Create a sense of rapport and get them to work with you to help provide solutions to their business needs. Often, they will tell you who you should reach out to and if you ask for their email, they will probably give it to you.
This turns the gatekeeper into a referral source when you mention them in your follow-up email. Good afternoon, this is Jess from Fit Small Business. Nice to meet you, Elizabeth. Could you tell me who that is? Is he or she available to take a quick phone call? Do you mind sharing her contact information so I can send her a message and arrange a good time for us to talk? The prospect might not know who you are or be expecting your call, but mentioning a mutual connection fosters rapport and helps you ease your way into the conversation, especially if the person referring you is a current or past customer.
Many of our current customers are similar to [prospect business name] in that they [are growing quickly and need effective, affordable tools to manage their sales processes]. Does that sound like your company? Which of these works best for you? The promotional sales script is for when you want to create a sense of urgency to move the prospect toward a buying decision, and should be used as part of a marketing campaign. Tailor your script so the promotion is relevant to the customer and aim to address any of their objections in regard to moving forward.
For example, if you are selling software that would involve a big process change for a small business and they would typically need to pay for training or onboarding, you might offer it for free or at a reduced rate. He told me we are running a promotion that I can extend to you for free training. Do you think it sounds feasible to get started by the 31st? Thank you for the opportunity to earn your business. Do your research about their current provider and make a case for switching to your business.
I wanted to follow up with you on our previous conversation about switching to our human resources management software. I have some information I think might help. Our program will send you the best matches for certain positions automatically, so I really think we could help streamline that process for you. Who else would need to be on board to make it happen? Rather than hound them and make the customer feel bad about it, leave them a genuine voicemail that makes them want to call you back and explain.
Remember, your prospects are busy, so try not to take it personally if you are being ignored. Is everything OK? Please give me a call at your convenience and let me know what we can do to earn your business. Once you start using outbound sales scripts, keep track of conversations with prospects using customer relationship management CRM software such as Freshsales. It offers call recording that can be turned on for calls made and received, so you can analyze how well your call scripts are performing and share recordings with your team for training purposes.
Sign up today for a day free trial. Visit Freshsales. There are key components that should go into every outbound sales call. First, make sure you have a clear reason for calling and ask if they have time to talk before launching into a conversation.
Next, never speak poorly about competitors of your business and be clear about the value of your product. Finally, you need to guide the conversation by asking questions and seeking to understand rather than preaching about your business. Before you start writing any sales script, think about your reason for calling.
Everyone is busy, and no one wants to get a phone call while they are at work just to check in and chat. For example, you may be calling to set up an in-person meeting, talk about any objections or hesitations the prospect has, or inform them about special offers. Once you call and introduce yourself, resist the temptation to launch into a sales pitch. After you introduce yourself and the business you represent, be respectful and ask for a few minutes of their time.
If they say they are busy, ask to arrange a good time for a quick meeting. Never badmouth a competitor. Many novice sales reps launch into an outbound sales call with one purpose: to bombard a prospect with information about the wonders of their product or service.
However, in order to know if your business is a good match for the customer, you need to ask questions. Ask how things are done now and how they could be better to discover their pain points. For example, if you sell mobile apps for restaurants, ask if they have one and if their customers actually use it. Never hang up the phone without clarifying what should happen next. Both parties should know what the next step is. For example, it could be having an in-person meeting, getting additional information for the prospect, or scheduling a follow-up meeting with more stakeholders in the company before a buying decision can be made.
In between sales phone calls, connect with leads via emails by using an email campaign manager such as Constant Contact. Their software allows you to create branded email campaigns that capture your audience with engaging content that moves them toward a buying decision. Constant Contact offers user-friendly features such as drag-and-drop drop templates, segmented email lists, reporting, and tracking. Have any other great cold calling tips that we should know about?
Tweet us: Yesware. Yesware is an all-in-one toolkit for sales professionals and sales teams. Try our Outlook or Gmail add-on for free! What is an Account Executive? Definition, Job Description, Interview Questions. We're on a mission to help you connect with more buyers in a thoughtful way. Open menu. Talk to a Specialist Try Free. Learn more about:. Melissa Williams. Cold Calling , Sales , Sales Calls. A sales call script can be your best friend or your worst enemy.
Next : Choose the right time. Whatever time you choose, make sure to block it off on your calendar. Ready, set : Time to call.
Mystery buys time but can bite you later. Use questions to connect early on. They already know how to do their job. Instead, impress them with how well you know their pains. Who are you? Why are you calling me? How do I actually benefit? What are you asking for? How to get there: First, before you even begin to dial that first outbound phone call, take a couple of minutes to research your prospect online—the person and the company this can be done easily by looking up their social media profiles, especially their LinkedIn profile.
I actually worked with Sarah up until last year at LiveCourse. I see you guys all over Boston. I read about it on TechCrunch. Awesome news for the SaaS community. Then ask yourself: What does their daily world look like? How are they measured? How can you impact that? As it relates to what you offer, what do buyers want? What do they want to avoid? Hurdling Roadblocks: Using Your Sales Call Scripts to Overcome Objections with Ease The best way to bury an objection is to use the Best Friend Formula to build a rapport with your prospect and to get yourself in front of key decision-makers.
This formula comes down to a three-part formula: Relate — Show that you understand and emphasize. Bridge the gap — Offer new information that makes it easy to move forward. Real use case: The voicemail script below combines a trifecta of persuasion techniques: Social proof A metric that makes the value statement more compelling A closing statement that sparks curiosity and is scientifically proven to drive action Combining sales call scripts with a winning voicemail script is a great way to improve your outbound sales strategy.
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