Turn Objections into Golden Opportunities with the Perfect Messaging
Does this feel a little too familiar? ?
Getting a ton of "No's," = something isn’t right. ??
When it comes to #coldcalling , objections feel like an impossible hurdle to overcome. But you can turn #objections into golden opportunities.
The question is: how can you craft the perfect messaging?
The answer is simple.
Don't be afraid to experiment, iterate, and test until you find the messaging that works best for your prospects.
Keep reading to find our curated collection of resources to help you do just that.
We Asked David Kreiger ?
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. Each of our cold call introductions has two components: permission and intrigue. Permission to continue the call, and a value nugget to keep the prospect engaged.
Question 2: How often should #salesreps 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 out loud 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 #qualifiedleads 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 approach.
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. – Donna Mendel , at SalesRoads .
??Read online reviews of your competitors’ products to see where they fall short.
??Research your #prospects beyond CRM. Check LinkedIn, company website, and PR releases to personalize your messaging.
??Say what your product isn't to help your prospect better understand your product.
??Take notes on your prospects’ pain points and concerns during your calls.
??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 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.
What LinkedIn is Saying
See Josh Braun 's full post and join the conversation here .
The Sales?Olympics
Do you know CTAs are the most frequently tested element of a cold call?
It's not surprising because
?? Good CTAs bring more appointments.
?? Bad ones end in objections.
If your #CTA can’t drive the prospect to take action, whether it be to schedule a demo, request more information, or make a purchase, the opportunity slips away.
Implement different approaches and measure their effectiveness to perfect your CTA messaging.
Implement → Test → Iterate → Practice
领英推荐
???? We asked which of these CTAs people think is more effective on LinkedIn.
CTA #1: Would you like to hear how our solution has helped companies in your industry improve their ROI?
CTA #2: Do you have time to discuss why our product can help you?
81% of respondents said CTA #1 is the most effective.
There are reasons why CTA #1 wins over CTA #2. ??
?? It's more specific and directly relates to the listener's industry. It provides the context of the value prop for companies in their specific industry.
?? The phrasing sounds less committal. Prospects are invited to hear, not directly discuss or commit to anything.
?? It implies the solution has been tested and has yielded positive results.
?? It explicitly mentions ROI, a common concern for many businesses.?
?? It's more customer-focused, talking about the benefits they could gain.
ICYMI (In Case You Missed It)
THEN: Bid Retriever was an innovative product with similar, but less capable competitors. They were struggling with crafting the perfect messaging to differentiate them from other solutions in the market.
WHAT HAPPENED: Our Client Success Manager, Paula Huppert , and her team iterated their messaging based on what they heard on the phones.
NOW: Bid Retriever went from zero revenue to being acquired by STACK Construction Technologies in 36 months through rigorous, SDR-driven message testing. ???
Hear the full story here .
Extra, Extra, Read All About It!
Dive deeper into our B2B Sales Standup: Replay.?
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SalesRoads is an award-winning #b2bsales #outsourcing firm providing #appointmentsetting and #leadgenerationservices . We empower businesses of all sizes to reach their goals by providing targeted leads, a predictable pipeline, and stronger revenue.
?? OUR INDUSTRY FOCUS:
?? Manufacturing Tech
?? Industrial SaaS & Tech
?? Logistics
?? Construction
?? Transportation
?? SLED Market
?? OUR RESULTS:
??15+ Years in Business
??500+ Happy Customers
??Over 100,000 Appointments Set
??The Best SDRs
??The Leader in the Industry
??Clutch Global Top 1000 Companies 2021
Say ‘No’ to zero-data campaigns, spammy practices, and anonymous SDRs. Scale your company faster and skip the prospecting process with SalesRoads. ??
Struggling to book meetings? Getting ghosted? Want to sell without pushing, convincing, or begging? Read this profile.
1 年When your intent is to turn objections into “golden opportunities” you behave in ways that feel pushy. Why? We know from neuroscience that our intent affects our behavior. Same intent, same pushy behavior. Whenever protects feel the pain, they pull away. The way out? Shift detach from the outcome. Understand without having an agenda.