Cold outreach can be the worst part of your day for most salespeople. But if you had an easy-to-follow strategy, would that make it better? (Our answer: absolutely!) In today’s episode of The Sales Evangelist, Donald is joined by Rachel Pitts, co-host of Women Your Mother Warned You About, to discuss five cold outreach strategies to use in 2022.
Rachel’s selling journey started in real estate:
- Rachel started her real estate journey during the 2008 market crash (AKA a lousy time to start), where she worked for ten years.
- After later working in the mortgage industry, she realized her dream was to own a dance studio. And now, she is a full-time dance studio owner. (Congratulations, Rachel!)
Why are people afraid of the phone?
- Well, there are many reasons. But namely, people believe nobody answers.
- But coming out of COVID, people are isolated and more willing to answer the phone. Plus, communicating over the phone is better at fostering personal connections.
- Many salespeople are afraid they’re bothering others. But, as a salesperson, you are a professional interrupter. You should interrupt people.
- However, learn how to interrupt efficiently that doesn’t piss people off.
Five Strategies You Should Use:
- Call your existing contacts, and ask if they know anyone who needs your product or service. Consider it a warm-up; you likely already know these people to some capacity, and you’re more likely to have a positive conversation with them.
- Leave a voicemail. One of the great courses offered at Sales Gravy University is the fanatical prospecting boot camp (based on Jeb Blount’s book Fanatical Prospecting.) Be clear and concise. Say your name, your company, and the prospect’s direct opportunity by calling. (And, of course, a return phone number.)
- Get to the point. People like to know the reason for things. By clearly stating your reason for calling, you’re giving the prospect an early opportunity to decide if they care to listen or not.
- Schedule the next call, and make that the mission of your call. If they’re busy, offer a follow-up time to continue the conversation, and get their email as a backup to send them your calendar.
- Develop a creative strategy to supplement your outcome. For example, when selling a mortgage, it’s boring. So, Rachel did singing parodies. And it differentiated her from everyone else. Whatever you love to do, lean into that and find a way to incorporate it into your work.
This episode is brought to you in part by Skipio.
Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.
But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.
This episode is brought to you in part by mParticle.
Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.)
With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/.
This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.donaldk4.sg-host.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: donaldk4.sg-host.com/survey.
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