“So make sure when you’re doing your cold calls, open up with that personalization, open up with something that actually shows you did your research, and then ask an engaging question that will get them talking about it.” – Jason Bay in today’s Tip 276
How you open your cold calls?
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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 regular weekly prospecting tip. Here it is:
Jason Bay: All right, so I was making cold calls with one of our clients earlier this week and they work for one of the largest commercial real estate brokerages in the entire world and so they have some, a bit of social proof for some people you know, sort of already know who the company is. But I wanted to actually share it because we’re training them on this right now. In the end, they’re doing a pretty good job of it already, but there was some things that came up in the call that we’ve been working on that I thought would be really good to share. If you’re making cold calls and for whatever reason people are getting angry or they might not be interested or you might just be looking for, you might be doing this really well right now and just looking for a different way of approaching this.
So I want to just share a tactic that’s working really, really well for them and its opening up with personalization. So hopefully you’re already doing research on prospects and you have a reason for reaching out. But what I oftentimes hear is that people don’t really mention what that reason is and they don’t do it soon enough and then call and get the prospect talking about that in a way that’s going to engage them and get them more receptive to meeting with you later. So the way that I like to open up cold calls in a lot of this is supported from Gong.io is, you know, “Hey, this is Jason Bay was blissful prospecting. How have you been?” And you let the prospect talk that line. How have you been? Lot of evidence and data around that. Like I said, I’ll link to the Gong.io article so you can see more about opening lines. But I love that one. You get them talking and the person will typically say; “Hey, good, you know what’s up? How can I help you?” Or they might ask you how you’re doing. In either case, you’re going to have a really short dialogue there and then you want to go straight to the point. The reason for my call is, and this is where you want to actually insert the personalization.
So I’ll give you a couple of examples here. So in the commercial real estate example, a lot of times what we’re seeing there when they’re calling into what’s referred to as a multi-market account with multiple locations, we’re looking for triggers that might indicate that they’re expanding or mergers and acquisitions might be another trigger that they might need some help from a broker. So he’d say “Hey, the reason for my call is I noticed that you guys are closing down a few of your locations. And you mentioned in one of your guys shareholders calls that you’re focused on consolidating those locations right now.” So I opened up with something personal to that prospect and that’s going to grab their attention right away. The second thing you want to do is have an engaging question that you can ask. And this could be as simple as, “So how’s the consolidation coming along so far?” Or “Hey, are you guys having any challenges? Because sometimes what I hear when consolidating is people deal with this type of challenge. Is that something that you guys are running up against right now or something that’s of mind for you?” So personalizations, having a reason for the call, have that personalization. And I had another episode about this on Daily Sales Tips that you should check out, but make sure that personalization is connected to how you might be able to help them. And then you need to ask an engaging question. So I’m going to give you one more example. So let’s say I’m cold calling for prospecting services, which is what we sell, prospecting, you know, services training, that sort of thing. “Hey Tom, you know, the reason for my call is I noticed that you guys are hiring SDRs right now and it looks like you guys have added three SDRs in the last three or four months. And I was wondering how do you guys typically handle, you know, the prospecting between SDRs and AEs? I know that you know, for some companies they want their AEs prospecting as curious. How does, how does the handoff work for you guys?” And I’m asking them something and showing them at the same time that I sort of understand how SDRs and AEs are broken down. And sometimes at certain companies, they have AEs do a lot of their own prospecting, sometimes they don’t, et cetera. And I’m asking them a question related to that to get them talking. So make sure when you’re doing your cold calls, open up with that personalization, open up with something that actually shows you did your research, and then ask an engaging question that will get them talking about it.
Scott Ingram: If you appreciate Jason’s tips as much as I do. Then be sure to follow him on LinkedIn where you’ll find even more of his thoughts. You’ll find that link at DailySales.Tips/276
After you’ve connected with Jason, be sure to come back tomorrow for another great sales tip. Thanks for listening!