How to Get Prospects to Answer the Phone When Cold Calling

How to Get Prospects to Answer the Phone When Cold Calling
How to Get Prospects to Answer the Phone When Cold Calling Michael Halper Founder and CEO SalesScripter
One of the biggest challenges: Just getting the prospect to answer the phone Prospects never answer / can always get voicemail Prospects put gatekeepers in the way to block you
Goal: Figure out how to get prospects to answer the phone. Figure out how to get into new accounts (where prospects don’t answer the phone)
How You Communicate (Types of Communication) How Many Times You Reach Out (Repetition and Frequency) What You Say (Sales Pitch) Leverage the Gatekeeper Organizational Movement
How You Communicate Use a Multi-Touch Approach • Phone • Voicemail • Email • Social Media • Physical Mail
How You Communicate Phone • Increase call attempts • Get direct dial number • Don’t use direct dial • Good hours to try to call – Try: 7-8, 12-1, 5-6 – Avoid 10 and 2
How You Communicate Voicemail • Use voicemails to educate • Create different voicemail messages • Use no voicemails to increase attempts • Goal is not to get a call back or sell • Follow up every voicemail with an email
How to Effectively Use Voicemail as a Sales Prospecting Tool https://salesscripter.com/portfolio-items/sales- prospecting-module-10-how-to-deal-with- voicemail-when-prospecting/ Using Voicemail Webinar:
How You Communicate Email • Try not to sound like a salesperson in your emails • Don’t sell the product - Try to sell the conversation • Types of emails: – Pre-Call Emails – Post-Voicemail Emails – Email Threads – Marketing Emails • Create different versions for your multiple passes • Use email guessing process to get email addresses if you don’t have them
How to Effectively Use Email as a Sales Prospecting Tool https://salesscripter.com/how-to-effectively-use- email-as-a-prospecting-tool/ Prospecting Emails Webinar:
How You Communicate Social Media • Connect on social media • Stay active to broadcast • Like/share their content • Send direct messages – Do not sell your product – Sell the conversation – Can be similar to your pre-call emails
How You Communicate Direct / Physical Mail • Prospects rarely receive physical letters • Can look similar to your prospecting emails • Hand-written letters add an extra effect
Understanding the Prospect • Prospects are rarely at their desk – Often in meetings – Very likely traveling • Prospects get a lot of calls, emails, and voicemails
Repetition and Reinforcement • Phone – Will take a lot of attempts to time it correctly – Multiple calls in a day or week (without voicemail) • Email – One pre-call email per week – One post-voicemail email after every voicemail message • Voicemail – One per week or every other week
Typical Sales Pitch SalesScripter Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits Common problems Questions probing for problems Differentiation Customer examples ROI Goal: Starting conversation
How to Build a Strong Sales Pitch that Will Increase Sales Results https://salesscripter.com/portfolio-items/video- intro/ Building a Powerful Sales Pitch Webinar:
Prepare for Gatekeeper Objections • What is this in regards to? • Is this a sales call? • We are not interested. • Just send me your information.
How to Consistently Get Around Sales Objections Webinar Recording https://salesscripter.com/sales-training-webinar- how-to-consistently-get-around-sales-objections/ More info on objection handling:
Using the Gatekeeper as a Resource • Press “0” to go back to gatekeeper – After receiving the prospect’s vm box multiple times • Seek advice and assistance – Ask for advice on connecting or organization • Treat gatekeeper like a prospect – Share value prop, common problems – Ask probing questions
How to Consistently Get Around Gatekeepers when B2B Cold Calling Webinar Recording https://salesscripter.com/how-to-consistently-get- around-gatekeepers-when-b2b-cold-calling/ Gatekeeper Webinar:
CXO (CIO, CFO, CEO, COO) VP of [department] (IT, HR, Finance, etc.) Director of [department] Manager of [department] User/front-line worker Vertical Movement Organizational Movement
Organizational Movement CEO/Owner Marketing Sales Finance IT Operations HR Horizontal Movement
CEO HR VP of HR Director of HR HR Manager HR Specialist Finance CFO (Chief Financial Officer) VP of Finance Director of Finance Finance Manager Accountant Marketing CMO (Chief Marketing Officer) VP of Marketing Director of Marketing Marketing Manager, Marcomm Manager, Product Manager Sales VP of Sales Director of Sales Sales Manager Sales Rep, Account Manager IT CIO (Chief Information Officer) VP of IT Director of IT IT Manager Engineer Operations COO (Chief Operations Officer VP of Operations Director of Operations Operations Manager Engineer Organizational Movement
Putting All of that Together
Round 1 Answer Call? Go Through Call Script Do Not Leave Voicemail Send Pre-Call Email #1 Step #1 FIrst Cold Call Start Yes No Start Pause 1 Day Call Cadence
Round 2 1 Day Pause Expires Yes No Call Back Go Through Call Script Leave Voicemail #1 Send Post VM Email #1 Answer Call? Pause 7 Days Call Cadence
Round 3 7 Day Pause Expires Yes No Pause 7 Days Call Back Go Through Call Script Do Not Leave VM 5 – 10 times Leave Voicemail #2 Send Post VM Email #2 Answer Call? After 1 week or 5 - 10 attempts Start Step 1 - Round 1 for New Contact Move Horizontally and Laterally to Find a New Contact in Organization Call Cadence
Round 4 7 Day Pause Expires Yes No Call Back Go Through Call Script Do Not Leave VM 5 to 10 Times Leave Voicemail #3 Send Post VM Email #3 Potentially Close Prospect as a Lead and add to Email Drip Campaign Answer Call? After 1 week or 5 - 10 attempts Call Cadence
SMART Sales System S M A R T ales essaging nd esponse actics
SMART Sales System Sales Methodology Software Platform Professional Services
SMART Sales System Sales Methodology Software Platform Professional Services
SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation
SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
• By creating clarity for what to say and do, we will help you (your salespeople) to be SMART. • By asking good questions, you will appear SMART. • By appearing SMART, you will be able to make a better impression with the prospects you talk to. • Having more information will make you SMART and this will help you to make better decisions regarding what you do with your time and the prospects your pursue. • By making SMART decisions, you will be more able to use your time wiser and get the most out each day and week. • By being SMART, you will position yourself to sell more and your job will be easier and less stressful. SMART Sales System
SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

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