How to Increase the Call Duration for My Cold Calls?

Written by Kira Grieve

Kira is a Senior Campaign Manager at The Selling Factory. Over the last year and a half, she has used her education (Double Gator from UF) and experiences from traveling to coach and encourage over 100 college/UF students on sales outreach, sales tactics and personal goals. 

Cold calling can be a daunting task for even the most seasoned salesperson.

It involves reaching out to potential customers who have not shown any prior interest in your product or service, with the hope of converting them into paying customers. However, cold calling can also be a very effective way to generate new leads and increase sales if done correctly.

That means it’s worth investing the time to get good at it. How can you improve your cold-calling skills? How can cold-calling scripts help? Read on and we’ll walk you through what you need to know.

Research Your Prospects

The first step in any cold-calling campaign is to research your prospects.

Find out as much as you can about their company, industry, and needs. This will help you understand their pain points and how your product or service can help them.

Personalizing your pitch to their specific needs can significantly increase your chances of success.

Prepare a Script

While you don’t want to sound like a robot on the phone, having a script can be helpful. Cold calling scripts can be one of the most helpful tools in your arsenal when it comes to making a phone sales pitch.

This will help you stay on track and ensure you cover all the important points. Your script should be personalized to your prospects.

It should include an opening statement that grabs their attention, a brief introduction to yourself and your company, and a clear explanation of how your product or service can solve their problem.

Keep your script short and to the point. People are busy, so they don’t have time for long-winded sales pitches. Get to the point quickly and clearly.

Remember to leave room to ask questions as well. Don’t just talk about your prospects. Ask them questions about their business and their needs.

This will help you understand their situation and show them that you’re genuinely interested in helping them.

Practice, Practice, Practice

Practice makes perfect, and the same applies to your cold call pitch. The best sales professionals put a lot of time into practicing their pitches before they even pick up the phone.

Take time to practice your pitch out loud, and record yourself if possible.

Listen back to your recordings and make notes on areas where you can improve.

Practice can also help you feel more confident and relaxed when making your actual calls. You can operate more confidently, which can help you come across better to a potential future client.

Call at the Right Time

An easy way to increase pick-ups? Don’t call at bad hours.

Timing is everything when it comes to cold calling.

You don’t want to call too early or too late in the day, as this can annoy your prospects. Aim to call during regular business hours and avoid calling during lunchtime or toward the end of the day.

Later in the day is when people are more likely to be busy or distracted. Your success rate is going to go down if you focus on making calls during this part of the day.

Studies have shown the best possible time to make calls is between 4 and 5 PM on Wednesdays.

Leave a Voicemail

Sometimes, your prospect may not be available to take your call.

In these cases, it’s important to leave a voicemail. Your voicemail should be clear and concise. It should include your name, company, and a brief explanation of how your product or service can benefit them.

Be sure to include your contact information and encourage them to get in touch with you. You might be surprised at just how many people are willing to give you a callback.

Don’t Be Afraid to Follow Up

Following up is essential when it comes to cold calling. Working in sales requires building a relationship and rapport over time, and that won’t be possible if you don’t keep checking in with a potential lead.

If your prospect is not interested in your product or service at first, it doesn’t mean they won’t be interested in the future.

Set a reminder to follow up with them in a few weeks or months and continue to nurture the relationship. Make notes even when you don’t have a successful call about who was at least kind of receptive.

These are the people who you’ll want to follow up with later on.

Watch Your Body Language

Although your prospect cannot see you over the phone, your body language can still affect the tone and quality of your conversation.

Sit up straight, smile, and use hand gestures to emphasize your points.

This will help you to sound more confident and engaging, which can increase your chances of success.

Be Prepared for Objections and Arguments

Objections are a common part of cold calling. For this reason, it’s important to be prepared for them.

You know your pitch, and you are likely aware of which points people might take issue with. Prepare counter-points to these arguments so that you are never caught off guard.

This will help you to remain calm and focused during the call and can increase your chances of success.

Prolong a Conversation

When making cold calls, it’s important to be prepared to prolong the conversation in order to engage the person on the other end of the line.

One way to do this is by asking an open-ended question that invites the other person to share some information about themselves. This can help to build rapport and establish a connection.

Additionally, it’s helpful to have some relevant talking points prepared in advance so that you can continue the conversation even if the other person seems hesitant or uninterested at first.

Finally, be sure to actively listen to what the other person is saying, and use their responses to guide the conversation and keep it going. By following these tips, you can increase your chances of having a successful cold call.

Cold Calling Tips and Using Scripts

If you’re looking to become a cold-calling expert, you’ll need to put in the work. All sales professionals have to handle some cold calling every now and again, so the above information will be necessary to internalize.

Learning about cold calling scripts and best cold calling practices can help you master this practice and increase your sales numbers overall.

Need more sales advice and information? Looking for help with your sales? Give us a call anytime for more information.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.