EP Huddle #23
There are a lot of strategies to cold calling, and most of them have similar goals in mind. We've often found that successful cold calling entails the salesperson trying to secure another time to talk with the prospect.
Unless you have an appointment, your prospect is likely busy when you call. You're disrupting him and whatever project he's working on. So, it's not likely that you'll get someone on the phone and close a deal immediately. You might not even be able to thoroughly qualify an opportunity on the first call. So, consider changing your strategy and instead, focus on getting someone excited to talk to you again at a scheduled time in the near future.
In practice, you can acknowledge that you're calling out of the blue, and explain that the purpose of your call is to see when a good time would be for the two of you to talk. Share that you're know they're busy and that you're calling to see when might be a better time to speak again. This can often diffuse any hostility for your interruption. You should see more appointments fill-up on your calendar.
Once you've found success getting more people to commit to a second phone call, start monitoring your data for appointment "shows" and make sure your prospects are following through. If they aren't, then you need to revisit the way you're scheduling these calls and make sure there's enough value in the second conversation for them to show up.
As a team:
Think through your sales process and talk about how you can get someone excited enough on the phone to be willing to schedule time to speak further about your solution. What is your elevator speech or quick hook to get them interested? And, how can you build value for talking to you again when time permits?
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