DON’T STOP CALLING. DON’T GIVE UP.

DON’T STOP CALLING. DON’T GIVE UP.

DON’T STOP CALLING. DON’T GIVE UP.

Prospecting and following-up can be hard. It’s discouraging to make call after call only to reach someone’s voice messaging system. But, did you know that the probability of talking to someone the first, second or even the third time you call is very low?

We have 3 statistics you need to remember when you’re prospecting and feel like you want to give up!

1. It takes an average of 8 cold call attempts to reach a prospect.

Sales Coach insight: You need to follow a process to reach your prospect. At MYB2BCOACH, we follow our 321Close Process that includes multiple different touchpoints including phone calls, emails, website and social media (including LinkedIn). If you give up on a prospect after too few attempts, you are passing up a potential sale.

2. 80% of sales require 5 follow-up calls after the meeting. 44% of sales reps give up after 1 follow-up.

Sales Coach Insight: Lazy salespeople don’t have the initiative to keep following up, and unorganized reps will lose track of their progress and eventually give up. Don’t be these types of salespeople! Follow a process and keep track of it. It takes several follow-up calls to get your message across and explain the benefits, so make sure you’re organized and document your progress. Remember, you can’t help solve their problems all in one phone call. 

3. 92% of all customer interactions happen over the phone.

Sales Coach Insight: The most successful way to get in front of customers and conduct business is over the phone. This is important to remember during your prospecting attempts and follow-up process. Sending someone an email is easy but it’s more likely to get lost in their inbox and being left unread. It’s better to make the calls and then send a follow-up email to recap what was discussed.

Just remember to be persistent, stay determined and never give up!

ARE YOU RESEARCHING TOO MUCH?

ARE YOU RESEARCHING TOO MUCH?

ARE YOU RESEARCHING TOO MUCH?

Have you ever felt overwhelmed by the amount of research and prep you’re doing before calling a prospect?

We recently had a client who was struggling because they were conducting too much research. They were spending hours looking up a prospect and their company and collecting a lot of unnecessary information. Because of the large amount of time they spent researching, the salesperson was not making enough prospecting calls during the week. This caused them a lot of stress and frustration.

MYB2BCOACH stepped in and helped the salesperson by bringing them back to the 321Close process. First, our sales coach advised them to find the prospect on LinkedIn and take note of any commonalities and mutual connections. Then they recommended the sales rep to look up the company on LinkedIn and browse their website to better understand their products or services. This also allow them to learn about any recent company news including projects they are currently working on or ones that were just completed. Once this information is collected, our sales coach advised our client to begin the sales call to determine whether the prospect is a good fit. By conducting fewer research and spending more time talking to the prospect, you can disqualify them faster which in turn will save you time, money and frustration!

Want to learn more about MYB2BCOACH’s 321Close process? Click here to talk to us today!

VOICEMAIL TIPS

VOICEMAIL TIPS

4 TIPS FOR LEAVING A VOICEMAIL

Did you know that 80% of calls go to voicemail (Ringlead) and, on average, only 4.8% receive a call back (Inside Sales)?

But don’t let those statistics scare you from calling and leaving a voicemail! Voice messages are still an important business tool and should be used as touch points in your overall prospecting strategy.

Here are 4 simple tips to remember when leaving a voicemail:

1.   Keep your message under 30 seconds but avoid talking too fast.

Practice saying your message while timing yourself so you have an idea of how long your voicemail will be. Read our previous blog post about the ideal speaking rate here.

2.   State your name and callback number at the beginning of your message.

Don’t let your message be cut off before leaving your contact information.

3.   Keep your message clear and concise.

Know exactly what you need to say before making the call. Don’t pause for too long or use filler words such as ‘um’ and ‘like’.

4.   Follow-up your voicemail with an email.

90% of first-time voicemails are never returned (Ringlead). If you don’t follow up with your prospect, it’s likely that you won’t hear back from them. 

 

GROW YOUR NETWORK WITH TWITTER

GROW YOUR NETWORK WITH TWITTER

EASY WAY TO GROW YOUR NETWORK

Do you want to grow your network and build your contact list with new and interesting people?

Twitter is a great place to grow your network. You probably already follow your favorite brands and people who influence you, but have you ever checked to see who they are following? By looking through the list of people they follow, you could find some very valuable contacts. Elevate your contact list by connecting with individuals who influence your favorite people. Not only will you be expanding your network, but you’ll be filling your Twitter timeline with more articles, industry news and insightful posts. You never know, your new contacts could always lead you to more accounts that you didn’t know about.

Remember: birds of a feather flock together.

PREPARE TO TALK ABOUT PRICE

PREPARE TO TALK ABOUT PRICE

PREPARE TO TALK ABOUT PRICE

If a prospect asks you about price, are you prepared to answer?

HubSpot Research conducted a survey of what buyers want to talk about versus what sales reps want to talk about during the first sales call. The results were shocking. According to the survey, 58% of prospects want to talk about price on the first call. Here’s the shocking part – only 23% of salespeople are prepared to do so!

This is why you should be ready to talk about anything during the first call – even price. It’s important to prepare for the conversation by educating yourself on what your costs are, what drives your costs and the expected profit margins. You’ll then be able to confidently talk to your prospect about price, answer any questions they might have and direct the conversation towards value.

If you prepare for the hard questions, you won’t feel as nervous and hesitant to answer them when they are asked. Tell us below – what do you say when a prospect asks about price during the first call?

NEW PROSPECTING APPROACH

NEW PROSPECTING APPROACH

NEW APPROACH TO PROSPECTING

Tired of cold calling? Then try this new prospecting approach. 

We just learned about a new prospecting strategy from yorCMO. yorCMO is a fractional marketing company whose proven process helps businesses build their marketing system and drives sales. They developed a different spin on the traditional prospecting method.

Instead of making 100 calls a week in hopes of setting up 5 meetings and landing just one client, their approach begins with sending out 25 handwritten notes. After one week, they suggest emailing the same 25 prospects. Finally, after another week has gone by, you should call and follow-up with anyone who hasn’t reached back out to you. For anyone you didn’t get ahold of, add them to your drip marketing and repeat this approach again in 6 months.

yorCMO has had great success with this innovative approach. They’ve landed more meetings and clients that with traditional cold calling. Give the yorCMO prospecting pre-note strategy a try and let us know what type of success you’ve had!

Want to know more about yorCMO? Click here to visit their website and learn about their proven process. 

 

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