The biggest challenge that you face when phone prospecting is simply getting the prospect on the phone. You could have the best product, the best price, the best pitch - but if you don't get a chance to share any of that, it won't do you much good.
The reality is that there is nothing you can do to get prospects to answer the phone more. But there are clear tactics that you can add to how you prospect that will help you to improve your connect rate and we will outline those in our next webinar - "How to Operate in a World Where Prospects don't Answer the Phone"
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How to operate in a world where prospects dont answer the phone2
1. How to Operate in a World Where Prospects
Donât Answer the Phone
Michael Halper
Founder and CEO
SalesScripter
2. Your Biggest Challenge
Prospects often do not
answer the phone
⢠Decision makers are
often in meetings
⢠They let calls go to
voicemail
⢠Have phone
forwarded to a
gatekeeper
You can spend as much
as 80% of your time
trying to connect
⢠That is ok and what
is important to use a
mix of tactics so that
it is only 80% and not
100%
⢠Try to take a small
step forward with
each call/activity
Your Biggest Challenge
3. What You Can Do
⢠Multi-Touch
â Phone
â Voicemail
â Email
â Physical Mail
â Social Media
⢠Persistence
â Organizational
â Email Drip Marketing
â Call Cadence
â Content Marketing
4. Increase attempts
Donât be a mile wide and
an inch deep
Donât worry about
bothering or calling too
much
Get direct dial number
Donât use direct dial
Call hours
â˘Try: 7-8, 12-1, 5-6
â˘Avoid 10 and 2
Use something to track
calls made and call backs
Multi-Touch
Phone
Voicemail
Email
Physical Mail
Social Media
6. Email Tips:
â˘Try not to sound like a
salesperson in your
emails
â˘Donât sell the product
â˘Try to sell the
conversation
Create email templates
â˘Pre-Call
â˘Post-Call
â˘Post-Voicemail
Create different versions
for your multiple passes
Use email guessing
process to get email
addresses if you donât
have them
Multi-Touch
Phone
Voicemail
Email
Physical Mail
Social Media
8. Connect on social media
Stay active to broadcast
Like/share their content
Send direct messages
â˘Do not sell your product
â˘Sell the conversation
â˘Can be similar to your
pre-call emails
Multi-Touch
Phone
Voicemail
Email
Physical Mail
Social Media
20. SalesScripter
What do you sell? ___________
How does it help? ___________
What problems do you fix? ___________
What questions should you ask? ___________
23. If You Want More Help
⢠https://www.youtube.com/user/LaunchPadSol
⢠Or search Sales Scripter
⢠Over 130 videos
⢠Sales Prospecting 101 Training Program
⢠Webinars
⢠Sales Tips
⢠SalesScripter demo videos
⢠Subscribe
Step 1 â Go to our YouTube Channel
24. If You Want More Help
⢠Five ebooks
â Found at https://salesscripter.com/ebooks/
â Doâs and Donâts of Cold Calling
â How to Get around Cold Call Objections
â How to Build a Value Proposition that Generates
Leads
â How to Build Sales Campaigns that Sell
â How to Build Email Drip Campaigns that Convert
Sales
⢠The Cold Calling Equation â PROBLEM
SOLVED
â Found at http://www.amazon.com/The-Cold-
Calling-Equation-Problem/dp/1468173545
Step 2 â Get One of Our Books
25. If You Want More Help
⢠Free 30 day trial
â Found at https://salesscripter.com/members/signup
⢠Scripter Walk-Through
â 2 hour coaching session
â We answer all of the questions with you
â Included with an annual subscription
Step 3 â Sign up for SalesScripter Trial
26. If You Want More Help
⢠One-on-one Sales Coaching
⢠Sales Consulting
â Script development
â Strategy development
â Sales process development
⢠Sales Training
â Custom sales training programs
â Content aligned with your information in SalesScripter
â Delivered virtually or in-person
Step 4 â Contact us for Coaching, Consulting, or Training
Alright, so letâs get to some tactics to deal with these gatekeepers.
The first approach is to try to enlist their help in getting you to where you want to and try to get them to shift from blocking to helping.
I know, easier said than done and this might not work with very difficult gatekeepers, but this can be the tactic to try first. It begins with presenting yourself as lost and needing help to get going in the right direction. Using language like, âMaybe you can help me here.â and âI am not really sure who I need to connect with.â you can sometimes create a scenario that invites more help from the gatekeeper.
Part of the execution here is talking with a tonality that has a mix of lost and curiosity. To help with this, try talking with a puzzled look on your face when on the phone with a gatekeeper.
The other thing that you can do is just very directly ask for advice from the gatekeeper on how to best engage or get around the organization, what process would work best, or how to best get time on the target prospectâs calendar