Remember your purpose: to land a call
- sell the appointment, not the product
- send links to interesting resources to build relationships
- leads to a higher likelihood of them agreeing to have a call with you in future
Research your prospects
- do your discovery work about the person, their company and their potential problems
- find at least one convincing reason to have a compelling conservation
- having good questions that lead to insightful conversations
Provide value
- send links to interesting resources to build relationships
- leads to a higher likelihood of them agreeing to have a call with you in future
- make sure the prospect knows you have valuable information they can benefit from
- be clear that they have to schedule time to learn from your insights
Ask questions
- asking questions in your messages is a proven way to increase your response rate by 50%
- start being curious
- it’s much easier to get prospects to open to connecting further on the phone
- don’t focus on the sale
- find at least one convincing reason to have a compelling conservation
- having good questions that lead to insightful conversations
- read their company posts and ask genuine questions about them
The hook
- “Can we agree that time is money and that anything is possible? Is it possible that there is a better insurance offer out there?”
- once you have the prospect agreeing with you, you begin to transition to the process of setting up an appointment with them
Don't give away too much
- strike a balance between knowing enough about your prospects to build credibility, and leaving enough room for the discovery meeting to still be valuable for both of you
- save the meaningful, valuable insights for the actual appointment call
- don’t ever point out the weaknesses of their existing solution
instead of suggesting a prospect to “rip and replace” what they already have, find an opportunity to sell a small quantity of products or services now in order to generate more sales later on
Provide proofs
- give proof points that your product is excellent for their space
- be sure to mention your other customers in their industries
Keep it short
- the best messenges are just 50 to 125 words in length (Hubspot)
- short = focus = fewer distractions to make your content and call-to-action clearer
- respect those who are busy. People hate long emails, especially when they’re coming from someone they haven’t met
- be concise and get to the point straight away
- make your first approach as specific to them as possible
- demonstrates that you’re respectful of their time and appreciate them making time for you despite their busy schedule
Clear call to action
- end your message with a direct and easy way to schedule the call
- offer your support: you have some great expertise and knowledge that can help tackle their pain point
- be definite about the next steps. Tell them exactly how to schedule an appointment
- 15% – 35% of scheduled appointments never actually happen.
Make it easy for customer to conncet
- it takes an average of 18 calls to connect with a buyer
- poorly designed websites make it too difficult to schedule an appointment for potential customers to connect
Prepare and present yourself
- prioritize quantity over quality
- make 100 cold calls as fast as possible so you have no time to take rejection to heart
- confidence and charisma go a long way
Best time to call
- Wednesday at 4:00 p.m
- HubSpot research says that’s generally the best time to make a cold call and make a live connection
- call fewer prospects each day, and call them often