Tips to Engage Your Targets

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for Business Development Representatives to use to attain success during this process.

Here are 5 simple tips for engaging with your targets on a personal level:

 

1. Don’t sound like a robot. Even if you are on your 100^th call of the day, make it sound like it’s your
   one and only.
2. Use humor with your prospect and find ways to relate to the person on the other end of the line. While it’s corny, if the only thing you have in common with this person is the weather, throw it out there.
3. Be polite, regardless of how rude or annoyed the person may be acting. Win the person over with kindness, and don’t take their reaction personally.
4. Don’t try to be someone you’re not. If you don’t know the answer to a question right off the bat, be honest. Explain that you are not the most technical person in the world, however, you’d be happy to find out the answer to that question after the call.
5. Don’t sell. You are a relationship builder and an information gatherer — the liaison between the prospect and the sales team. If you find yourself rattling off your product’s features in the first 30 seconds of a call, you are not doing your job.

 

On a deeper level, in order to engage with your leads, you need to have a clear understanding of the individual’s role, responsibilities, common traits/characteristics, and their pain points. Look to the content your manager has provided you with for becoming more familiar with your prospects.

Next week, I’ll provide some tips and tricks for the initial contact when prospecting.