Telephone canvassing to accelerate growth in 2024

Cold calling, an ancestral method.

It's time to reinvent the way we do cold calling to bring more value to our prospects.

You've all received a call from a company trying to sell you an energy balance when you don't even own one. It usually ends like this:

It's a bit like contacting a company that doesn't know you or your solution.

Even if you're convinced that your product can bring them a lot of value.

With a little simple research, you may be able to match the prospect's needs to your sales approach. I assure you, the conversation will be more relevant and meaningful.

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Cold calling isn't dead - it's evolving!

Cold calling is a way of engaging in face-to-face dialogue with a prospect.

👉 The aim is to move your target to the next stage in the buying process.

In the past, telephone canvassing was seen as an aggressive method of making intrusive, unqualified calls in the hope of receiving a positive response from the person on the other end of the line.

Current research shows that 74% of buyers will choose sellers who can add value to their business.

It's this search for added value that has led cold calling to evolve into a new, more virtuous format. And today's cold callers understand this!

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Why are we so passionate about the challenge of cold calling?

Numerous studies show that cold calling still has its place in prospecting.

According to a study conducted by Rain Group

70% of prospects accepted at least one phone call in 2019, and 82% accepted an appointment with sales after a series of contacts initiated by a cold call.

However, telephone canvassing cannot be implemented without a structured approach and clear follow-up by the team.

Often misused or poorly optimized, it's advisable to think about a global strategy to significantly improve the performance of your approach.

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Modjo's approach to cold calling.

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1. Use social networks

Social networks are powerful time-saving tools for prospecting. For example, LinkedIn is an essential tool to use when you want to take your cold calling to the next level.

82% of prospects believe that a company is more trustworthy if it is visible on social networks, according to a study by BrandFog.

In addition to being a showcase for your company, LinkedIn enables you to create a link with your future prospects.

Before a phone call, make it a habit to consult your caller's profile. This approach will not only provide you with important information about your target, but will also help you make an initial connection with him/her.

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2. Use cold emailing in advance

It's much easier to bounce back by sending one or more e-mails when you contact your prospect. At Modjo, first contacts are systematically made via cold mailing.

There are two possible scenarios when you call.

1. Your prospect has seen your e-mail and already has a general idea of the product you want to present.
2. If your prospect hasn't seen your e-mail, you can bounce off it and start a discussion. Typically, it happens quite regularly that a prospect looks for your e-mails in their spam. Work on your brainstorming to come up with your introductory script! 🤓

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3. Be careful with your approach

When we contact prospects through cold calling, we attach particular importance to the way we approach our future customers. 😉

It's out of the question to pick up the phone (the old-fashioned way) without at least knowing whether our tool can respond to a problem encountered by the target company.

You need to think about the value proposition you're going to bring to your target audience. Most of the information you need can be found on the Internet. You just need to know where to look. I assure you that the preliminary work you do won't be a waste of time.

👉 Our method at Modjo: contact our prospects for feedback.

As a newcomer to the market, we decided to contact our target customers to ask for their opinion, particularly on what we're developing.

The aim is to show why the tool is indispensable to them. And if they want to capture Modjo, we'll have done that. But the priority for us is to get a little feedback on the product. The better we know our prospects' needs, the better our value proposition will be in the future.

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4. Make an appointment in your prospect's diary!

The purpose of your call is not to present your entire solution.

The main objective should be to set up an appointment. Your prospect probably won't have time to listen to you. Be proactive, and he'll probably be more inclined to find out what you want to show him later.

I imagine you don't have much time now. But if you'd like, we could meet for 10 to 15 minutes in the next few days and I'll show you this. Tuesday, 3:30 p.m.?

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5. Learn from the best!

This is where I show you how Modjo can help you improve your business performance 😉

You have to train! You have to train each other within your team!

You can't become the best outgoing salesperson without training.

👉 How do I train?

• We always listen to the best phone calls of the week. This enables us to detect the "catchphrases" that make the difference with prospects.
• The replay also enables you to detect parasitic actions that could cause you to miss a sale.

When I was at Doctolib, I listened to at least 5 calls a week. After several months, I realized that I had a speech impediment and that I spent my time repeating certain words such as "ok ok", "perfect perfect", etc. I couldn't listen to the calls again. I couldn't listen to the calls again.

Modjo helps improve your training efficiency. You'll have much easier access not only to your personal calls, but also to all calls made by your company.

You can also comment on your calls and tag your colleagues to automatically send them your best phone call of the week.

The most frequently used function in our company: the call library. In the same way as a traditional library, your best calls can be referenced by category (e.g. best cold calling, best objections, best demo, etc.). This feature saves considerable time when it comes to progressing and integrating new functionalities.

I think you now have many of the keys to becoming the boss of cold calling.

And if you have any questions about our prospecting methods, please don't hesitate to contact us directly. And maybe by then, we'll have asked you to share your comments. 🍍

Ps: if you want to know why pineapple, we'd be delighted to give you a demo 😉.

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Better,