What is phone prospecting?

Phone sales are aimed at attracting new clients by phone, but also allow you to qualify leads or potential customer profiles and set up appointments with prospects.

The Goals of Phone Prospecting

Prospecting offers key advantages, such as: the ability to build a relationship with your prospect thanks to the more personal nature of a phone call, obtaining information and data unavailable online, and perceiving the prospect’s reaction to adjust your pitch.

Are Phone Calls Still Effective for Finding Prospects?

There’s no reason to avoid phone calls. Of course, many calls go unanswered, but is that any different from the emails you send? Phone prospecting is proven and effective.

In fact, the amount of information you can exchange with someone in just two minutes on the phone is far greater than what you can share in a series of emails. The exchange is not only faster, but you can also ensure the information is understood.

Phone calls are instant. When a prospect asks you a question, you can answer right away. There’s no need to wait for an email reply.

Depending on your contact’s responses, you can steer the conversation in different directions, speeding it up or slowing it down. This ability to talk and move quickly on the phone is a major advantage.

How to Approach Potential Clients?

-Personalization and segmentation: Personalization is key in phone prospecting, not just by addressing prospects by name, but also by discussing their strengths and weaknesses. -Help before you sell: No one wants to talk to a salesperson who only cares about conversions. If you want to convert prospects faster, address their gaps and needs first, then show how your solution can help. This builds lasting relationships with potential clients. -Try a more relaxed approach: Just like in real life, casual language helps managers feel comfortable and open. Start with a simple conversation. Don’t force yourself or the sale. -Automate your product outreach as much as possible: Use automation tools like CRM, email campaigns, lead generation and enrichment tools, and integrations to save time and effort. This frees you up to close deals and solve other issues. -Be cooperative: Conversations with prospects shouldn’t be seen as pitching. Instead, present it as helping to solve a problem.

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The Secrets to Good Phone Prospecting

Six Tips to Maximize Your Chances of a Positive Response

-Make quick and appropriate calls: A prospect is interrupted during their day by your call. They want the caller to be concise and hang up quickly.

-Don’t pause during the conversation: Never pause during a call with a prospect. Pausing means losing control of the call.

-Be transparent with prospects: Letting prospects know who you are and why you’re calling is an effective way to break down their defenses. Transparency shows you’re a professional and that you respect their time.

-Explain why prospects need you: Think about the clear benefits of your solution and how it applies to your specific prospect.

-Use words that convey strong emotions: A concise, compelling message that creates an emotional connection with what matters to your prospects is very helpful.

-Give prospects a chance to respond: The most important step in calling a prospect is to ask what they think. For a successful call, your prospect needs to be able to respond.

Track Your Progress

An important aspect of phone prospecting not to overlook is tracking conversations. Emails are already in your inbox and can be saved, but phone calls focus more on what was discussed, what needs to be done before the next call, and the key decisions made. If you don’t track the outcome of each call, you won’t be able to move the deal forward on your next call.