Question 1: Why is delivering the right messaging important in a cold call?
David: Too many reasons! In the early phases of a cold call you need to rapidly establish rapport and intrigue, otherwise you risk being tuned out. |
|
|
Question 2: How often should sales reps revisit their cold call approach?
David: Metrics should be the primary driver to determine when to revisit a cold call approach. Look at the disparity between your reps' performance to gauge your messaging success: Question 3: What tips do you have for reps developing a new approach?
David: Use these steps to vet your message before sending it live: 1) Review past calls to identify areas of interest as well as objections that need to be addressed in the new approach. 2) Create multiple versions of the approach and refine the messaging to be concise. Eliminating unnecessary words will make the messaging more impactful. 3) Practice delivering the approach to a colleague. Practice in the shower. Practice with your uncle on the phone. Say it outloud as many times as you can so it feels natural.
Question 4: Is it possible to have the right ICP and messaging, but not be able to generate qualified leads through cold calling?
David: Having the right messaging that resonates with your ICP is critical to an effective calling strategy, but it's not enough on its own. SDRs must also be able to deliver the approach effectively to hit their quota. At SalesRoads, we emphasize continuous role play and feedback from managers and colleagues to help our team practice their approaches.
| | Tips You Can Use Today
| These practical pieces of advice below help you take your messaging to the next level and achieve better results in your sales calls.
So let's get down to business and explore how you can improve the quality of your messaging:
🔶 Featured Tip: Slow down! Your prospect is being introduced to your solution for the first time. Making sure they understand what you say is more important than saying everything. - from Donna, SDR @SalesRoads
🔹Read online reviews of your competitors’ products to see where they fall short.
🔹Say what your product isn't to help your prospect better understand your product.
🔹Iterate your messaging by playing with the opening, pitch, and CTA (call-to-action).
🔹Test each approach for at least two weeks so you have time to collect sufficient information.
🔹Review more 'No' calls to see if you can learn from why your audience is uninterested.
🔹Choose your words carefully. Avoid phrases that could turn off the prospect and use risk-reversal phrases to build trust and credibility. |
|
|
❌ "Contract" or "Commitment" make the prospect feel like they're being tied down.
❌ "Cheap" or "Low-cost" signal to the prospect that your service is of low quality or lacking in value.
❌ “But” makes it seem like you're not sincere. |
|
✅ "Guarantee" conveys confidence and alleviates any concerns the prospect has.
✅ "No obligation" makes the prospect feel more comfortable about trying out your service.
✅ "Proven" implies your service has a track record of success. |
|
|
