Sales Outreach101: Essential tips to get started on your first calls!

Outbound calls quickly became a key part of my daily routine. At first, the thought of picking up the phone and calling strangers was daunting. However, with the right approach and some helpful tips, I found that this method of sales outreach can be an effective and enjoyable way to connect with potential clients. Here are some essential tips I’ve learned along the way:

1. Research Your Prospects

Before making any calls, take the time to research your prospects. Understanding their background, needs, and pain points will help you tailor your approach and make your call more relevant. Look for information on their company website, operating hours, and LinkedIn profiles. This not only helps you to create a more compelling message but also helps you feel more confident in approaching your prospect.

Something as simple as office hours! During my first week, I had a relatively high rate of unanswered calls and it was because I never searched for their office hours, I always spent a few minutes researching operating hours before dialing; steering clear of calling right when offices open or getting ready to close. I also learned that calls made at the beginning or end of the lunch hour had a higher answer rate.  This simple strategy made a significant difference in the rate of answered calls and the quality of my conversations.

2. Creating Scripts Tailored To You

A well-prepared script is your roadmap for the conversation. It should include an introduction, a brief explanation of your company and services, and a clear call to action. While it’s important to have a script, avoid sounding robotic. Use it as a guide, but be prepared to adapt based on the flow of the conversation.

I remember my first few calls sounded stiff and unnatural because I was trying to stick to the script word for word. Over time, I learned to use the script as a foundation and let the conversation flow more naturally. This approach not only made me more comfortable but helped me build a better relationship with the prospects.

Additional Tip: If you want to sound even more professional, use the person’s name! It sounds polite but also respectful when you’re talking to office managers, front desk agents, or physicians.

3. Speak Less, Listen More

Sales calls are not just about delivering your pitch; it’s about engaging in a two-way conversation. Ask questions and listen actively to the prospect’s responses. This will help you understand their needs better and position your service/pitch as a solution to their problems.

I used to focus too much on what I wanted to say next (mainly because I wanted them to hear the full pitch) and missed important cues from the prospect. By learning to listen actively, I was able to have more meaningful conversations and address the prospect’s specific concerns.

4. Be Confident

Confidence is key in winning people over in a phone call. Even if you’re nervous, try to project confidence in your voice. A positive attitude can be contagious and can help set the tone for the conversation. Remember, you’re offering a solution that could potentially benefit the prospect.

Initially, I was doubtful about answering the prospect’s questions and delivering a confident tone. However, after a few successful calls, I started to believe in my ability to engage prospects. It’s ok to not have all the answers and even admit to not knowing everything. When placed in such a scenario, ask confidently for more time to learn and get back to the prospect. This will only make you sound more human and help build an organic connection.This shift in mindset was crucial in improving my overall performance. 

5. Follow-Ups

Don’t be discouraged if you don’t get a positive response right away! Sometimes you may reach people at a bad hour so it’s important to make follow-up calls so you can fully convey your message. Whether that be a follow-up call, email, or message, make those follow-ups. This also keeps the conversation going and shows the prospect that you’re committed to helping them.

One of my most successful conversions came from a follow-up call. After each unsuccessful attempt, I actively sought to learn why I wasn’t able to get the outcome I was looking for. Whether it was the day,  time of the day, leading questions, or displaying authenticity for the physician to believe that I was a real person and not a scammer; I kept following up with additional information until I eventually converted him to a lead. Persistence pays off!

To conclude, outbound sales calls may seem intimidating at first, but with these tips and a bit of practice, you’ll find yourself becoming more comfortable and effective in no time. Happy calling!

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