10 Cold-Calling Tips Guaranteed to Skyrocket Your Sales

Ever wondered why some cold calls leave you cold, while others spark instant connections? A fascinating study by Gong.io analyzed over 90,000 cold calls and found that successful cold calls last nearly twice as long as unsuccessful ones, averaging about 5 minutes and 50 seconds compared to 3 minutes and 14 seconds.

Successful cold calls grab attention—and hold onto it.

Let’s take a look at the best cold call tips to succeed in your next call!

What is Cold Calling?

Cold calling is a sales technique where a salesperson contacts potential customers who haven’t previously expressed interest in the product or service being offered. A “cold” contact is someone you do not know. It’s often the first step in the sales process, aimed at introducing the company, generating interest, and potentially setting up a more in-depth sales conversation.

Cold Calling Statistics: The Hard Truth

Before diving into our tips, let’s look at some eye-opening statistics about cold calling:

1. 69% of buyers^{1https://www.rainsalestraining.com/blog/infographic-30-sales-prospecting-stats-and-what-they-mean-for-sellers} accepted a call from new salespeople in the past 12 months.
2. 57% of C-level buyers^{2https://www.zendesk.com/blog/sales-statistics/} prefer to be contacted by phone.
3. Average cold calls^{3 https://www.gong.io/content/cold-calling-tips/} lasts 5:50 minutes, while unsuccessful calls last 3:14 minutes.
4. 41.2% of salespeople^{4 https://www.rainsalestraining.com/blog/infographic-30-sales-prospecting-stats-and-what-they-mean-for-sellers} say their phone is the most effective tool.
5. Stating the reason^{5https://www.gong.io/content/cold-calling-tips/} for your call can lead to a 2.1 times higher success rate.
6. Salespeople who talk^{6 https://www.gong.io/content/cold-calling-tips/} for over 55% of a cold call are less likely to close a deal.
7. 13% of customers^{7 https://www.hubspot.com/sales-statistics} believe a salesperson can understand their needs.

Now, let’s dive into our expert tips to help you master the art of cold calling!

Ask, “How Have You Been?”

Imagine having a secret weapon in your cold calling arsenal—a phrase so powerful it could increase your success rate by 660%. Sounds too good to be true? Think again.

In a groundbreaking study of 90,380 cold calls^{8https://www.gong.io/resources/labs/cold-calling-tips/} , one opening line emerged as the undisputed champion:

“How have you been?”

Cold calls opening with this question boasted a staggering 10.01% success rate—that’s 6.6 times higher than the baseline. Let that sink in for a moment. You could potentially multiply your success rate by over 6 times with just four words!

Now, I can hear the skeptics among you: “But wait, doesn’t ‘How have you been?’ imply a previous interaction? These are supposed to be cold calls!”

You’re right to be skeptical—it’s a sign of a critical thinker. But here’s the kicker: this data set was exclusively first interactions. We’re talking about bonafide cold calls here.

So, why does this seemingly illogical question work so well? Two words: Pattern Interrupt. A pattern interrupt is a technique used to change a person’s state or break their pattern of thought. In a world of robocalls and scripted openings, “How have you been?” feels refreshingly human and familiar.

Great, right? Here’s how to wield this powerful tool effectively:

1. Deliver the line with the assurance of someone who’s definitely spoken to the prospect before.
2. Be prepared for their response. Have a natural follow-up ready, such as “Glad to hear that! The reason for my call today is…”
3. Use this question immediately after introducing yourself. For example: “Hi, this is Sarah from TechInnovate. How have you been?”
4. Keep your tone warm and genuinely interested—for more tips on how to develop a charismatic personality (even through a phone call), read on: The Charismatic Personality: 12 Traits You Can Master.
5. In the unlikely event someone calls you out (“We’ve never spoken before”), have a smooth recovery ready: “You’re right, and I apologize for the confusion. I was actually referring to how you’ve been handling the recent changes in [their industry]. I’d love to hear your thoughts on that.”

Pro Tip: Remember our “$100 Word Challenge” from before? Let’s apply it here:

“Hi [Name], it’s Sarah from TechInnovate. How’ve you been? [Pause for response] Great! Reason I’m calling: We’re helping companies like [Competitor] boost productivity by 30%. Interested in learning how?”

Action Step: Craft your own version of this opening, keeping it under 30 words. Practice it until it feels natural. Then, use it in your next 10 cold calls and compare the results to your previous opening line. Track the difference in call duration and success rate!

Avoid These (Deadly) Phrases

Taking data from Gong.io’s previous research, opening with “Did I catch you at a bad time?” makes you 40% less likely to book a meeting.

Cold calls that opened with this line had a dismal 0.9% success rate. That’s right—less than 1 in 100 of these calls resulted in a booked meeting.

Why? You’re essentially giving them an easy out. Many will simply say “Yes, it is a bad time” and hang up. You’re also planting the seed that your call might be an inconvenience.

Remember our magic phrase from the previous tip? “How have you been?” is a great alternative. But let’s not stop there. Here’s a list of phrases to avoid:

• “I hope you’re doing well.”
• “I don’t want to waste your time, but…”
• “To be honest with you…”
• “I’m just calling to…”
• “Would you be interested in…”
• “I know you’re probably not the right person, but…”
• “Can I send you some information?”
• “Do you have any questions?”
• “I’m sorry to bother you…”
• “Is this something you would consider?”
• “Are you the decision-maker?”
• “I was wondering if maybe…”

Which leads us to the next tip…

Use the 5-5-50 Rule When Starting a Call

Imagine you’re a tightrope walker. The moment you step onto that thin wire, every movement counts. One misstep, and it’s game over. That’s exactly what cold calling feels like. You have a razor-thin opportunity to captivate your prospect. Welcome to the “5-5-50” Rule.

The 5-5-50 Rule explained:

• You have 5 seconds to grab attention
• To earn 5 minutes of conversation
• Which can lead to a 50% increase in success rate (remember that statistic in the intro?)

But how do you stretch those precious 5 seconds into 5 minutes? Here’s how:

1. Use an Irresistible Opening Line: Your first words should be a carefully crafted hook. For example: “Hi [Name], I’ve got a 30-second idea that’s helping companies like [Competitor] reduce operational costs by 30%. Interested?”
2. The “Curiosity Gap”: Psychologist George Loewenstein found that curiosity is like an itch we need to scratch. Create that itch! “I’ve noticed something unusual about your company’s [specific area]. Mind if I share my observation?”
3. Value Bomb :Drop a high-value insight within the first 30 seconds. For example: “We’ve analyzed 100 companies in your industry, and we’ve identified a pattern that’s costing most of them 22% in annual revenue. Would you like to know if your company fits this pattern?”
4. Sentence Stack: Each sentence should naturally lead to the next, creating a flow that’s hard to interrupt. Like this: “Did you know that 68% of companies in [industry] are overlooking a critical security vulnerability? This oversight led to a major breach last month. The affected company? Your competitor, [Company Name]. They’re now scrambling to implement the exact solution I wanted to discuss with you today. Do you have 3 minutes to hear how you can avoid their mistake?”
5. $100 Per Word: Imagine you get $100 for every unnecessary word you remove from your script. Which words would you cut? This exercise will make your speech razor-sharp and compelling.

Action Step: Record your next 5 cold calls. Transcribe the first 30 seconds of each. Now, ruthlessly edit these openings using the $100 Word Challenge. Aim to cut at least 20% of the words while maintaining the core message. Practice these refined openings until they roll off your tongue naturally.

If you’re having trouble reciting your openings, try a vocal warmup: 12 Vocal Warm Ups For Meetings, Speeches, and Presentations

Picture this: You’re about to make a cold call, and you’ve been told that the magic phrase to open with is “Did I catch you at a bad time?” It seems logical, right? Give the prospect an easy “no” to say, make them feel in control, and voila – you’ve opened the door to a successful call.

But hold that thought! Our data tells a completely different story.

Ditch the Clichés (and Spark Genuine Conversations)

The more back-and-forth interaction you have with your prospect, the greater your chances for success.

So instead of relying on the above phrase crutches, let’s focus on creating a dynamic, two-way conversation. Here’s how:

1. Use Open-Ended Questions: Replace “Are you the decision-maker?” with how and why’s: “How does your team typically approach decisions about [relevant topic]?”
2. Offer Valuable Insights: Instead of “Can I send you some information?”, don’t be afraid of giving out the goods. In fact, when you add value to a conversation, your prospect might feel more inclined to give his/her time in exchange! Say something like: “Our latest research shows [industry trend]. How is your company adapting to this?”
3. Create Curiosity: Rather than “Would you be interested in [my product]…”, show your own interest in them or their company! “I’ve noticed [observation about their company]. I’m curious, what’s your take on this?”
4. Show You’ve Done Your Homework: Replace “I’m just calling to…” with “I saw your recent announcement about [news]. How does this align with your [relevant goal]?”
5. Empower the Prospect: Instead of “Do you have any questions?”, get to know them better. Ask “What aspects of [relevant topic] are most crucial for your team right now?”

For more, check out our guide: How to Hold a Conversation With Anyone You’ve Just Met

Call on Wednesday and Thursday

According to extensive research by InsideSales.com^{9 http://insidesales.com} , Wednesday and Thursday consistently reign supreme as the best days for cold calling.

But why? By mid-week, people have shaken off the Monday blues and settled into their work rhythm. They’re more likely to be receptive to new ideas and conversations. Furthermore, workplace productivity often peaks mid-week. This means your prospects are likely in a more focused, task-oriented mindset.

Let’s break down the psychology of each day:

• Monday: The “Back-to-Work” Blues
  • Pros: People are planning their week and might be open to new solutions.
  • Cons: Often overwhelmed with catching up after the weekend.
• Tuesday: The Transition Day
  • Pros: Work mode is fully engaged.
  • Cons: Still dealing with week’s initial workload.
• Wednesday & Thursday: The Golden Days
  • Pros: Peak productivity, settled into the week, more receptive to new ideas.
  • Cons: Can be busy with meetings and deadlines.
• Friday: The Wind-Down
  • Pros: Some people are in a good mood approaching the weekend.
  • Cons: Many are focused on wrapping up the week and less open to new commitments.

You might be thinking… “But What About the Other Days?”

While Wednesday and Thursday are statistically best, don’t completely neglect other days. Here’s how to approach them:

• Mondays: Focus on quick, energizing calls. Be the spark that ignites their week. Example opener: “Hi [Name], I know Mondays can be hectic. I have a quick idea that could make your week more productive. Do you have 30 seconds?”
• Tuesdays: Use as a “warming up” day. Plant seeds for your Wednesday/Thursday calls. Strategy: Send value-adding emails or leave strategic voicemails to pique interest.
• Fridays: Perfect for light, relationship-building calls. Approach: “Hi [Name], I know it’s Friday and you’re gearing up for the weekend. I just wanted to quickly share something that might make next week easier for you. Got a minute?”

Pro Tip #1: Dedicate larger blocks of time on Wednesday and Thursday, specifically for cold calling. Try calling at different times on Wednesdays and Thursdays to find your personal “golden hours.”

Pro Tip #2: The period just before or after lunch can be particularly effective. People are often more relaxed and open to conversation.

Call During The Golden Hours

Contrary to popular belief, early morning isn’t the best time for cold calling. Recent studies have revealed two “golden hours” that yield the highest success rates:

1. 4:00 PM – 5:00 PM: The wind-down window
2. 11:00 AM – 12:00 PM: The pre-lunch lull

But why these specific times? Let’s break it down:

1. 4:00 PM – 5:00 PM: The End-of-Day Sweet Spot: This is the time that most people are wrapping up their day’s tasks, the day’s most pressing issues have likely been addressed, and prospects may be more open and in a reflective mood.
2. 11:00 AM – 12:00 PM: The Midday Golden Hour: During this time, many are winding down before their lunch break; are less likely to start a new, complex task right before lunch; and don’t forget that slightly hungry people often make quicker decisions!

To make the most of these optimal times, try these strategies:

1. Block Your Calendar: Reserve your golden hours specifically for cold calling.
2. Prepare in Advance: Use less optimal hours to research and prepare, so you’re ready to maximize your golden hours.
3. Energy Management: Ensure you’re at peak energy during these crucial time slots. Consider a pre-call power routine.
4. Tailor Your Approach: Adjust your opening based on the time of day.
   • 11 AM: “Hi [Name], I know you’re probably gearing up for lunch. I have a quick idea that could make your afternoon more productive. Got 30 seconds?”
   • 4 PM: “Hi [Name], I realize you’re wrapping up your day. I have a solution that could make tomorrow easier. Mind if I share it briefly?”
5. Follow-Up Strategy: Use the 4-5 PM slot for initial calls, and the 11 AM-12 PM slot the next day for follow-ups.

Use These 5 Pivot Techniques

Pivoting is the art of skillfully redirecting the conversation to maintain engagement. It’s what separates robotic script-readers from master conversationalists.

Here are the most important pivot techniques you need to know to redirect any conversation in your favor:

1. The Boomerang: The Boomerang technique involves turning the prospect’s statements or objections into questions, “throwing” their words back to them for deeper exploration.

Example: Prospect: “We’re pretty happy with our current solution.” You: “That’s great to hear. What aspects of your current solution are you most satisfied with?”

2. The Bridge: The Bridge technique helps you connect the prospect’s comments or challenges to your solution.

Example: Prospect: “We’re struggling to keep up with customer inquiries.” You: “That’s a common challenge we hear. Interestingly, many of our clients faced similar issues before implementing our AI-powered chatbot. It reduced their response times by 80%.”

3. Using Curiosity: This technique involves using phrases that encourage the prospect to elaborate on their responses.

Example: Prospect: “We’ve been thinking about upgrading our CRM system.” You: “That’s great! Can you tell me more about what’s driving this decision?”

Why it works: This technique keeps the prospect talking, avoiding awkward silences and keeping them interested.

4. The Hypothetical: The Hypothetical technique involves posing “what if” scenarios to help prospects envision a better future state or solution.

Example: You: “If you could wave a magic wand and solve one problem in your customer service department, what would it be?”

5. The Comparison: The Comparison technique involves referencing industry benchmarks or competitor approaches to provide context and stimulate discussion.

Example: You: “We’ve noticed that companies in your industry are averaging a 15% increase in productivity after implementing automation tools. How does that compare to your current growth rate?”

Ready to put these techniques into action? Here’s your 5-day Pivot Practice Challenge:

1. Day 1: Focus on The Boomerang. Use it at least 3 times in your calls.
2. Day 2: Master The Bridge. Create at least 2 bridges in each conversation.
3. Day 3: Catalyst Day. Use curiosity-inducing phrases to dig deeper.
4. Day 4: Hypothetical Scenarios. Introduce a “what if” question in every call.
5. Day 5: Comparison Champion. Bring up relevant benchmarks or competitor approaches.

Find which techniques you love best and what works for you—and implement them in your scripts for maximum success!

Focus on The Next Steps

Let’s say you go on a first date. You’ve had a great conversation, there’s a spark of interest, but as the evening winds down, you simply say “goodbye” and walk away. No plans for a second date, no exchange of numbers.

Chances are, that potential relationship will fizzle out before it even begins!

The same principle applies to cold calling. The “Next Steps” aren’t just a polite way to end a call—they’re the bridge to your next interaction and, ultimately, to closing the deal. According to Gong.io:

In the most effective cold calls, up to half of the conversation was devoted to discussing and scheduling next steps.

Half of the entire call! This flies in the face of the common misconception that cold calls should be all about pitching your product or service.

To master the art of next steps, follow this framework:

1. Allocate Time: Aim to dedicate at least 25-30% of your call to discussing next steps.
2. Summarize: Briefly recap the key points of your conversation. Example: “So, we’ve discussed your challenges with customer retention and how our AI-powered solution could potentially increase retention rates by 30%.”
3. Propose: Suggest a specific next step. Example: “Given what we’ve discussed, I think the next best step would be a brief demo of our platform focused specifically on the retention features. How does that sound?”
4. Schedule: If they agree, immediately schedule the next interaction. Example: “Great! I have availability this Thursday at 2 PM or Friday at 10 AM. Which works better for you?”
5. Confirm: Send a calendar invite immediately after the call with a brief agenda.

But wait, there’s more! Avoid these 2 common pitfalls in your next call:

1. Running Out of Time: Many reps struggle because they simply run out of time at the end of the call. Remember, next steps DO take time but are often the most important part of your call. In fact, it’s better to make your initial pitch slightly shorter to ensure you have plenty of time to work through what a next step looks like in a calm, unrushed manner. Throughout the call, you can even use phrases like “In the last few minutes, I’d like to discuss our next steps” to set expectations.
2. Lack of Engagement: If you haven’t done enough at the beginning of the call to keep the prospect engaged, they may not stay on the line long enough to discuss next steps. Or, they might feel like you’re stringing them along for the ride. Give the prospect a choice between two or three potential next steps. This gives them a sense of control.

“We” Over “I”

In your call, prefer to use collaborative language over “I” phrases. This gives a greater sense of working together rather than the prospect doing things just for you.

For example, here’s how to transform standard sales phrases into more collaborative ones:

Instead of This	Say This	Why It Works
“I can offer you a solution”	“We can explore solutions together”	Suggests a partnership in problem-solving
“You need to improve your process”	“Let’s look at ways to enhance the process”	Less accusatory, more collaborative
“I think this would work for you”	“How do you think this might fit into your operations?”	Invites the prospect’s opinion
“My product can solve your problem”	“Our solution has helped companies like yours”	Suggests shared experience and success
“I want to show you our features”	“Shall we explore how these features align with your needs?”	Turns a presentation into a joint discovery
“You should consider our service”	“Many in your industry have found value in this approach”	Provides social proof without being pushy
“I can give you a demo next week”	“When would be a good time for us to dive deeper into this?”	Gives the prospect control over scheduling
“I think this is what you need”	“Based on what you’ve shared, this solution seems like it could be a good fit. What are your thoughts?”	Validates your suggestion and asks for input

Action Step: Go through your current cold calling script and highlight all instances of “I,” “my,” and “you.” Challenge yourself to rephrase these using more collaborative language.

The more collaborative you sound, the better! This is just one way to boost rapport. If you want to find out more ways you can get people to like you, try out our resource:

It’s a Numbers Game

There’s a reason InsideSales.com^{10https://pt.slideshare.net/insidesales/the-best-practices-for-lead-response-management-30913173} recommends to make at least 6 call attempts. Let’s break down why this magic number is so crucial:

1. First Attempt: You’re likely to reach voicemail or a gatekeeper.
2. Second Attempt: You might catch them at a bad time.
3. Third Attempt: You’re starting to become familiar.
4. Fourth Attempt: They might be curious about your persistence.
5. Fifth Attempt: You’re demonstrating commitment.
6. Sixth Attempt: You’ve earned respect for your tenacity (or, they might block you forever—but hey, at least you tried!).

Persistence works for several psychological reasons. First, he more someone is exposed to you, the more familiar and likable you become. This is the Mere-exposure effect. Second, your persistence may make them feel obligated to at least hear you out. Third, they might wonder what’s so important that you’ve called multiple times. After all, it must be important, right?

Lastly, your tenacity can earn their admiration. Most of the time.

There are many ways you can “change up” the call without going through the same script:

1. Add value: With each subsequent call, offer increasingly valuable insights or resources.
   • Call 1: Introduce yourself and your company
   • Call 2: Share an industry insight
   • Call 3: Offer a relevant case study
   • Call 4: Propose a personalized solution
   • Call 5: Share a testimonial from a similar client
   • Call 6: Offer a free consultation or demo
2. Build curiosity: Leave intriguing voicemails that build on each other.
   • Call 1: “I have some interesting data about [their industry]…”
   • Call 2: “Remember that data I mentioned? Well, there’s more…”
   • Call 3: “I’ve uncovered how this trend is affecting companies like yours…”
3. Different channels: Use a variety of touchpoints.
   • Day 1: Phone call
   • Day 3: Email follow-up
   • Day 5: LinkedIn connection request
   • Day 8: Another phone call
   • Day 10: Direct mail with a valuable resource
   • Day 14: Final phone call
4. Use deadlines: Create a sense of urgency without being pushy.
   • “I have a limited number of slots for our new [product/service] beta. I’d hate for you to miss out.”
   • “Our special offer for [their industry] ends this Friday. I wanted to ensure you had all the details before then.”

The Final Word on Persistence: Cold calling is indeed a numbers game, but it’s not just about quantity—it’s about quality persistence. Each call is an opportunity to refine your approach, learn more about your prospect, and demonstrate your commitment to helping them succeed!

As the great Calvin Coolidge said:

“Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”—Calvin Coolidge

Frequently Asked Questions (FAQs) on Cold Calling

Call Cold, But Make it Hot!

Remember, each prospect is a father, a mother, a hopeful entrepreneur or a successful CEO. These are real people, and genuineness is often the most important trait to carry.

As a recap, here are the key points to remember:

• Persistence is crucial: Aim for at least 6 calls before giving up, if possible.
• Timing matters: Wednesday and Thursday between 4-5 PM or 11 AM-12 PM are the best times for cold calling.
• Effective calls have structure: Successful calls last about 5:50 minutes and involve more listening than talking.
• Multi-channel approach works best: While cold calling is often more effective than email, combining multiple outreach methods yields the best results.
• Continuous improvement is key: Regularly analyze your calls, practice your skills, and stay updated on industry trends.
• Volume and quality both matter: Aim for as many calls as you can make (60-100 is often a good amount) per day, but focus on making each call count.
• Cold calling remains relevant: Despite digital marketing growth, 69% of buyers still accept calls from new salespeople.

Ready to take your phone skills to the next level? Check out our article on 10 Steps to Conquering Your Phone Anxiety.