7 Best Practices For Outbound Sales Calls By Actual Experts

Hey, pssst!… you. Yes, you… You here to discover seven deadly sins that filled SDRs’ pockets with gold coins?

Well, whachu waiting for then? Let’s begin, yeah?

Anyways, whether you’re struggling with low answer rates or battling through awkward conversations, these proven techniques will help you connect with decision-makers and close more deals. 

From leveraging the right tech stack to mastering strategic follow-ups, these insider tips will revolutionize your approach.

 – and the best part?

These could help both novice and veteran sales professionals.

1. Make Sure You’re Calling the Right Person

When it comes to outbound sales calls, reaching the right person can make or break your success rate. That’s why building targeted contact lists focused on decision-makers mobile numbers is crucial for connecting with qualified leads.

Don’t waste time calling general office lines! Instead, prioritize getting accurate mobile numbers for specific contacts at each company.

While services like BetterContact can help you find these numbers, they’re not cheap – so be strategic. Start using Clay to build a focused list of potential customers, targeting just one key decision-maker per organization.

This approach will:

• Maximize your connection rates
• Save money on contact generation
• Help you reach actual decision-makers
• Generate better customer feedback

📱 Pro tip: Quality always beats quantity when building your lead lists!

2. Utilize the Perfect Tech Stack

Building your perfect tech stack is like assembling a winning sports team – you need the right players in the right positions! 🏆

Your sales team’s success depends heavily on having tools that can find anyone’s phone number, streamline your calling process, automate repetitive tasks, and help you connect with prospects efficiently.

When choosing your outbound calling services and contact center software, consider two proven options based on your company size:

For Scalable Operations:

1. BetterContact
2. Just Call
3. Phone Burner

For Startups:

1. BetterContact
2. Microsoft Teams Phone Plan

These automated dialer solutions upgrade your outbound lead generation by maintaining optimal calling speeds and persistence levels through automated sales cadences.

With the right tech stack, you’ll consistently generate high-quality leads while eliminating manual tasks that slow down your team. 📈

3. Use Local Numbers

Your success rate with outbound calls dramatically improves when prospects see a familiar area code pop up on their phones! 📱

Since most people won’t answer calls from unfamiliar locations, using local phone numbers is a game-changing strategy that’ll boost your answer rates and help you connect with more potential customers.

Systems like PhoneBurner make this process seamless by automatically assigning local Caller IDs for your target regions. Not only does this approach increase your contact rates and customer engagement, but it also helps prevent your numbers from being flagged as spam. ✅

By rotating through different local numbers during your calling process, you’ll stay below carrier thresholds that typically trigger “scam likely” warnings.

This simple but effective tactic can transform your outbound calling success and keep your numbers pristine.

4. Build God Tier Script

Start building your sales team’s confidence by investing in proper training and mapping out common objections they’ll face during calls.

Create a versatile script that addresses these objections with multiple solutions. Encourage your team to practice until the responses feel natural and conversational.

Take detailed notes during calls to identify what works best, and continually upgrade your script based on real-world feedback and success stories.

1) Buy Proper Training for Staff

Professional training is an absolute must to transform average sales calls into revenue-generating powerhouses. 

Industry experts like Jeremy Miner offer top-tier training programs that’ll revolutionize your outbound sales strategy and boost your team’s confidence during cold calls.

Here’s what proper training can do for your sales team:

• Boost profit margins by 24% for every $1500 invested
• Enhance outgoing calls through proven calling protocols
• Develop technical expertise with hands-on equipment workshops
• Build confidence through shadowing experienced team members

Don’t skimp on training – it’s your ticket to sales success!

Implement a comprehensive training program that includes role-playing, technical workshops, and mentorship opportunities.

2) Map Out Potential Objections

You need to think like your prospect to map out what issues they could suffer from.

Could it be?

1. Budget concerns
2. Current vendor relationships
3. Implementation timeline
4. ROI questions

3) Object Handling Script With Multiple Solutions

Building a powerful objection-handling script requires preparing multiple solutions for each potential pushback you’ll encounter. When developing your outbound calling strategy, create 2-3 responses for common objections that align with different customer personalities and scenarios.

Start by analyzing your past sales calls to identify patterns in objections. Then, craft responses that address various aspects of each concern. For example, if a prospect says your solution is too expensive, your sales reps might:

• Highlight ROI and long-term savings
• Offer flexible payment options
• Compare your value proposition to competitors

This multi-solution approach enhances your contact strategy and customer experience by allowing you to pivot naturally when initial responses don’t resonate.

🎯Remember to practice these variations until they flow naturally in conversation.

4) Practice Your Script

Partner up with colleagues to role-play different scenarios, taking turns as the caller and prospect.

You’ll gain confidence handling various situations, from automatic voicemails to tough objections.

Make it fun – create a friendly competition to see who can deliver the most natural, engaging pitch.

Regular practice ensures your delivery becomes smooth and conversational, helping you connect with prospects authentically rather than sounding robotic or rehearsed.

5) Take Notes & Upgrade Script

Keep iterating until your script becomes unbeatable! 💪

• Adding successful rebuttals
• Removing phrases that trigger resistance
• Incorporating effective transitions
• Including compelling stories that sparked interest

Don’t forget to consult your sales manager or mentor regularly.

They can provide valuable insights into refining your sales process and help you craft responses that convert more leads into customers.

5. PreCall Research Prospect

Before picking up the phone for your outbound sales call, thorough prospect research can distinguish between a successful conversation and a dead end.

Your pre-call research should focus on gathering actionable insights about your prospective customers through multiple channels.

1. Start by understanding their sales intent – are they actively looking for solutions like yours?
2. Review their technographics to understand what systems they’re currently using.
3. Check their social media presence for recent updates and customer sentiment.
4. Craft 2-3 personalized offers based on their specific needs.

Don’t skip this crucial step! When you’ve done your homework, you’ll sound more confident and credible during the call.

Plus, you’ll be better equipped to address potential objections and highlight relevant benefits that truly matter to your prospect.

6. Learn Local Compliance

While many salespeople focus on perfecting their pitch, understanding local compliance regulations is crucial for successful outbound calling. The TCPA sets strict guidelines for your outbound call center services, but that’s just the beginning!

You’ll need to master federal and state-specific requirements, as many states have “Mini-TCPA” laws.

1. Always check the National Do-Not-Call Registry
2. Follow state-specific calling hours
3. identify yourself and your company
4. Provide callback numbers on voicemails
5. Never block your caller ID
6. Honor opt-out requests immediately

Your outbound calling solution must adapt to each state’s legal requirements.

Florida, Oklahoma, and Washington have recently implemented stricter regulations, so consult legal experts to ensure your calling practices stay compliant.

7. Follow-Up Properly

Great sales reps know that landing a deal rarely happens on the first try. Success in outbound sales calls requires a strategic approach to follow-up calls and persistent relationship building.

To maximize customer relationship opportunities, you must coordinate your timing across multiple channels, including calls, emails, and texts.

✨ Run lead enrichment in your CRM to track every interaction about your prospects’ needs and preferences. This helps you personalize future conversations and boost customer satisfaction.

Use predictive dialers to streamline your follow-up process, but remember that timing is everything. Don’t rush for immediate results; focus on building genuine connections over time.

Create a consistent follow-up schedule that respects your prospect’s time while keeping your solution top of mind. Remember: persistence pays off when it’s purposeful and professional! 🎯

Types of Outbound Calls

When making outbound sales calls, you’ll primarily encounter two distinct types: cold calls and warm calls.

Cold calls involve reaching out to potential customers who have never interacted with your company. In contrast, warm calls target prospects who have shown prior interest through website visits, email signups, or referrals.

Understanding the key differences between these call types will help you adjust your approach and boost your success rate in connecting with potential customers. ✨☎️

1. Cold Calls

Cold calling is particularly effective for market research, fundraising campaigns, and direct sales.

When done right, it’s not just about making random calls – it’s about creating meaningful connections that can turn strangers into loyal customers. 🎯

2. Warm Calls

The beauty of warm calls lies in their built-in advantage—you’re reaching out to people who have already shown interest in what you’re offering!

Whether they’ve signed up for your newsletter, left a comment on social media, or requested information, these prospects have taken the first step toward becoming your ideal customer.

✨ When performing warm calling, your outbound agents work with qualified leads already engaged with your brand. This allows you to build an emotional connection and expand your customer base.

Think about it—someone who’s visited your LinkedIn page or joined your mailing list is already curious about your solutions. They’re more receptive to your call and more likely to listen to what you have to say, making these conversations more productive and enjoyable.

That’s all, folks!

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