Determining how to make outbound calls when working in sales roles can greatly improve the probability for success. The following are six steps to assist any salesperson with improving in this area regardless of their skill level and/or experience.
1. Focus on your core value
Clearly identifying the core value you have to offer the prospects you’ll be calling is the very first step in improving outbound sales. This is the business value that transfers from you to your clients when purchasing your products and/or services.
Having a clear awareness surrounding the value you have to offer can improve your mental state while cold calling and likely feed into your script and objections responses. The reason is because of all the pressure to close deals; we can easily have a needy frame of mind when calling. But, when focusing on the value we deliver, we can flow easily from neediness to confidence.
2. Identify the ideal prospect
Clearly, determining what your ideal prospect looks like is very important. We can’t and shouldn’t try selling to everybody because there is likely a portion of the market that fits better versus others. It helps create a laser focus for the prospects you should spend your valuable time on when determining how to make outbound calls by identifying what this segment looks like in terms of geography, size, industry, and contact title.
3. Identify differentiation
You’ll face competition regardless of what you’re selling. You’ll still compete against the prospect’s option to do nothing, even when there is no direct competition in the market and/or in the actual deal that you’re working on. Determining how you differ from the competition is an important step when working on how to make outbound calls.
4. Develop a call script
We could “wing it” on our calls and/or speak what comes to our mind during outbound sales, or we can build some sort of cold call script and/or plan. It could be something that is more of an outline including key points or as detailed as a script we read word for word. Regardless of what it is, possessing a document that has your organized thoughts can greatly improve your probability for successful calls.
5. Prepare for objections
Running up against objections on every cold call is guaranteed. Statements that the prospect will make to try ending the call are objections. Being better prepared to deal with these objections increases the success we’ll have when improving our knowledge surrounding how to make outbound calls.
6. Reflect back to improve moving forward
One of the most important steps in improving outbound calling occurs after the call because it involves reflecting back after the call ends to determine what took place to improve going forward. Identify what could’ve been done better, look back at questions that could’ve been asked, as well as reflect on objections the prospect gave you. By having this routine after each call, it greatly improves your success with calls in the future.
SalesScripter helps individuals to figure out how to make outbound calls.