How to operate in a world where prospects dont answer the phone2
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How to Operate in a World Where Prospects Don’t Answer the Phone Michael Halper Founder and CEO SalesScripter
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Transcript of How to operate in a world where prospects dont answer the phone2
How to Operate in a World Where Prospects Don’t Answer the Phone
Michael HalperFounder and CEO
SalesScripter
Your Biggest ChallengeProspects 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
What You Can Do• Multi-Touch
– Phone– Voicemail– Email– Physical Mail– Social Media
• Persistence– Organizational– Email Drip Marketing– Call Cadence– Content Marketing
Increase attempts
Don’t be a mile wide and an inch deep
Don’t worry about bothering or calling too much
Get direct dial number
Don’t use direct dial
Call hours•Try: 7-8, 12-1, 5-6•Avoid 10 and 2
Use something to track calls made and call backs
Multi-Touch
Phone
Voicemail
Physical Mail
Social Media
Multi-Touch
Phone
Voicemail
Physical Mail
Social Media
Use voicemail to educate
Goal is not to get a call back or sell
Use mix of voicemails and no voicemails to have a high attempts
Follow up every voicemail with an email
Email Tips:•Try not to sound like a salesperson in your emails•Don’t sell the product•Try to sell the conversation
Create email templates•Pre-Call•Post-Call •Post-Voicemail
Create different versions for your multiple passes
Use email guessing process to get email addresses if you don’t have them
Multi-Touch
Phone
Voicemail
Physical Mail
Social Media
Multi-Touch
Phone
Voicemail
Physical Mail
Social Media
Prospects rarely receive physical letters
Can look similar to your prospecting emails
Hand-written letters add an extra effect
Connect on social media
Stay active to broadcast
Like/share their content
Send direct messages•Do not sell your product•Sell the conversation•Can be similar to your pre-call emails
Multi-Touch
Phone
Voicemail
Physical Mail
Social Media
Persistence
Organizational Movement
Gatekeepers
Email Drip Marketing
Call Cadence
Content Marketing
Vertical Movement
Persistence
Organizational Movement
Gatekeepers
Email Drip Marketing
Call Cadence
Content Marketing
Horizontal Movement
Persistence
Organizational Movement
Gatekeepers
Email Drip Marketing
Call Cadence
Content Marketing
Organizational Movement
Persistence
Organizational Movement
Gatekeepers
Email Drip Marketing
Call Cadence
Content Marketing
Organizational Movement
Persistence
Organizational Movement
Gatekeepers
Email Drip Marketing
Call Cadence
Content Marketing
View gatekeeper training
Name dropping
Be prepared for objections
Treat the gatekeeper like a prospect•Ask pre-qualifying questions
Get additional contacts
Get best time to call, way to communicate
Get direct line phone numbers
Persistence
Organizational Movement
Gatekeepers
Email Drip Marketing
Call Cadence
Content Marketing
Automated emails sent periodically
Create a “Suspects” or “Prospects” list
Add these prospects to this email list and continue to send emails over a long period of time
Don’t send product information and promotions
Send information that is of value•Tips•Industry news•Humor
Persistence
Organizational Movement
Gatekeepers
Email Drip Marketing
Call Cadence
Content Marketing
Round 1
Answer Call?
Go Through Call Script
Do Not Leave Voicemail
Send Pre-Call Email #1
Step #1 FIrst Cold Call
Start
Yes No
Start Pause 1 Day
Persistence
Organizational Movement
Gatekeepers
Email Drip Marketing
Call Cadence
Content Marketing
Round 2
1 Day Pause Expires
Yes No
Call Back
Go Through Call Script
Leave Voicemail #1
Send Post VM Email #1Answer
Call?
Pause 7 Days
Persistence
Organizational Movement
Gatekeepers
Email Drip Marketing
Call Cadence
Content Marketing
Round 3
7 Day Pause Expires
Yes No
Pause 7 Days
Call Back
Go Through Call Script
Do Not Leave VM 5 – 10 times
Leave Voicemail #2
Send Post VM Email #2
Answer Call?
After 1 week or 5 - 10 attempts
Start Step 1 -Round 1 for New
Contact
Move Horizontally and Laterally to
Find a New Contact in
Organization
Persistence
Organizational Movement
Gatekeepers
Email Drip Marketing
Call Cadence
Content Marketing
Round 4
7 Day Pause Expires
Yes No
Call Back
Go Through Call Script
Do Not Leave VM 5 to 10 Times
Leave Voicemail #3
Send Post VM Email #3
Potentially Close Prospect as a Lead
and add to Email Drip Campaign
Answer Call?
After 1 week or 5 - 10 attempts
Persistence
Organizational Movement
Gatekeepers
Email Drip Marketing
Call Cadence
Content Marketing
Never stop producing and broadcasting content•Blog posts•Ebooks / Whitepapers•Press releases•Videos
Make sure content offers value•Informational•Entertaining
Deliver content through:•Website•Social Media•Email Marketing
SalesScripter
What do you sell? ___________
How does it help? ___________
What problems do you fix? ___________
What questions should you ask? ___________
SalesScripter
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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 – Go to our YouTube Channel
If You Want More Help
• Five ebooks – Found at https://salesscripter.com/ebooks/– Do’s and Don’ts of Cold Calling– How to Get around Cold Call Objections– How to Build a Value Proposition that Generates
Leads– How to Build Sales Campaigns that Sell– How to Build Email Drip Campaigns that Convert
Sales
• The Cold Calling Equation – PROBLEM SOLVED
– Found at http://www.amazon.com/The-Cold-Calling-Equation-Problem/dp/1468173545
Step 2 – Get One of Our Books
If You Want More Help
• Free 30 day trial– Found at https://salesscripter.com/members/signup
• Scripter Walk-Through– 2 hour coaching session– We answer all of the questions with you– Included with an annual subscription
Step 3 – Sign up for SalesScripter Trial
If You Want More Help
• One-on-one Sales Coaching
• Sales Consulting– Script development– Strategy development– Sales process development
• Sales Training– Custom sales training programs– Content aligned with your information in SalesScripter– Delivered virtually or in-person
Step 4 – Contact us for Coaching, Consulting, or Training
