B2B cold calling in 2025 (part 2)
Even today, the telephone is an essential tool in business development. This approach, sometimes underestimated, remains one of the preferred methods of contact for many executives who are overwhelmed by e-mails. In addition to part 1, here are a few tips on scripting, voicemail and qualified appointments booking for B2B telephone prospecting. At the end of the article, you’ll also find a special recommendation from our experts!
Writing a prospecting script
A winning approach to telephone prospecting is to take the time to develop a genuine, human relationship with your prospects. On the initial contact, it’s important to build trust and create a rich, relevant exchange. That’s why our experts recommend avoiding reading a script from start to finish. You risk being seen as distant and inauthentic. It’s a good idea to be well-prepared before you start cold-calling, so that you feel confident! So, by creating a basic script for your calls, you’ll have the key elements you want to mention at your fingertips. This will help you feel more at ease on those first calls.
The script, without having to read all of it, can be used as a support so that you don’t forget any important information, and so that you can answer any objections or questions prospects may have. The more calls you make, the more at ease you’ll feel. You will then be able to leave the script behind completely.
By writing a script before you start the process, take the opportunity to highlight the key elements of your offer and think about the profile of your target prospect. This will help you tailor your pitch to their needs and interests.
Adapting the script to each call
Remember to adapt your script where necessary, depending on the calls you make. For example, you may find that your prospects ask the same questions or respond more positively when you use specific keywords. Keep the script dynamic. Add elements or modify it to address questions before they are expressed. This way, you’ll be able to focus on the distinctive elements of your offer. The most important thing is to get your prospect to speak. Make sure you find out more about their day-to-day reality and challenges. You’ll learn whether your proposal could be useful to them in the short or mid-term.
Leaving a voicemail for the prospect
Chances are you won’t reach all your prospects through the telephone. Occasionally, you’ll have to leave a voicemail message. While you may call a prospect more than once, sometimes even after several calls you may still not be able to speak to him or her. This way, you can prepare to leave an intriguing voicemail message. Make the prospect curious and interested in getting back to you. Because even though a live conversation with a lead is usually more likely to convert, our agents have had success (appointments) by leaving voicemails! To maximize your chances of success, your voicemail message should be clear and concise, and contain your contact information (name, e-mail, phone number, etc.).
Qualified appointments booking
To generate appointments with reel potential, it’s essential for them to be qualified!
To get a qualified appointment, you need to make sure you’re talking to the right person by validating the position of the person you’re contacting. This will ensure that they are the decision-maker or an important influencer regarding your product or service offering. You can also use other qualification criteria, such as volume of sales, number of employees in the company in question, and so on. A good verification of the relevance of the contact list is essential! This will ensure that you don’t waste your time on companies that don’t qualify. It is important to remember that the qualification is continued on the telephone during the discussion with the prospect, so that you can fully understand whether the prospect is interested in your offer in the short, medium or long term.
Have your calendar ready so that you can make the appointment with the prospect on the spot. To increase the chances of success, the person who leads the appointment should be familiar with the offer and a good “closer”. When prospecting with Boost Affaires, we schedule appointments directly in the agenda of the designated person, and communicate all important information relating to the discussion with the prospect. That means our team’s involvement comes before the sale. We qualify the prospect to help you maximize your time with leads who are genuinely interested in learning more about your service offering, making it easier for you to convert them into customers.
Recommendation and conclusion
According to our experts, the key is to benefit from the undeniable usefulness of a functional CRM and/or a well-structured, up-to-date Excel file to ensure that your follow-ups are completed on time. Working with the right tools will certainly make your life easier!
A good CRM allows you to organize your contacts and categorize them according to their level of potential. It should also help you keep track of your discussions, and schedule reminders for follow-up. Telephone prospecting means working on a script, so you can be confident and certain that you mention the important information during your calls. Our approach also allows you to qualify appointments to maximize your time and increase your chances of converting prospects into customers during appointments. Finally, our agents emphasize the importance of being organized and having the right tools for effective follow-up.
Got a business development project in mind?
E-mail us at ventes@boostaffaires.com.
