Effective Outbound Calls

In today’s selling environment there are so many ways to get leads and find prospective customers. Many sales professionals will create a mix of as many prospecting channels as possible.

One of the oldest, and most successful ways is with outbound calls. Whether that is from a lead list, association list (such as licensed real estate agents), or the good ol fashioned cold calls to businesses. The key to the success of a call is in how you present yourself, and to use the same process each & every time. Consistency is incredibly important.

Here is a sequence you can adapt to your business for lead generation through outbound phone calls:

Outbound Call Steps:

Open in a Positive Way
Identify Yourself & Your Company
Tell them the Reason for Your Call
Make a Value Statement, or ask a Qualifying Question
Set an Appointment for a Full Presentation

Open in a Positive Way

The opening statement should be something that elicits a positive response. People will respond in kind to the opening statement. This means a stupid question will get a stupid response. A gimmick statement will get a sarcastic response. A positive statement using the prospect’s name will get a positive response.

“Good afternoon, Mr. Jones!”

Identify Yourself & Your Company

Tell them your name, and company name. You should also state a brief description of what the company does, and the value it provides. This is your chance to give a small “commercial” of who the company is, and their speciality.

“This is Brian McKittrick from Insurance of Texas. We specialize in helping small businesses and self-employed individuals lower their health plan costs, without sacrificing care.”

Tell Them the Reason for Your Call

Get down to brass taxes as to why you’re calling, or what you’re calling about. There is a mutual benefit to have them to know that you do so they can decide if this is a call worth taking. For the salesperson, you need to know if this is someone interested in what is being offered. By getting it out quick, it will save both people’s time (and subsequently, money). The reason for this call to get an appointment for you to present your offer. That’s it for now. This is a minor commitment, versus a major commitment of getting into a pitch right then and there.

“The reason I’m calling is to set up a time where I can show you how we are saving folks 30-60% every month.”

MAKE A VALUE STATEMENT, OR ASK A QUALIFYING QUESTION

This is a chance to make a positive statement, or ask a question that would get a positive response. This statement would be based on the reason for the call, and the value your company brings. Avoid using hyperbole, or asking them a question that could lead them to giving you a sarcastic response. I am frequently saving families enough money on their health plan costs to buy a new car, but a statement link that would sound like sensationalism, and come across campy. I state the benefit more in a more professional way.

“I’m sure that you, like most families, would enjoy some extra money in the monthly budget.”

Set an Appointment

The goal of the call is not to necessarily get into a presentation. Your main goal is to get them on your calendar for a full sales presentation. It would be great to get a deal on the first call, but your main focus is to schedule a time where you have their full attention and time for your official pitch. You may be using Zoom, or a PowerPoint. Those are better to be scheduled so you have their complete commitment to hearing you out. When you set the appointment, give them a choice of morning or afternoon slot on the day you prefer. It’s a best practice to not put the appointment too far out. By scheduling too far in advance, you increase the risk of them canceling your appointment, or forgetting. Be sure to send them a calendar or email verification of the appointment they just committed to.

“I have open time available on Thursday. Which is better for you: 10 am or 3pm?”

Putting it all together:

“Good afternoon, Mr. Jones! This is Brian McKittrick from Insurance of Texas. We specialize in helping small businesses and self-employed individuals lower their health plan costs, without sacrificing care. The reason I’m calling is to set up a time where I can show you how we are saving folks 30-60% every month. I’m sure that you, like most families, would enjoy some extra money in the monthly budget.”

(Positive Response)

“That’s great! I have open time available on Thursday. Which is better for you: 10 am or 3pm?”