Outreach Kit

11 DON’T DO THIS Resources: Phone Prospecting Best Practices Get to the point quickly • “Working with {prospect’s title}s in {prospect’s vertical market}, my customers are typically looking to {one or two goals/objectives: increase speed to market, consolidate vendors, improve efficiencies, lower costs, reduce obsolescence, shorten cycle times, etc…}. Does that sound like you?” • “I’m calling about our {product/service} that helps you with {problem solved}. Is this a priority for you today?” 1. Make the call about the prospect - not about you. 2. Speak with energy and believe in yourself. 3. Keep your voicemails short — never longer than 14 seconds. 4. Be prepared - always expect the call will get answered. 5. Always use a high-quality headset to make your calls. 6. Expect to call 5-7 times. Never think one call is all it’s going to take. 7. Always record the day and time you make a call and what you stated in your voicemail. 1. Do all the talking 2. Ask questions that pin the customer down with a yes or no too early in the process. 3. Sell too quickly and not understand where they are in the buying process 4. End your call without a planned follow-up 5. Make your prospect feel like a number Probe your clients’ challenges • “Tell me more about that.” • “I want to ask you some questions about {common buyer persona challenge}.” • “Are you experiencing any specific challenges with {common buyer persona challenge}?” Find out where they are in the buying process • “What have you been trying to work around these challenges?” • “What roadblocks have kept you from finding a better solution to {common buyer persona challenge}?” Ask questions that build expectation • “What would your ideal solution look like?” • “In a perfect world, how would your {buying process} play out?” Tailor your message • “Thanks for answering these questions. I’d love to continue the conversation because I think {my company name} would be able to help you figure out a solution.” • “So what I’m hearing is {briefly summarize}. I’d like to set up a discovery call to start strategizing how to make {challenge} better for you. How about tomorrow?” •  10 Proven Strategies for Sales Professionals •  How to Start a Sales Call •  12 Sales Call Scripts DO THIS {Thank you for accepting my LinkedIn request/responding to my email/returning my call/downloading our latest eBook, etc.}. At {my company name} we {value proposition} every day, helping {title}s in {vertical market} overcome their biggest challenges like {common buyer persona challenges}. I want to schedule ten minutes of your time. Does {time} on {day} work for a demo? EXAMPLE For voicemails, TRY THIS!