Use this cold calling hack to set MORE sales meetings

How would you describe a good day for your SDR team? It’d probably include some new LinkedIn connections, quite a few meetings booked, a good number of emails sent, and dials.?

But that doesn’t always occur, does it??

However, there is a way you can help your team increase their chances by working smarter instead of harder.

For instance, let’s focus on cold calling. How can you improve your SDRs cold calling success rate??

Teams usually don’t set appointments due to aspects like the pitch and the dial rate.

But there might be something else that’s not taken into account:?57.9% of salespeople ask for only one referral in a period of one month,?as specified by a Sales Insight Lab study. This simply means that salespeople are ignoring a potent sales strategy!?

To have a clearer understanding of the importance of referrals, try to imagine the following scenarios:?

Scenario 1

You are busy at work trying to explore some software that can improve your team’s performance. Then, boom!

Your phone rings, and you pick it up to listen to a stranger asking how your day is going, whether you have a lot on your plate or not, what keeps you up at night, and if you could give them five minutes of your time to explain “something” to you. You’ll probably want to hang up.

Scenario 2

You’re busy at work and your phone rings, but this time you are called by someone who says – Mike (a colleague of yours) pointed them in your direction because?you were the right person?to discuss the team’s optimization software with. It just “hits” differently, right?

According to an IDC and LinkedIn research, the referred salesperson is preferred by about 73% of buyers.

Now, some key questions for you.

Is your team asking for referrals? Do you see results? Do you think they could be doing better?

An SDR team should be trained to have conversations. If the ideal buyer persona is not in sight, have your team make cold calls to their colleagues and get a referral from them! The objective of cold calling is to learn how a particular business operates and its goals.?

And there are many ways to get to the decision-makers in charge of those goals and effectively set appointments with them. Asking for a referral is one of them.

Watch out for part two to see our framework for requesting a referral!