Hi, I'm Felix from HubSpot.
And today, I'm going to show you how to run a cold call.
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you have in the comments below.
Let's get started.
At HubSpot, we've spent over 10 years demonstrating
the power of inbound to improve lead generation and customer
acquisition.
But unfortunately the reality is that many salespeople
don't have enough inbound leads to fill their pipeline
and hit their numbers.
Sometimes an outreach phone call feels like your only option.
Fortunately, there's still a way to make a prospecting phone
call more personable and helpful.
In this video, we're going to tell you
exactly how to make a cold call and make sure you're
delighting your prospects.
First, though, let's discuss why traditional cold calling is
a bad idea.
Traditional cold calling is usually a negative experience
for prospects, undermines your status as a trusted advisor,
and can even have a negative impact on your brand.
It's also a terrible experience for your salespeople.
How many of your employees actually enjoy
getting hung up on all day?
Plus, according to the Harvard Business Review,
cold calling is ineffective 90% of the time.
However, if you need to make an outreach call,
there are effective strategies you
can implement to make sure you're more successful
and turn cold calls into warm ones.
First, you want to make the prospect feel
like you did your research.
This call's about them and their needs,
not about you needing to make a sale.
For instance, you might say, "Hi, Jim.
My name is Tom, and I help Boston area financial services
companies like yours increased rep productivity by up to 45%."
Alternatively, you could say "I work
with sales managers in hospitality
with five to eight reps on their team.
My customers are typically looking
to increase rep productivity.
Does that sound like you?"
Once they say yes to this question,
which they will because you've done your homework, say,
"tell me about that."
When they start talking, practice active listening.
Take notes of their pain points and objective
so you can begin your pitch by saying,
"so what I'm hearing is."
When you've correctly identified their pain points,
quickly transition by asking your prospect when they're
free for a discovery call.
If your prospect throws out a few times,
weeks, or months in the future, respond with
"how about tomorrow."
Often you'll be able to get something on the calendar
sooner than prospects initially suggests.
Ultimately, make your outreach call an opportunity
to learn about a prospect's company, challenges, and goals.
This will show the prospect you truly
care about what they're saying and warm them up to the idea
that your product might be the real solution to their needs.
Looking for even more help with your sales strategy?
Click the link in the description below
to learn more.
Thanks for watching.
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Let me know how you're doing in the comments below.