B2B sales. The right way.
If you have any experience in sales, you must know that calls are a big part of this job. From all the daily activities a salesperson tends to, I’m always eager to run a call. I keep trying to master this art to perfection, since I believe it’s key if I want to succeed as a salesman.
Let me tell you about the crucial factors in transforming you into a demo call ninja. We’ll start with laying the foundation for your calls in cold-emails, before you even pick up the phone.
So you’re sending out a cold-email campaign, with a goal to schedule calls with prospects – which is a big challenge.
At RightHello, we help our customers get more leads through email marketing campaigns, and that’s also the main channel for our own lead generation. Tons of cold-email campaigns taught me that I simply have to convert emails into calls.
From my experience, if you’ve exchanged over 6 emails and you’re still not on the phone – there’s a 95% chance of failure.
A lot of clients prefer to keep e-mailing, but this limitation only leads to both sides never fully understanding each other.
What usually happens is that you exchange a few messages and think it’s going in the right direction, but the clients enthusiasm dies out and, at some point, the conversation dies out as well.
It has probably happened to you before. It’s like trying to start a fire with a keyboard. You might get a few sparks, but not much more than that.
If you don’t want negotiations to get stuck, you need to suggest a demo call as soon as a prospect shows interest in your offering – it has to be a part of your routine.
I handle a lot of situations when, despite the CTA in the introduction, prospects want me to provide more information(about the process, pricing, etc.) via email. That’s cool, unless it lasts too long. If you’re facing such a situation, deliver what they want, but kindly imply that he would benefit more from a call:
The majority of these tools automatically schedule a meeting in Google Calendars for all participants. We’ve been using Calendly for a while and I have to admit that it makes scheduling very efficient, I seriously recommend that you try it out.
I use a lot of different ways to connect with potential clients. A specific approach to different methods helps me engage prospects, regardless of which medium they prefer.
There are upsides and downsides to all of them:
**pro-tip: Chinese firewalls block screen-sharing. Some say Google Hangouts are better than Skype, it’s up to you – a plus is that Hangouts automatically generate a link when your meeting is scheduled via Google Calendar.
Once your call is scheduled, you need to research the client you’re gonna call, to learn a bit about the person and the company.
I would start by exploring the prospect’s (and his company’s) website and social media profiles. You have to know the other person’s rank (can he/she make buying decisions?), plus if you find something you have in common in social media, you’ve got a great conversation starter.
If you reach someone too low in the company, negotiating takes much longer and the final decision maker might not receive (or simply misunderstand) all the information about your offer.
Way too busy to prepare? You could use Charlie App (charlieapp.com). It’s integrated with Google Calendars, so whenever you have a meeting coming up, Charlie provides a briefing on the person you’re gonna connect with – basic Twitter and Linkedin info, recent updates, attended events.
I already told you video calls are my favorite way to connect, and I have a lot of experience doing it. Here’s some helpful advice to make this method more effective, and give you more self-confidence.
We’ve covered preparing for calls, from the moment you add CTA’s to your cold emails to picking the best way to connect. Thanks for reading, let me know if you have any questions or comments.
Thanks for reading! Just want to let you know that you can now subscribe to RightHello’s first ever, 4-day email course –Hacking Business Growth