“And make sure that you’re warming up those cold calls. So you have a higher chance of getting through to the prospect.” – Jason Bay in today’s Tip 242
How do you warm up your cold calls?
Join the conversation below and check out all the links!
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jason Bay from Blissful Prospecting is back with his weekly idea to help us improve our prospecting efforts. Here he is:
Jason Bay: So what I’ve been hearing a lot of lately, and if you’re on LinkedIn following any sales trainers and people like that, a lot of people are saying the cold calling is dead. And you know the truth of the matter is that it isn’t really cold emailing isn’t dead either social selling, they’re not seeing that right now. But at some point, I’m sure people will say that social selling is dead. So the big thing right now is you really need to be mixing these together to take advantage of the fact that you don’t really know how their prospects or what their preferred communication stylist. So some people like communicating over the phone, some over email. I have a prospect I’ve been working on lately that we only communicate through LinkedIn. So unless you’re doing all three of those, you’re not really taking advantage of how they might like to communicate. So what is dying, In my opinion with cold calls is just sitting at the phone and hammering the phones all day and not doing any sort of intelligence around information gathering to personalize the outreach. Repurposing some of that messaging for emails and social and that sort of thing. So a lot of the results and the studies I’m going to recommend that you check out our Gong.io. It’d be linked in the show notes. They just have a really, a lot of great data because they have call tracking analysis or you can sync it up with your call recording software and they’ll actually look for trends in what people are saying and how that relates in results into an appointment set or a deal closed and that sort of thing. So what they said though is that there’s a 1.58 success percent success rate with cold calling right now. And the reason for that is, it’s a combination of what people are seeing, but it’s really how they’re helping the prospect connect the dots and really get to the point and show that they personalized and did some research. So I want to give you four strategies you can use to warm up your cold calls. So strategy number one is connecting those dots for the prospect. So an example of that is making sure that whatever you’re doing to personalize the outreach actually connects to your value prop of how you can help them or a challenge that they might be dealing with. So we’re working with the commercial real estate company right now and one of the big things that they look for is companies looking to consolidate their locations. So if they have a lot of manufacturing plants, a lot of times when they’re growing really quickly, they run into situations where it’s more efficient to have fewer locations. So we look for personalization we found something about this company and it said: “Hey, one of the big things we’re working on right now due to dealing with the international tariffs is we’re looking to consolidate our locations in North America.” So there, that’s the thing that we can say in our cold call “Hey, the reason for my call is that I noticed on your website, you guys mentioned you’re making a big focus right now to consolidate. And one of the challenges that you’re dealing with is international tariffs.” And then you can kind of go into your pitch and that sort of thing. So connect the dots for the prospect. The second thing you can do is warm up the prospect. So hopefully they’ve heard you, maybe are seeing some of your stuff prior to you reaching out to them. So a really simple way to do that follows them on LinkedIn, engage with some of their content, and send them a connection request. And what we like to do is send them emails. So we send them in a cold email or to prior and then this goes into the third step. Following the engagement. We only actually call the people that are engaging really heavily with the emails. So if you have a 50% open rate, let’s say if, with your emails. For example, you can go back and look at “Hey, who are the 50% of people that are opening this and who’s opening it multiple times.” And then when you go to call them, you can repurpose the same messaging. So in that first email you’re going to have some sort of personalization, a challenge that you can help them with your value prop and then a call to action when you go to make the cold call or the warm call as we’re calling it, you can actually reference the same exact personalization that you mentioned in the email and keep the messaging very consistent, just using a different medium, no different than how a podcast or might repurpose a podcast or that some of that content into a blog post or video. And then lastly, strategy number four, you can use this calling when the prospect is most likely to pick up. A generic rule of thumb that you can use in Gong.io data we’ll show this as well is that Wednesday and Thursdays tend to be times where people are more receptive to picking up a call from someone they don’t know versus Mondays and Fridays. So I’m not saying you shouldn’t call on Mondays and Fridays, but just know that if you want to, if you had the ability to really stack your time, I would probably pick Tuesdays, Wednesdays, and Thursdays. The other thing too is if you’re doing predetermined call blocks. The other thing that their data shows is from 11 to 12:00 PM is a really good time that people like picking up and from 4:00 PM to 5:00 PM and the prospect’s local time zone. That’s another way that you can make sure that “Hey if I’m only going to have two or three hours to make calls, say I’m going to make a during times where they’re most likely to pick up.” So you can read more about this. I actually wrote an article about it on LeadIQ blog, so that’d be LinkedIn, the show notes as well, and make sure that you’re warming up those cold calls. So you have a higher chance of getting through to the prospect.
Scott Ingram: For more about Jason Bay, Blissful Prospecting and the links that Jason mentioned in this tip, just click over to DailySales.Tips/242 If you want to go deeper into this tip, definitely check out the article that Jason wrote on LeadIQ.
Be sure to check in tomorrow for another great sales tip from Jeff Bajorek. Thanks for listening!