No matter what you’re doing right now, cold outreach should be a part of everyone’s game. On today’s episode of The Sales Evangelist, Donald talks with Tanner Stewart, an account executive at Home Care Plus, about three tips he has for every BDR doing cold calls.
Biggest challenges sellers face when it comes to cold outreach?
- Know which people to call in the first place. If you’re calling hundreds of the wrong people every day, you can be a great seller and have little success.
- Focus on the right people and the right message.
3 things every BDR must master when doing cold calls
Be a human, treat your prospects like humans
- When you ask someone how they are, you have to actually mean it.
- Be genuinely interested in them. If a prospect asks you how you are, be genuine and vulnerable. This helps them bring their guard down.
- Instead of starting a call by saying “here’s what we are doing and here’s how we can help you with” start with, “I’ve been talking to some folks, and here are trends I am seeing in the industry, are you seeing this as well?”
- Be present when making calls and when they do answer, don’t be afraid of the interaction or being genuine.
Product selling vs. solution selling
- Avoid the temptation to dive deep into your product.
- It’s not bad to want to give them information about your product but think about relating what you tell them back to what they have told you about their challenges.
- Care enough about the prospect to alleviate their pain points.
Asking questions and knowing when to ask them
- Instead of diving into your product, ask them a question. You can ask them if what they are doing is working for them.
- Little follow-up questions help you dig deeper. A great question is “Can you tell me a little more about that?”
- Once you’ve booked the demo, don’t be afraid to ask a few more questions to figure out what they are hoping for.
One major piece of advice from Tanner
- Don’t be afraid to be yourself. As scary as someone’s title may be, deep down they are also human. Be yourself and Enjoy it!
For more content from Tanner, connect with him on LinkedIn.
This episode is brought to you in part by Skipio.
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