3 ways to be more effective as an SDR

We’re already in March. Crazy right??

I recently hosted a webinar covering 10 ways SDRs can book more meetings this year. Here are a few below; you can listen to the full recording below.? ??

Understand your No’s

You hear the word ‘no’ a lot when prospecting.

But how you handle it makes all the difference.

Prospects are usually on the defence. They weren’t expecting your call and probably don’t know you.

When you hear ‘no’, get to understand what it really means. Try to categorise them into the four no’s and act accordingly:?

No one: Not me

You might’ve targeted the wrong person within the organisation. Find the alternative persona and anyone else they would recommend speaking to.

No two: Not now

The timing isn’t right because there are other priorities. The key here is to try to understand what will change between now and when it is the right time.?

Maybe the right time is when they are hiring people. When this time rolls around, you can nurture them with content they’ll find useful to the current problem.

The work you do between now and when it is the ‘right’ time is what will build the relationship.

No three: Not you

Usually a competitive scenario. They likely see value in a solution like yours but are working with someone else. It’s important not to be too negative about the current solution, this isn’t a good look and put them back on the defensive.?

One tip is to ask what they like about their current solution. A lot of the time, they’ll also mention something that they dislike, which gives you a talking point. The important idea when handling this objection is asking a question; it can change the conversation and keep it moving.

No four: Not ever

If you have targeted a company in your ICP and you have proven product market fit, then this is unlikely to come up.?

The prospect could just by trying to get you off the phone or maybe the way you’re messaging isn’t quite right. Make sure you're targeting the right person, and then evaluate your delivery and messaging. This brings me on to the next point…

Always be learning - Listen to your calls

For every company I work with, one thing stands out.

Top reps listen back to their calls.

I know it can feel strange. No one likes listening to recordings of themselves.

But the benefits are huge.

You’ll pick up on potential improvement areas you wouldn't have noticed.

Block out some regular time. Listen to what you and your prospects are saying. Take it in to your next call.?

Be truly multi-channel

I’m a big believer in multi-channel with the phone at the centre.

In outbound outreach, you’re trying to start a conversation, and with all the noise on other channels, the phone gives you the best opportunity to stand out.?

That being said, no channel works best on its own. Use what you have available to you and link them together.

10 years ago, it was just calls and mainly emails because that’s what was available. There are so many other approaches available now: video messages, WhatsApp, direct mail, etc.?

You have to meet your buyer in their preferred channel, and by be active across multiple channels. Do this and your chances of standing out skyrocket. Not sure where to start with this? This blog from Kaspr gives some great tips for better prospecting in 2024.