Companion Guide
The Jump-start Out-bound Calling Process
This guide is designed to be used with live instruction. Note taking is highly encouraged.
contents ▪ Overview ▪ Scripts ▪ Documents ▪ Experiences ▪ Brush-off vs Objection ▪ Handling a Reflex Response
overview Strategic Calls’ Jump-start is an outbound calling process that uses an off-the-shelf CRM with a bit of customization to create a structure for the caller. It provokes careful consideration of the target market and what’s being said to your prospects. And, it ensures prospecting calls are actually being made. In just 5 days you will have measurable results to help determine if you’re doing the right things, at the right time, in the right way.
Day 1 – Preparation Create a Prospect List Create a list of 50 target accounts/companies/organization that fit your target market . Why 50? To balance efficiency and effectiveness, 50 contacts is a sufficiently sized sample to achieve useful results in just 5 days of outbound calling efforts You’ll need to include the phone number and the name or job description of the individual to be contacted – that’s it! Too much information is a distraction for the caller. Detail becomes important once the decision maker has been identified and familiarity has been initiated.
Identify the Purpose of the Call Identify a primary and secondary purpose of the call. As much as we all want to close the deal or schedule an appointment on that first call, for most products and services that are not realistic during the prospecting phase of the sales cycle. For most companies, at this phase of the sales cycle, the primary and secondary purpose of the call will be 1) to identify the decision maker, and 2) create familiarity for your product or service. This information is key to building a solid foundation for developing and maintaining a continuous flow of qualified leads.
Develop a Call Script Develop a series of call scripts that delivers a to-the-point message that provokes either urgency or curiosity. What you say and how you say it, at this phase of the sales process, is crucial. An effective call script that is delivered with confidence increases the likelihood of engaging in conversation or receiving a return call.
Create a Workflow Create a workflow for tracking call results. Customize an off-the-shelf CRM, import your prospect list and identify categories for tracking results. This will ensure you obtain accurate and meaningful data for developing and maintaining a continuous flow of qualified lead and effective sales management.
Overview - continued
Day 2 – Outbound Calling Initial Attempt– the purpose of the initial call is to identify a primary contact obtain and document contact information; Name, Title, Phone and Email. This ensures that your ongoing marketing and lead generation efforts are being delivered and received by an individual that has a vested interest in your product or service.
Day 3 – Outbound Calling 2nd Attempt– the second call is for the purpose of beginning to build familiarity for yourself, your product or services. 50% of salesperson gives up after just one attempt which in turn has conditioned the prospect to ignore the call. Making a second call begins to create the understanding that you can be trusted to follow through and increases the likelihood of having a direct conversation or receiving a return call.
Day 4 – Outbound Calling 3rd Attempt– the third and final call of the Jump-start reinforces familiarity and begins to separate you from others. 90% of salesperson gives up after two attempts. Making the third call reinforces the understanding that you can be trusted to follow through and increases the likelihood of having a direct conversation, receiving a return call or provides the opportunity to set expectations that you’ll be reaching out until you’ve connected for the purpose of establishing an immediate or future need.
Day 5 – Review Results & Plan Next Steps At the completion of the calling process, we will discuss your results and next step recommendations, such as On-going Lead Generation, Jump-Start Training, or Tactical Sales Management.
Scripts Screening Call The screening call is to identify and obtain contact information for the primary stake-holder Can you tell me the name of the person who’s in charge of your marketing activities (Director of Marketing)? Thanks, would you please connect me?
Scripts - continued
Initial Call The initial call is the introduction of the company and caller. The initial call script will be used if a call is being screen, if you speak with someone live or if you leave a voicemail. Hi [Prospects First Name], my name's
[Callers Name], I’m
calling from a company called Strategic Calls. We provide outbound telemarketing services to distribution companies in the Building materials industry. We call your lower producing contractor and dealers, the ones your sales people don’t have time to service, helping to simulate incremental sales. Our calling process will provide you with detailed, actionable results in just five days.
If you connect with someone live would this be a good time to schedule an introductory phone conversation with one of our calling specialists? Yes - Great! Get/Confirm email. Schedule date, time and let them know you will send them an email invite. Sales Hand-off No - I understand - I’ll take your email address and forward our contact information, so you’ll know how to reach us if your situation changes:) Send email Template - Jump-start No, No – Absolutely, I understand - Please don't hesitate to call the office if you think we might be able to help. Can I give you the number? 585-210-3936
If you get voicemail I’d like to speak with you in more detail to see if you would be interested in more information. I can be reached at 585-2103936. Thank you
Scripts - continued
2nd Attempt
The 2nd attempt will begin to build trust and familiarity
Hi [Prospects First Name], this is
[Callers Name],with
Strategic Calls. I’m following up to the message I left yesterday.
If you connect with someone live would this be a good time to schedule an introductory phone conversation with one of our calling specialists? Yes - Great! Get/Confirm email. Schedule date, time and let them know you will send them an email invite. Sales Hand-off No - I understand - I’ll take your email address and forward our contact information, so you’ll know how to reach us if your situation changes:) Send email Template - Jump-start No, No – Absolutely, I understand - Please don't hesitate to call the office if you think we might be able to help. Can I give you the number? 585-210-3936
If you get voicemail I was hoping to have an opportunity to speak to directly regarding the telemarketing service we do for the building materials industry. I can be reached at 585-210-3949. Thank you.
Scripts - continued
3rd Attempt
The 3rd attempt position for on-going follow-up
Hi [Prospects First Name], this is
[Callers Name],with
Strategic Calls.
If you connect with someone live Would this be a good time to schedule an introductory phone conversation with one of our calling specialists? Yes - Great! Get/Confirm email. Schedule date, time and let them know you will send them an email invite. No - I understand - I’ll take your email address and forward our contact information, so you’ll know how to reach us if your situation changes:) No, No – Absolutely, I understand - Please don't hesitate to call the office if you think we might be able to help. Can I give you the number? 585-210-3936
If you get voicemail Since we haven’t had an opportunity to speak directly, I’ll assume that you may be interested in our telemarketing services, but the timing isn’t right. I’ll forward my contact information by email, so you have it handy. I’ll follow-up with you [after Labor Day]. Thanks! Send email Template - Jump-start
Documentation Documenting the call in Zoho www.zoho.com User Name: Support@StrategicCalls.com Password: Strategic2018
1) Make the call using the script provided in this guide 2) Select the lead status using the instructions below 3) Enter detailed notes in the Description Field. Enter the date in this format XX/xx/xx, before entering the detail. Newest note entered at the top, with a black space between dated notes, for ease of readability. 3) Send email when instructed