15 Cold Calling Tips to Book More Meetings

Cold calling is dead!

It's a common misconception that cold calling is dead, as many sales reps still find it to be an effective way to generate leads and book meetings.

While it's true that cold calling has become more challenging in recent years due to changes in buyer behavior and the rise of digital marketing, there are several reasons why it still works.

1. Personal and engaging: it allows for a one-on-one conversation with a potential customer, which can be more personal and engaging than other forms of cold outreach.
2. Highly targeted: can be highly targeted, allowing you to reach out to specific individuals or companies that fit your ideal customer profile.
3. Feedback & insights: provides valuable feedback and insights from your target market, allowing you to learn more about their needs and preferences and improve your products, services, and messaging.

With this in mind, you can be sure that cold calling will bring you success in making appointments with potential customers.

This article will provide 15 tips for SDRs to have a successful cold outreach via phone.

Let's get started!

The success rate of cold calling can vary depending on a number of factors, including the industry you're in, the quality of your list, and the effectiveness of your pitch. However, studies have shown that the average success rate for cold calling is relatively low, with many sources estimating that only 2% of cold calls result in a meeting or sale.

While this may seem discouraging, it's important to keep in mind that cold calling is just one part of a larger sales strategy. By combining cold calling with other tactics, such as cold emailing, social selling, and video messaging, you can increase your overall success rate and generate more leads and sales for your business.

It's also worth noting that the success rate of cold calling can be improved by using targeted lists, sharpening your pitch and messaging, and focusing on building relationships with prospects over time. Taking a strategic and data-driven approach to cold calling can improve your success rate and maximize your ROI.

When making cold calls, having a script is essential to guide the conversation and ensure that you hit all of the key points. A good script should be conversational and easy to understand, allowing you to engage with the prospect and build rapport.

However, don't be afraid to improvise if needed, and try to make the script sound natural rather than overly scripted. Practice the script to ensure that it flows smoothly and sounds natural when spoken.

Also, remember to practice. Sales mock-up calls will get you ready to face your day-to-day cold calling tasks.

Before picking up the phone, it's important to do your research on the prospect you're calling.

Review their LinkedIn profile and company website to get a sense of their interests and needs, and look for mutual connections or shared interests that can help build rapport.

Use this information to adjust your message to their specific needs, and try to find ways to demonstrate that you understand their unique situation.

When making cold calls, it's important to have clear goals in mind for each call. Determine specific, measurable goals for each call, such as booking a meeting or obtaining a referral.

Track your progress and adjust your goals as necessary, and celebrate each success no matter how small.

Setting clear goals will make you more focused and motivated when making calls.

Active listening is a key skill when making cold calls, allowing you to understand the prospect's needs and tailor your message accordingly. Pay attention to the prospect's tone of voice and body language, and repeat back key points to demonstrate that you understand their situation.

Show empathy and acknowledge any concerns they may have, and use this information to build rapport and develop a relationship.

When making cold calls, enthusiasm is key. Believe in your product or service, and let your enthusiasm show in your voice and your words. Use positive language and energy to engage the prospect, and avoid sounding scripted or robotic.

By showing your passion and excitement, you'll be more likely to win over the prospect and book a meeting.

When making cold calls, it's important to be respectful of the prospect's time. Ask for permission to continue the conversation and keep the call brief and focused.

If the prospect is busy or unavailable, schedule a specific time for a follow-up rather than trying to force the conversation. By respecting their time, you'll build trust and demonstrate that you value their business.

When making cold calls, it's important to get to the point quickly. Introduce yourself and your company quickly, and explain the purpose of the call in the first 10-15 seconds.

Be direct and avoid wasting time with small talk. By getting to the point quickly, you'll demonstrate that you respect the prospect's time and that you're focused on providing value.

When making cold calls, your tone of voice can make a big difference in the outcome of the call. Use a friendly, upbeat tone, and smile as you speak. Use positive language and avoid negative or confrontational phrases, and stay calm and professional even if the prospect is difficult or unresponsive.


Maintaining a positive tone will make you more likely to win over the prospect and book a meeting.

Objection handling is an essential skill when making cold calls. Anticipate common objections and prepare responses that address the prospect's concerns and offer solutions.

Use empathy to show that you understand their perspective, and avoid being defensive or argumentative. You'll be more likely to win over the prospect and book a meeting or product demo by handling objections effectively.

When making cold calls, using open-ended questions is a great way to encourage conversation and learn more about the prospect's needs. Rather than asking yes or no questions, ask questions that require a more detailed response. This will help you understand the prospect's challenges and priorities, and allow you to tailor your message accordingly.

Use questions like "Tell me more about your current situation" or "How have you tried to solve this problem in the past?" to encourage the prospect to open up and share more information.

Active listening is a key skill when making cold calls, allowing you to understand the prospect's needs and tailor your message accordingly. Pay attention to the prospect's tone of voice and body language, and repeat back key points to demonstrate that you understand their situation.

Show empathy and acknowledge any concerns they may have, and use this information to build rapport and develop a relationship. By practicing active listening, you'll be more likely to win over the prospect and book a meeting.

When making cold calls, persistence is key. Don't be discouraged if the prospect says no or isn't interested in your product or service. Follow up with them regularly and try to find new angles to demonstrate the value of your offering.

Use multiple sales channels, such as email or social media, to stay in touch and build a relationship over time. By being persistent, you'll demonstrate your commitment to the prospect and increase your chances of booking a meeting.

Social proof is a powerful tool when making cold calls, as it can help build trust and credibility with the prospect. Use case studies or testimonials from satisfied customers to demonstrate the value of your offering, and highlight any awards or recognition your company has received.

This will help the prospect see that you're a reputable and trustworthy company, and increase their willingness to book a meeting.

When making cold calls, it's important to be authentic and genuine. Avoid sounding too scripted or overly salesy, and try to have a natural conversation with the prospect.

Share personal stories or experiences that demonstrate your passion for your product or service, and use language that reflects your personality and style. By being authentic, you'll build trust and rapport with the prospect and increase your chances of booking a meeting.

Following up is an essential step when making cold calls. If the prospect isn't ready to book a meeting, schedule a specific time for a follow-up call or email, and use this opportunity to provide additional value and build rapport.

Send a thank-you note after the call to show your appreciation for their time, and stay in touch regularly to maintain the relationship. By following up consistently, you'll demonstrate your commitment to the prospect and increase your chances of booking a meeting in the future.

In conclusion, cold calling can be an effective way to generate leads and book meetings, but it requires a strategic and thoughtful approach. By following the tips outlined above, such as preparing your pitch, targeting the right prospects, using open-ended questions, and being persistent, you can increase your success rate and generate more business for your company.

While the success rate of cold calling can vary depending on a number of factors, the key is to stay focused, stay positive, and keep refining your approach over time. By staying committed to the process and continuously learning and improving, you can become a more effective cold caller and achieve your sales goals.

If you want outsourced SDRs that are experts in cold calling, get in touch with us!