Outbound Sales Calling

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This document provides tips and guidance for making outbound sales calls. It recommends doing research on potential customers, practicing call scripts, and preparing for common objections. The key is finding times of day when potential customers are most receptive and using a warm, welcoming tone on calls while asking questions to find connections and determine customer needs. Rejection should be seen as a learning experience to improve calls.

Sales

What to do before you pick up the phone.
3

WHO YOU GONNA CALL?
Think about your best customers.
What do they have in common?
4

IDENTIFY THE BEST FITS
Locate 20 companies or customers
who could benefit from our products
and services.
Do a web search within the desired
location.
5

DO YOUR HOMEWORK
What does the company do?
What does the person you are
calling do?
Have we helped a similar company?
One fun fact about them? 6

TIP #1
Use a warm, fun, welcoming voice.
7

TIP #4
Ask them a question that leads to
why you are calling.
Find a way to connect.
Transition
10

TIP #5
Ask them if they are in need of your
assistance now?
11

REHEARSE
Practice the call several times.
Record it until you feel you have it
mastered.
Listen to it several times.
Ask someone else to listen to the recording.
13

GET READY!
Sit up straight or even stand up
14

PREPARE FOR COMMON OBJECTIONS
Put yourself in their shoes.
Imagine their objections.
Ask a friend to provide guidance.
15

CHECK YOURSELF
Smile!
Check yourself in a mirror or
window.
16

FIND THE SWEET SPOT
Some say 8:00-9:00 a.m. and 4:00-5:00
p.m.
Others say 10:00-11:00 a.m. and 3:00-
4:00 p.m.
18

It is the constant application of heat that causes
the pot to boil!
19

LEARNING EXPERIENCE
“I appreciate your honesty. The hardest
thing about my job is not knowing whether
we can help someone. For my own
edification, do you mind telling me why you
don’t think we can help you?”
21

Just because they aren’t ready now doesn’t mean
they won’t ever be.
22

OUTBOUND
SALES CALLING
You have something they need
to hear!
23

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1. OUTBOUND SALES CALLING You have something they need to hear! 1

2. Make a Plan 2

3. What to do before you pick up the phone. 3

4. WHO YOU GONNA CALL? Think about your best customers. What do they have in common? 4

5. IDENTIFY THE BEST FITS Locate 20 companies or customers who could benefit from our products and services. Do a web search within the desired location. 5

6. DO YOUR HOMEWORK What does the company do? What does the person you are calling do? Have we helped a similar company? One fun fact about them? 6

7. TIP #1 Use a warm, fun, welcoming voice. 7

8. TIP #2 Use their name. 8

9. TIP #3 Identify yourself. 9

10. TIP #4 Ask them a question that leads to why you are calling. Find a way to connect. Transition 10

11. TIP #5 Ask them if they are in need of your assistance now? 11

12. Practice, Practice, Practice 12

13. REHEARSE Practice the call several times. Record it until you feel you have it mastered. Listen to it several times. Ask someone else to listen to the recording. 13

14. GET READY! Sit up straight or even stand up 14

15. PREPARE FOR COMMON OBJECTIONS Put yourself in their shoes. Imagine their objections. Ask a friend to provide guidance. 15

16. CHECK YOURSELF Smile! Check yourself in a mirror or window. 16

17. The Golden Hours 17

18. FIND THE SWEET SPOT Some say 8:00-9:00 a.m. and 4:00-5:00 p.m. Others say 10:00-11:00 a.m. and 3:00- 4:00 p.m. 18

19. It is the constant application of heat that causes the pot to boil! 19

20. Time to Learn 20

21. LEARNING EXPERIENCE “I appreciate your honesty. The hardest thing about my job is not knowing whether we can help someone. For my own edification, do you mind telling me why you don’t think we can help you?” 21

22. Just because they aren’t ready now doesn’t mean they won’t ever be. 22

23. OUTBOUND SALES CALLING You have something they need to hear! 23

Editor's Notes

Attitude is everything! Do you believe that Best Buy Metals has the best solution for their roofing related needs? Think of it this way. You have some great news that they need to hear!
Take a few minutes to plan the call. Know who you are calling and why you are calling them today. Create a call list that will give you the best opportunity for success. How? Practice your words so that you can clearly and concisely articulate the message. Sit up, smile, and have fun!
Our time is too valuable to waste on markets that are not a good fit. What are the common attributes of our good customers? Use those to locate others who are similar. These are called vertical markets. Pick 2-3 markets that make sense.
Once you have identified the markets, then choose companies or customers who fit our desired criteria. Consider what they do and where they are located. Use Google, Bing, LinkedIn, Facebook, Yellow Pages, Instagram, Pinterest, Etsy, etc. to locate them.
Make sure you know how to pronounce the person’s name. If you are not sure, you might say, “It is important to me to make sure I am saying your name correctly. How do you pronounce it?”
Have fun! Smile! Laugh! Read a few clean jokes before you start calling. Of course, do not eat or drink during the call.
“Hello! May I speak to ___________________?” People are more responsive and more willing to talk to you if you use their name.
“My name is ____________________” Let them know who you are. May include your title and the company name. Speak clearly and articulate. Then, pause for a few seconds to let it sink in. Your customer’s brain is working to determine if they know you and why you might be calling.
“I see you went to school at …..” “Wow, you have been at your company for ______ yrs. What do you like most about working there?” “Congratulations on your recent promotion! How is the new job?” Transition to why you called. They may ask you or there may be a pause. Laugh! Have fun! “I provide quality, long lasting residential and commercial roofing products to protect your greatest investment at a great value. What if you never had to worry about your roof again?” “Did you know that you can now get a roof that is guaranteed for 40 yrs. for the same price as a 15 yr. shingle?” Then explain.
How old is your roof? Has it been damaged by storms, wind, or hail? If they are in need of our services now, great! If not now, please contact us when you do! Ask permission to follow up at a later time.
These conversations have to be natural. The only way to do this is to practice just like an actor practices lines.
Eliminate crutch words. Choose each word carefully to ensure that it is clearly communicating what is intended. Listen for your tone. Are you speaking too fast?
Walk around if it makes you more comfortable. Use a headset if that helps.
This will allow you to anticipate possible objections and provide time for you to prepare and practice handling them.
Believe it or not, a smile can be heard through the phone! Laugh and have fun! Everyone wants to laugh and have fun. Imagine you are talking to a friend you haven’t seen in a while. If you were in their shoes, wouldn’t you want to hear what you have to say?
These are times during the day when customers are least busy and most likely to answer the phone and have a conversation.
What do you think? Know your customers? Time zones.
Set aside time every day to make outbound calls. Block it off on your calendar. It will become a part of your routine. Guard this time as carefully as you can to avoid interruptions. Collaborate with your co-workers to make sure we are maximizing our time while still servicing our customers.
Most of them will. Rejection is a natural part of sales. When you look at all calling campaigns combined, only about 1% actually have a conversation. Using the tips provided will increase your rate to 14%-20%! If you have not been told “no”, then you have not been selling. There is a difference between order taking and selling. Not everyone is ready to buy what you are selling. Don’t take it personally.
Really listen and learn. You might uncover an opportunity to overcome an objection. Record notes in your Google calendar for future reference. Then go back and look at your script. Is there one place that seems to be the sticking point? What can we do to re-word it or re-write the script?
Make this one of your questions. If they aren’t ready now, put it on your calendar to call them back later. Maybe after a storm. Maybe in 6 months. You never know when circumstances change. They may move or build a house!
Attitude is everything! Do you believe that Best Buy Metals has the best solution for their roofing related needs? Think of it this way. You have some great news that they need to hear!

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Editor's Notes