The same thing applies when you’re meeting new friends: It’s much more likely that the other person would be interested in talking to you if you were connected by a mutual friend.
**Here’s a script you can use: **
Mike and I are seeing great results with [CLIENT COMPANY]’s marketing automation at the moment and, when talking about who else would benefit, your name came up.
Congratulations on securing investment/your new acquisition/[ACHIEVEMENT]. What you’re doing at [PROSPECT COMPANY] is impressive!
I’d love to show you how we’ve helped Mike generate [RESULT] and how we may be able to do the same for you. Would this be of interest?
The prospect is likely to have a few questions, so opening with the name of a mutual connection is a good launching pad to get into the rest of your script.
2. The voicemail technique that gets prospects to call you back
Prospects aren’t always available when you call them. They might be in a meeting, on the go, or just busy with something else.
Here’s a script you can use when you leave your voicemail:
This is [NAME] with [COMPANY].
The reason for my call is I have an idea on how to possibly help you improve the troublesome process of recruiting employees, especially [SPECIFIC ROLE]. I wanted to see if it would make sense for us to have a quick conversation to find out more about it.
I can be reached at [YOUR PHONE NUMBER].
Again, my name is [NAME] with [COMPANY] at [YOUR PHONE NUMBER].
Just like a cold email, it’s brief and lets the prospect know exactly what they need to do next.
3. Open with a personalized statement
With social media, you don’t have to call prospects “cold” anymore. You can gather context on them through platforms like LinkedIn.
For example, you could open with things like:
“I notice you used to work at [PAST COMPANY], how did you find the culture there?”
“I saw that you studied at [UNIVERSITY]. A friend of mine also went to school there!”
Comments like this can help bring the two of you closer together and make the call a bit more pleasant from the start.
4. Let your prospect choose between options
This script comes from Jessica Magoch, CEO of JPM Partners.
She lets her customers filter themselves into “buckets” based on answers to her questions. Here’s how she handles it:
Hi, this is Jess from the Virtual Sales Academy. How are you?
We’re working on some solutions to help you recruit and train a new generation of salespeople. Is that something you’d like to hear more about?
*There are two ways companies work with us. Best lead generation company for Air Duct cleaning We can either help them find salespeople for a percentage of the base salary or help them train new salespeople with our online, on-demand, virtual sales training programs that teach them how to take prospects from curious to a client. Which one would you want to hear most about? *
They choose one or the other.
Awesome. Can I ask you a few questions first?
Ask them qualifying questions, so I know what to present.
I’ll tell you a bit more, and then if it makes sense, we’ll set up an appointment before we get off our call today to go over it in more detail. Sound good?
From there, tell them more about the offer, generate the appointment, and let them know what to expect on the appointment call.
By providing prospects with choices, they won’t feel as pressured on the call, and they’ll be more receptive to your message.
5. Contact your prospects on multiple channels
If you want to have the best shot at reaching your prospects, don’t just reach out to them by phone. For example, you can send an email before cold calling a prospect.
After you reach out via email, you could say something like this on the phone:
Hi [NAME], it’s James here calling from [COMPANY]. I sent you an email last Thursday, did you get a chance to read it?
[PERSONALIZE BASED ON RESPONSE]
The reason I emailed is that I noticed you’re in charge of the sales processes and operations at [COMPANY]. Is that right?
From here, move into your pitch, what you have to offer, address objections and generate an appointment.
6. Ask the right questions
Even though you can generate prospect insights from sites like LinkedIn before your first call, it’s still unlikely that you’ll know a huge amount of personal information about them.
On the call, you can ask questions to fully understand their pains and whether or not you can help them:
*** “What are the biggest challenges in your business right now?”* “Which tools and solutions are you using to help you with X?”* “What was the deciding factor in hiring new [NAME OF POSITION] at [COMPANY]”?**
Based on these responses, you could also set up the rest of the conversation more effectively.
7. Look for companies that are hiring in your field
One strategy you could use to find good prospects is looking for companies that are hiring in your niche or field. Not because you’re trying to get a job there, but because the jobs they’re hiring for are great clues into the problems they’re trying to solve.
For example, here’s a script you could use when reaching out to companies hiring SDRs (sales development representatives):
My name is James from [COMPANY], and the reason I’m calling is that I noticed you were hiring new SDRs from [NAME OF JOB SITE]. You’re most likely hiring to solve the problem of needing more meetings, and I wanted to let you know we offer a prospecting platform designed to get your current team more qualified meetings.
It would be worth a 10-minute chat to see if we’re a fit before you take your next interview. We can even show you how you can view email and contact info displayed, instantly.
Apart from implementing some of the suggestions and tactics we talked about earlier in this article (doing mock calls, analyzing your sales calls, etc.), having strong scripts to refer to while making calls can make the process easier.
James Dillon is Content Manager at Pipedrive, a CRM platform that serves over 80,000 organizations across the world. Keap readers can download the Psychological Selling Guide here for free.