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cold call mastery 🎯
Get ready for the next session with these tips
Haris Halkic
June 10, 2024 • Reading Time: 6 minutes
cold call mastery 🎯
DailySales Newsletter June 10, 2024 |
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Hey, this is SalesDaily. It delivers sales insights like pouring coffee into your cup – strong, invigorating, and ready to get things done.
In today’s issue:
James Bissell: "Send me an email"
Chris Ritson: 25% higher pickup rate
Josh Brown: warming up C-suite calls
Brandon Bornancin interviews Michael Hopkins
"Send me an email"
Are you winging it when it comes to cold calling? Prepare to win!
James Bissell shares a simple trick to handle the "Send me an email" objection during cold calls. He learned this approach 10 years ago and has used it successfully as an AE and VP of Sales.
"Hey Sarah, thanks for giving me more time. I think we can help you out.
Let’s do two things: I'll send you an email with some ideas and a case study.
Then, let's set up a quick call. How about 10am tomorrow or 3pm Wednesday?"
Give it a shot and see how it goes.
Boost your cold call pickups
At first, Chris Ritson was skeptical about leaving voicemails, but the numbers proved him wrong. Implementing this strategy led to a big increase in cold call pickups.
Here are Chris's tips to boost your cold call pickups by 25%:
1. Leave voicemails
State your full name for credibility.
Mention your company name to reinforce credibility.
Refer to other content you've sent (e.g., emails, brochures).
Make it easy for prospects to find this content (e.g., mention the subject line).
2. Understand the impact
Voicemails increase the chance of future pickups.
Chris's team saw a 22% increase in pickups after implementing this strategy.
3. Execute consistently
Always leave a voicemail if the prospect doesn't pick up.
Ensure your voicemail is clear and concise.
4. Measure results
Track pickup rates to see the improvement.
Adjust your script based on feedback and results.
Warm-up calls to C-suite
Josh Brown shares a strategy to warm up cold calls to the C-suite. Instead of directly calling the CMO, who is busy and shielded by gatekeepers, start by calling a marketing director.
For example, when trying to reach the CMO of GEICO, Josh called a marketing director and said, "Hi Greg, this is Josh with Jellyvision. I’m calling about the online auto quote process and was hoping you could help me out for a moment.”
He gathered useful information and then left a voicemail for the CMO, mentioning his conversation with Greg to pique curiosity.
This approach creates a "mental itch" that encourages a response, making it easier to connect with high-level executives.
TO-GO
Richard Harris suggests handling cold call objections with "That's why I'm calling...". For "Not interested," say, "That's why I'm calling, nobody is ever interested until they hear [your statement]." For "We already use...," respond with "That’s why I'm calling, can I share with you why our most successful clients moved from ____ to us?"
Benjamin D. says objections aren't always real. When calling, act like a CEO with authority. He tackles objections like "I'm not interested" by asking smart questions. For example, "Is it because you don't have these issues or it's not a priority?" This way, you get to the root of the objection and find a way to address it effectively.
Kevin Chambers says that even with lots of practice, sometimes sales calls go poorly. To fix it, he takes a break, reviews what happened, analyzes why it happened, discusses it with colleagues for feedback, and commits to improvement. Instead of letting a bad call define him, he focuses on practicing and putting in the work to get better.
Levi Nichols advises that if a prospect seems interested but declines a meeting, it might be because you answered all their questions. Instead, say, "Great questions! My AE can give you the best answers. Would you be open to a call with them?" This keeps them curious and gives a reason to meet, helping you get closer to your quota.
MORE TIPS
Brandon Bornancin interviews Michael Hopkins (YouTube)
Caroline Maloney: Here's a loose script to use while you cold call.
Chintan Zalani: Best days & times to cold call (data-backed)
Chad Johnson: 5 top tips for making better sales calls
QUOTE OF THE DAY
"Success in cold calling comes from having a belief in your ability and a belief in your product.” - Mark Hunter"
PODCASTS
MEME
Don’t be that guy 😂
@truesalesmemes Check out the sales people discord in my profile 😎
P.S. Look out for tomorrow’s issue on getting referrals. Have a great start to the new week!
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