With the emergence of so many changes in technology and consumer behavior, the traditional sales model of cold calling surely must be dead. Right? Not necessarily. Approaching prospects at the right time in their buyer’s journey could provide you with an advantage over your competitors.
Step one in this process is redefining the cold call. Think of it as a follow-up call since the prospect already has been engaging with your company online. Here are some ideas to help you boost your calling techniques.
- Refine your list. Use data from your lead generation efforts to determine which prospects you should be contacting. Quickly identify those prospects who have made their way further down into the marketing funnel. Perhaps they have downloaded one or more of your white papers. You need to determine the patterns that identify a strong lead.
- Call quickly. Once you determine the factors that qualify a lead, call them as soon as possible. According to one study, sales reps that didn’t respond quickly to leads underperformed when compared to companies that did. On average, companies take 46 hours and 53 minutes to pick up the phone and respond to a lead.
- Be prepared. Take some time to analyze how informed your prospect may be after reviewing your material. You’ll be able to more quickly engage them with relevant material — instead of just going through a one-size-fits-all script.
- Be persistent. Studies also show that sales reps gave up too quickly; on average, they’re only making 1.3 attempts to call a prospect before giving up. Prospects are busy. That doesn’t mean they’re not interested. Be persistent in calling to make sure you connect.
With technology and support, your sales team can maximize their time by connecting with key decision-makers in the sales process. MonsterConnect offers a sales prospecting enablement solution that gives your team the cost-effective boost they need to have more meaningful one-on-one conversations with prospects.