Script
ABOUT INCEPT
Incept is an outsourced call center service and B2B lead generation company that brings the human element of conversations back to customer experience. Our team of lead gen experts partner with your team to grow your sales through lead generation, cold calling, and appointment setting
We’ve worked with some of the largest brands in the world to develop lead generation campaigns with one main goal - strengthen relationships at every touch point. From B2B lead generation, to organic and paid social media campaigns, to live chat, Incept is one of the best call center outsourcing vendors to assist all your CX and lead generation needs.