Tag Archives: how to make better prospecting calls

60-Second Success Tip for Better Outbound Sales Calls

If making outbound sales or prospecting calls is part of your job, then you know it is important to continually improve your approach so that you will:

  • Stand out from others in a positive way
  • Increase conversion rates

You might find this short video a good place to start:

We might also suggest that you measure the “4 C’s” during implementation:

  1. Call volume
  2. Connects
  3. Conversations
  4. Conversions (i.e., # of conversations that convert into next steps)

“Interested” In Business Development?

interested3Whether you are a sales professional, sales manager, business executive or business owner, becoming “interested” is an important component of driving your organization’s sales and business development effort.

While great amounts of emphasis are more commonly placed on striving to become “interesting” when interacting with others, consider the concept of becoming more “interested” and how it influences the various people involved.

 “Interested” people tend to ask questions. So, this genuine interest can best be expressed by asking questions about day-to-day efforts, successes and challenges; we can then analyze the information gathered (by listening carefully to people’s answers to our questions) and proactively find ways to become involved in a value-added way.

Consider the fact that studies and surveys, including an extensive buyer’s poll done by the AMA, indicate that the way people feel has a significant impact on how they make decisions. In other words, according to one marketing expert, “People decide based on their emotions, and then justify it with the facts.”

If this viewpoint rings true, then consider how being “interested” in customers and prospects might make them feel and how it might influence their decisions.

Here are a few ideas on becoming both “interested” and, therefore, interesting:

  • Conduct research before calling or meeting with a customer or prospect. In only five-to-ten-minutes it is possible to identify potentially vital information about organizational accomplishments, priorities and potential needs.
  • When creating an agenda, place an equal amount of focus on both questions and speaking points. In the end, the questions will prove to be more important!
  • During discussions with customers or prospects avoid the tendency to present ideas or solutions too early. If we wait until our questions have been asked and an appropriate situational analysis completed, we’ll have a much better chance of “presenting” the right things.
  • Develop a circle of resources and, based on each conversation, be ready to make appropriate referrals should you uncover a problem that one of these providers might solve.

 

 

I’m Calling Because Challenge

conversionAs the New Year begins many of us will resolve to improve our new business development effort.  If so, do you have a  compelling ‘subject line’ or ‘I’m calling because’ strategy so that a higher percentage of your phone calls and emails will result in selling conversations?

Most people agree that when receiving a prospecting email or telephone call, they quickly decide whether or not they have any interest… or at least a sufficient interest to read or listen more.

And the tendency is to decide they do NOT!

This means business development personnel have only a few seconds to make a positive impression on their audiences.

So, when making prospecting calls or sending similar emails, how might we best address the two most immediate questions our audience is likely to have:

  •  “Why are you calling/emailing me?”
  • “How will I benefit?”

It follows, therefore, that to maximize the effectiveness of outbound prospecting calls and emails we should be prepared with a strong introductory statement or subject line that quickly and concisely addresses these questions…

The Challenge
Consider that it is most common for business development calls or emails to begin with statements about the seller, such as “I’m calling because we have a new…” or “I’m calling because we’re the number one…”  These are not overly compelling, and more often bring about the, “We’re not interested…” type of response.

So here’s the challenge: when crafting your “I’m calling because…” telephone introduction, the next word after the word “because” can NOT be one of the following: “I,” “we,” or “our.” Similarly, the subject line in your prospecting email can NOT be about what you do.

Instead, we must craft a subject line that concisely expresses WHY we’re reaching out in terms of HOW our audience will benefit… and a telephone introduction that concisely explains, “I’m calling because and HOW our audience will benefit…”

While this might sound simple, in practice it is not easy. But if our subject line begins with / or if the next word after the word “because” in our telephone introduction is “you,” you’re or “your,” we stand a much better chance of gaining our prospect’s attention or consideration.

Are you up to the challenge?