Ryan's sales tips - Ask for the best contact information

COLD CALLING TIP – ASK FOR THE BEST CONTACT INFORMATION.

Picture this – you’re on a cold call with a prospect. Everything is going well and they’re answering all of your qualification questions (can you say BANT?). The prospect is a perfect fit and you book a second meeting with the prospect. The scheduled 2nd meeting time comes and you’re calling the prospect to connect but no one is answering.

Uh oh, now you get dinged with a no show.

HELP ELIMINATE NO SHOWS

You’re scrambling, emailing and calling the prospect trying to reconnect with them. Eventually, you will reschedule them (we hope) but what a painful sequence of events that could have been avoided with a little diligence.

Now, let’s continue our imaginary scenario.

Pretend you were chasing and connected with the prospect for a second time. You’re trying to rebook the original demo. You connect.

The first thing that the prospect says to you is…

“I thought you were calling me on X number and I am sorry, I don’t really check Y email.”

Sound familiar?

If you’re a seller and tell me that you haven’t ran into this situation, you’re lying. This happens all the time, especially if you’re a rookie seller.

→ Check out my other sales tip titled – Sell more. Bad fits aren’t always bad. It’s about how you should be asking all bad fits for referrals.

HERE IS A SOLUTION TO IMPROVE YOUR COLD CALLS.

You need to ALWAYS ask what the best contact information is for the prospect to be reached at.

Sounds simple right?

Go listen to your gong.io calls and check how many of your sellers aren’t doing this.

Cold calling tip

Pay special attention to how I framed that ask.

You don’t want to ask

“Is this the best number to reach you at”?

Nope…And that’s what everyone does.

This is assumptive and a rookie move.

Instead ask…

“What is the best number to reach you at?”

Do the same for their email address.

Firstly, this will ensure there are no mixups during your second meeting. Secondly, the often overlooked advantage of doing this is that you give yourself the opportunity to acquire two additional points of contact for your particular prospect. They can then be used to get a hold of the prospect in the future. You’re increasing your opportunities to connect by adding more contact channels.

So, next time you’re cold calling into a prospect.

Don’t ask… “Is this the best number to reach you at?”

Instead ask…”What is the best number to reach you at?”

Simple but effective.

SUPPORT

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Talk soon — Ryan

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