In this workshop session with the best Wingman at MaverickApp, Steve Wallace shares his thoughts and expert advice for successful Cold Calls powered by MaverickApp.
Having a sales tool like MaverickApp that takes an extensive list, engages with the contacts in it, and then shows you usable stats and other information you can refer to on your call gives you next-level abilities in your sales career.
We all start with a list of cold contacts – taking an active step to call the ones who have opened your emails creates new opportunities for conversations that may lead to a sale. If nothing else, it leads to answers. Yes, I want to find out more. No, I’m not interested. Sometimes, it could even lead to providing contact information for the correct person. After you’ve used MaverickApp as an engagement machine, you’ll wonder how you did productive Power Hours without it!
Don’t get us wrong, the human element is a must-have for success, but you also need to get people engaged, excited, and on your calendar smoothly and quickly. Not everyone wants to be emailed in a world filled and moved forward with tech. Some want to be called or texted; some want to be messaged on LinkedIn. Creating a repeatable, easy-to-do Power Hour lets you take advantage of the tools you have. And, when you use a tool like MaverickApp, your list will just keep growing. This way, when the call you make doesn’t go your way, you will still have more contacts to call.
So, go ahead. Get that list ready. Make the call. Stay calm, and then dial again.
Here are some key takeaways:
- This is NOT a sales call! Your goal during your power hour of calling is to get the contact to commit to a time for a sales call or take them out of your pipeline.
- Example of a great voicemail: “Hi this is Steve. ###-###-####.” Its vagueness often elicits a response.
- Leave a calm message, spoken as if you’ve said it 1,000 times. You might love sales. You might even be crazy excited about your product or service. But a lot of people will interpret that excitement “as a salesy pitch.” No one wants to be pitched to.
- Keep your voicemails short and clear. Resist the urge to leave a ton of information without conversing with your contact first.
- Make sure to be a human! It’s ok to ask if there is a better time to call back, if there is a different person you should talk to, and for them to say no.
- Take notes and add them to your CRM right away.
- Have your calendar up so you can book appointments quickly with the person on the phone.
- Excellent, simple, opening line for when someone DOES answer the phone: “Hi, it’s Steve Wallace.” From here, often times, the call goes like this:
Steve: Steve Wallace…MaverickApp? *questioning tone*
contact: Nope – no idea who you are
Steve: Got it. That makes this a cold call. *laughing at self* Should I hang up on myself or tell you why I’m calling?
At the end of the session, Steve shares that he generally gets at least one or two people on the phone every hour. While using MaverickApp to generate new email conversations he runs a report for the last 30 days that he can sort by the number of opens to use as his call sheet. Even with hang-ups and leaving miscellaneous voicemails, at the end of his hour, he has hundreds of people left to call. You read that right. Hundreds.
Successful people are good at doing the hard stuff. Trust us when we tell you we know Power Hours are the hard stuff. But we can also tell you that’s where the sales get made, that’s where connections are made, and that’s what makes practicing them worth your time.
Remember, you can join Steve live on the second Tuesday of the month at 1 PM EST. Click below to register.