How to operate in a world where prospects dont answer the phone2
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How to operate in a world where prospects dont answer the phone2
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The biggest challenge that you face when phone prospecting is simply getting the prospect on the phone. You could have the best product, the best price, the best pitch - but if you don't get a chance to share any of that, it won't do you much good. The reality is that there is nothing you can do to get prospects to answer the phone more. But there are clear tactics that you can add to how you prospect that will help you to improve your connect rate and we will outline those in our next webinar - "How to Operate in a World Where Prospects don't Answer the Phone"
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How to operate in a world where prospects dont answer the phone2
- 1. How to Operate in a World Where Prospects Don’t Answer the Phone Michael Halper Founder and CEO SalesScripter
- 2. Your Biggest Challenge Prospects often do not answer the phone • Decision makers are often in meetings • They let calls go to voicemail • Have phone forwarded to a gatekeeper You can spend as much as 80% of your time trying to connect • That is ok and what is important to use a mix of tactics so that it is only 80% and not 100% • Try to take a small step forward with each call/activity Your Biggest Challenge
- 3. What You Can Do • Multi-Touch – Phone – Voicemail – Email – Physical Mail – Social Media • Persistence – Organizational – Email Drip Marketing – Call Cadence – Content Marketing
- 4. Increase attempts Don’t be a mile wide and an inch deep Don’t worry about bothering or calling too much Get direct dial number Don’t use direct dial Call hours •Try: 7-8, 12-1, 5-6 •Avoid 10 and 2 Use something to track calls made and call backs Multi-Touch Phone Voicemail Email Physical Mail Social Media
- 5. Multi-Touch Phone Voicemail Email Physical Mail Social Media Use voicemail to educate Goal is not to get a call back or sell Use mix of voicemails and no voicemails to have a high attempts Follow up every voicemail with an email
- 6. Email Tips: •Try not to sound like a salesperson in your emails •Don’t sell the product •Try to sell the conversation Create email templates •Pre-Call •Post-Call •Post-Voicemail Create different versions for your multiple passes Use email guessing process to get email addresses if you don’t have them Multi-Touch Phone Voicemail Email Physical Mail Social Media
- 7. Multi-Touch Phone Voicemail Email Physical Mail Social Media Prospects rarely receive physical letters Can look similar to your prospecting emails Hand-written letters add an extra effect
- 8. 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 Multi-Touch Phone Voicemail Email Physical Mail Social Media
- 9. Persistence Organizational Movement Gatekeepers Email Drip Marketing Call Cadence Content Marketing Vertical Movement
- 10. Persistence Organizational Movement Gatekeepers Email Drip Marketing Call Cadence Content Marketing Horizontal Movement
- 11. Persistence Organizational Movement Gatekeepers Email Drip Marketing Call Cadence Content Marketing Organizational Movement
- 12. Persistence Organizational Movement Gatekeepers Email Drip Marketing Call Cadence Content Marketing Organizational Movement
- 13. Persistence Organizational Movement Gatekeepers Email Drip Marketing Call Cadence Content Marketing View gatekeeper training Name dropping Be prepared for objections Treat the gatekeeper like a prospect •Ask pre-qualifying questions Get additional contacts Get best time to call, way to communicate Get direct line phone numbers
- 14. Persistence Organizational Movement Gatekeepers Email Drip Marketing Call Cadence Content Marketing Automated emails sent periodically Create a “Suspects” or “Prospects” list Add these prospects to this email list and continue to send emails over a long period of time Don’t send product information and promotions Send information that is of value •Tips •Industry news •Humor
- 15. Persistence Organizational Movement Gatekeepers Email Drip Marketing Call Cadence Content Marketing 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
- 16. Persistence Organizational Movement Gatekeepers Email Drip Marketing Call Cadence Content Marketing 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
- 17. Persistence Organizational Movement Gatekeepers Email Drip Marketing Call Cadence Content Marketing 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
- 18. Persistence Organizational Movement Gatekeepers Email Drip Marketing Call Cadence Content Marketing 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
- 19. Persistence Organizational Movement Gatekeepers Email Drip Marketing Call Cadence Content Marketing Never stop producing and broadcasting content •Blog posts •Ebooks / Whitepapers •Press releases •Videos Make sure content offers value •Informational •Entertaining Deliver content through: •Website •Social Media •Email Marketing
- 20. SalesScripter What do you sell? ___________ How does it help? ___________ What problems do you fix? ___________ What questions should you ask? ___________
- 21. SalesScripter
- 22. SalesScripter
- 23. If You Want More Help • https://www.youtube.com/user/LaunchPadSol • Or search Sales Scripter • Over 130 videos • Sales Prospecting 101 Training Program • Webinars • Sales Tips • SalesScripter demo videos • Subscribe Step 1 – Go to our YouTube Channel
- 24. If You Want More Help • Five ebooks – Found at https://salesscripter.com/ebooks/ – Do’s and Don’ts of Cold Calling – How to Get around Cold Call Objections – How to Build a Value Proposition that Generates Leads – How to Build Sales Campaigns that Sell – How to Build Email Drip Campaigns that Convert Sales • The Cold Calling Equation – PROBLEM SOLVED – Found at http://www.amazon.com/The-Cold- Calling-Equation-Problem/dp/1468173545 Step 2 – Get One of Our Books
- 25. If You Want More Help • Free 30 day trial – Found at https://salesscripter.com/members/signup • Scripter Walk-Through – 2 hour coaching session – We answer all of the questions with you – Included with an annual subscription Step 3 – Sign up for SalesScripter Trial
- 26. If You Want More Help • One-on-one Sales Coaching • Sales Consulting – Script development – Strategy development – Sales process development • Sales Training – Custom sales training programs – Content aligned with your information in SalesScripter – Delivered virtually or in-person Step 4 – Contact us for Coaching, Consulting, or Training
- 27. Questions? Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com www.salesscripter.com
Notes de l'éditeur
- Alright, so let’s get to some tactics to deal with these gatekeepers. The first approach is to try to enlist their help in getting you to where you want to and try to get them to shift from blocking to helping. I know, easier said than done and this might not work with very difficult gatekeepers, but this can be the tactic to try first. It begins with presenting yourself as lost and needing help to get going in the right direction. Using language like, “Maybe you can help me here.” and “I am not really sure who I need to connect with.” you can sometimes create a scenario that invites more help from the gatekeeper. Part of the execution here is talking with a tonality that has a mix of lost and curiosity. To help with this, try talking with a puzzled look on your face when on the phone with a gatekeeper. The other thing that you can do is just very directly ask for advice from the gatekeeper on how to best engage or get around the organization, what process would work best, or how to best get time on the target prospect’s calendar