You might be wondering what a marketer knows about cold calls, and the answer is “Quite a bit!” I sit with my SDR team, when we’re not working remotely, so I hear their cold calls and pitches all day every day, which gives me insight into what’s working for them and what doesn’t based on the rest of the conversation.
There’s nothing more important for an SDR / BDR than the first words that come out of their mouth, and that especially holds true for an agent-assisted call, where the potential customer has been passed from the agent to the sales rep for the pitch and you have just a few seconds to gain and hold their attention.
So, what should you say and what should you NOT say?
Once you’ve gotten past those first 10 seconds, you can go on to ask open-ended questions that discuss their pain points and challenges to narrow down what you should focus on for that next meeting.
The objective of any cold call is for it to feel like an actual conversation instead of a sales pitch that hits the potential customer over the head. You want to keep that conversation going to build a rapport and hopefully lead to a sale.
Mary Hart is the Senior Marketing Content Writer at ConnectLeader, a multi-channel sales engagement platform focused on helping B2B sales professionals increase their top line revenue and reduce sales cycle time. https://www.connectleader.com/
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