cold calls

How to Improve Your Cold Calling Results

Cold calling is an important part of business. Companies and sales people, need to make sales in order to stay in business.  When the phone isn’t ringing, making outbound calls is the solution.  Whether you are calling B2C or B2B it is important to start with a quality lead list that has been scrubbed against the Do Not Call registry.  Many business owners use their personal phone number,which could be registered with the DNC, so scrub all of your lead lists on a regular basis.  Once you have your sales list ready there are steps you can take to improve your cold calling results.

Here are our favorite cold calling tips.

  • Become an expert.  You should be the expert in your business, your industry, your products, investment offering etc.  Spending time brushing up on industry news so that you aren’t caught off guard by any questions.
  • Prepare your space.  If possible, call from a quiet room with your supplies laid out in front of you.  Whether taking hand written notes or using a computer, you need to document what happens on each call for follow up.
  • Narrow your focus.  Call prospects about one specific product, service, or investment opportunity at a time.  This will enable you to get into a grove and as you answer the same questions, you will continue to improve.
  • Understand your goals.  What is your objective for the call?  Is it setting an appointment, closing a sale, or transferring them to another closer?  Focus your goals so you can track your success rate and look for ways to improve.
  • Perfect your pitch.  When making cold calls, you may only have seconds to capture their attention.  Practice your pitch and make changes until you are able to capture and hold the attention on the other line.
  • Objections.  You will hear a range of objections from “I don’t have time to talk” to “Your product’s bad”.  Have an answer to objections so you can quickly and easily overcome them.
  • Make it personal.  Explain how what you are selling will improve their life, make their job easier, make them money etc.  People don’t want to hear about you.  They want to hear what you can do for them.
  • Give examples.  When making cold calls it helps to be able to give examples of how what your selling is helping other people in the area.  For example, “Tom down the street just bought this and his business saved $300.”
  • Ask for the sale.  Many salespeople make the mistake of not asking for the close.  Once you have given them information don’t be afraid to ask for the sale.  Do not miss the opportunity by ending the call without trying to close the deal.

How to Make Cold Calls More Effective

Make your cold calls more effective by starting with a quality lead list, perfecting your pitch, and incorporating these tips.  Every time you reach a prospect it is your opportunity to close a sale.  Make it count and don’t waste a moment.

Close More Sales With Lead Tracking Software

Cold calling is a fast way to reach people.

While it may not feel fast, cold calling is still the best way to reach people immediately.  Other marketing methods like direct mail, radio, television, or print require someone to pick up the phone or walk into your location.  By calling them at their home or office you have the opportunity for an instant sale or adding to your pipeline.

Any cold caller knows that it is a numbers game.  The more people you call, the higher your chances are of hearing a “yes”.  Once you are in the zone and making calls it is important not to get distracted by paperwork or other work items.  Using a leads tracking software can help you to make more calls without the distractions that slow you down. The simple task of shuffling through paperwork to organize your leads takes time away from picking up the phone and making a call.

Here is how a leads tracking software can help you close more deals:

  • Lead list.  It all starts with quality leads.  At we can provide you with high quality leads in a format that can be uploaded directly into the  software.
  • Script.  Use a script and become so familiar with it that you can deliver your pitch without delay.
  • Process.  A robust lead tracking software guides you through the sales process while helping you document exactly what stage you are in.  With one look you can tell if the lead has been reached, sent information, and more.
  • Reminders.  How many deals have you not closed because you didn’t follow up at exactly the right time?  Missing a call back by a couple of days can mean the deal goes to the competition.  Lead tracking software will remind you to contact a prospect so you can close more.
  • Keep in Touch.  Lead management software can help you keep in touch with prospective clients over the long term.  This is important when a prospect may not be ready to make a buying decision until six months or a year from now.
  • Compliance.  It is important to stay in compliance with the Do Not Call laws. Make sure you update your lead list by taking people off that do not want to be called.  Working with ensures your leads are already scrubbed off the DNC.
  • Distribution.  If you are working with a team of sales people a lead management software can help you to distribute leads and track how well each sales person is doing.
  • Reporting.  Lead management software will give you the reporting tools you need to know how successful your campaign is.  Reporting is essential for improving your results.

Using a robust lead tracking software can increase your success and help you close more deals.  There are several companies offering this service, like Lead360 and, at a large and small scale.  They have been shown to increase sales closings so get started and see your numbers improve.

Fighting Lead List Fraud

7 Ways to Help Fight Lead List Fraud

No one doubts the value of sales lead lists and surveys prepared by reputable vendors. Many sales organizations rely on the data on these lists to find leads, qualify prospects, and pursue sales. This blog is not about the trustworthy list vendors, like, which provide high-quality information for legitimate reasons. Rather, we are going to look at the dark side of list sales, in which unscrupulous hucksters commit fraud on the public using “sucker lists“.

How Does Someone End Up on a Sucker List?

Sucker lists contain the names and contact information for individuals who are, for various reasons, susceptible to telemarketing and/or mail fraud and get-rich-quick schemes. There are different ways to make it onto a sucker list, including:

  • lottery winners and sweepstake participants
  • travelers
  • inheritors and the newly rich
  • the elderly
  • the unemployed
  • illegal aliens
  • customers of diploma mills
  • charity givers
  • political contributors
  • people who believe in astrology
  • multilevel marketing
  • online gamblers
  • loan modification
  • credit repair
  • leverage metals and currency

Each of these groups may be conned by bottom-feeding fraudsters who can exploit a person’s vulnerabilities. Lottery participants, for instance, may be ever on the lookout for a quick score. A fraudster might push a so-called “winning number generator” that promises to yield you a winning lottery ticket within 60 days. The elderly might be bullied into buying non-existent insurance or annuities. You can easily imagine scenarios for each kind of person on a sucker list. Often, sucker lists contain financial, credit card information and ACH information about its list members. Armed with this kind of information, scammers can impersonate law enforcement or any company you used your credit card with, and utilize that information for identity theft. The variety of nefarious schemes is endless, but usually involves persuasive sales pitches, scare tactics, and exaggerated claims.

We advocate seven approaches to help authorities crack down on these illegal activities:

1)     Expanded use of data from public complaints, criminal investigations and civil suits to gather and share intelligence about fraud schemes and key participants, and an Americas Most Wanted Scammers show or documentary.

2)     Undercover operations to nab purveyors of sucker lists, seeding these lists with law enforcement decoy information.

3)     Public education programs to make individuals and businesses more aware of marketing fraud.

4)     Identification and support of fraud victims with activities such as intervention services and victim-support networks.

5)     Expanded coordination among regulators, law enforcers and investigators to help prosecute fraudsters. Coordination should occur at the local, national and international levels. This includes the establishment of joint task forces to take on the worst criminals.

6)     Enforcement of the FTC and FCC Do Not Call provisions, especially registration per area code. Almost all of these fraudsters do not have a SAN number and haven’t registered to dial area codes at the federal or state level, an obvious Achilles heel that law enforcement should pursue.

7)     Self-regulation by the list industry, including the formation of a regulatory body that polices its own members.

We hope this information helps you understand the list brokerage business.