Can you believe we’re already getting close to the second half of Q1!? Here’s our final article in the cold calling blog series for 2019. At Chorus.ai, we analyzed over 1 million cold calls made through sales engagement tools like Outreach. A quick summary of what we’ve learned so far...
- The average successful cold call lasts about 7.5 minutes
- The ideal cold calling sequence has 4 calls to the same prospect over a 20 day period
- Reps should talk about 40-49% of the call and ask at least 4 questions
So if you think you’re playing your cards right, how do you tell if the prospect also likes what they hear? Here are some sure signs that you’re well on your way to get a meeting scheduled.
Your Prospect Asks Good Questions
The first sign is that the prospect also has about 2-3 good questions other than “what do you guys do?” That’s a great way to tell if the conversation has potential and if you have an intriguing proposition for the prospect.
Your Prospect Starts to Monologue
Chorus Science research also suggests that engaged prospects will go into longer monologues more frequently on a cold call. Cold calls that result in schedule meetings tend to have 1-2 engaging moments (an engaging moment happens when a prospect speaks for more than 30 seconds on their current situation, pain points, or decision making process).
Also the prospect’s longest monologues are 12 seconds longer (33 seconds on average) in successful cold calls - so if you are getting the prospect to take longer turns, that’s exactly what you should be doing.
Engage with Open Ended Questions
Dan Cilley, the Co-Founder of Vendor Neutral, a founding member and chapter president of the Sales Enablement Society and the President of the AA-ISP, shares some insights on how to get a prospect to engage and provide long, in-depth answers to your questions:
- Ask open ended questions like “what does your current process for … look like?”
- Open-ended questions allow cold calling prospects the opportunity to provide more information, including information which will drive emotions, like a specific pains or frustration that the prospect may want to solve or overcome.
- This enables the caller the opportunity to better understand the respondents' true needs and provide a solution that will match.
We hope you found this Cold Calling blog series useful. For a quick summary,
download our Cold Calling Cheat Sheet.