The team at Dunlap Marketing has an average of 12 years of experience working in business-to-business prospecting. Working with customers to help grow their sales through appointment setting and lead generation is something that not only drives our team, but also keeps us dialing!
It’s common for us to hear “does your team have any tips?”. As a matter of fact, we do! If you’re on a cold calling journey, check out our four-part series outlining various tips from the Dunlap Marketing gurus.
Call Preparation
To kick off our series, we’re starting at the beginning. Before a call campaign goes live, you need to prepare for it. Here are some tips from the Dunlap team specific to call preparation:
- Trim the fat and avoid using fluff words when preparing your message – stick to the details that are relevant during an early stage call. Remember that you’re not trying to close a deal on an appointment setting call.
- Be prepared to answer questions the prospect might have before agreeing to an appointment. This might mean doing additional research on your product/service or preliminary research on the company you’re calling into.
- Before you launch a call, know who you need to speak with. This could be knowing which department, a specific title, or even the decision maker’s name.
- It’s common for a prospect to tell you “no” before they understand the purpose of your call. To be prepared for this, practice using rebuttals that will help get your call back on track.
- Re-read your message each time you start a calling session. This will help get your brain “in the zone” and remind yourself of key details.
Stay tuned for part two of our “Telemarketing Tips, From the Pros” series, where we’ll discuss tips you can use during your cold calls.