First of all congratulations, you are reading this article presumably because you are actually picking up the phone and making prospecting calls. You must be aware that your outbound strategy is much more effective when executed on a variety of channels , such as social media, email, and calling. You are headed in the right direction and will soon be reaping the rewards of your efforts! That is... as long as you avoid making the following top 5 prospecting call mistakes….Don’t worry, you’ll do fine!
1. Watch Your Tone
Many new sales reps have a tendency to show nervousness or a lack of confidence by raising their voice at the end of sentences. This leaves everything sounding like a question, and if you introduce yourself and the company you work for in the tone of a question, your prospect is already asking themselves a few questions as well (why in the world did this person even bother?). Remember, adopt a confident, friendly tone, and practice with a recording device to uncover other possible lurking vocal quirks you may need to work on.
2. Don’t Focus On Yourself
Don’t focus your message on a long drawn out explanation of your company or how great it’s doing. Your prospects were thinking about their own companies problems and goals before you called, and are much more interested in what’s going on around them than whatever possible exciting things you may feel compelled to share. Focus your message on them and what you can do to help them solve their problems (with as much personalization as possible).
3. Don’t Overuse Sales Jargon
No one wants to spend their mental processing power trying to decode a bunch of industry specific acronyms, gratuitous abbreviations, or feel like they are talking to the classic car salesman of 90s sitcoms. You don’t need to avoid technical terms altogether. For instance at VOIQ, we write scripts for many different industries and understand the importance of crafting script language to fit different prospects. Just remember to be clear, get to the point, and avoid cliches.
4. Don’t Waste Your Time On GateKeepers
When you finally get another voice on the other side of the line, it’s easy to get overly excited and launch directly into your talking points. Keep in mind that the person you first talk to might not be the person you need. They may have no power to make decisions, or not have the background to grasp the value of what you are selling. Instead, always make sure to be upfront and ask if they are the best person to speak to about your product or service.
5. Don’t Think That A “No” Now Means You Can’t Reach Out Later
There are “hard” rejections and there are “soft” rejections. You need to be able to distinguish between the two and have a plan in place to deal with both. You can learn a lot from the people who say no for “soft” reasons. Are they currently happy with a different provider? Focused on different problems? Unable to see the value of your offer? As “hard” as these objections may feel in the moment, each of these objections (and many more not listed) are actually more situational than your prospects realize. Most research suggests that you need at least 5 outreach calls to convert leads. Which means that continued respectful outreach is the only way to ensure that your sales reps are the ones who reach out at the right time to scoop up the opportunitywhen your prospects situation changes.
Feel like your prospecting calls could be outsourced to profesionals in sales development? Get in touch with VOIQ for a free demo and let us help your sales team reach its full potential.