Cold Calling

With all the technology available to you as a SDR here at Reputation.com there really isn't such a thing as a "cold" call. Below are a few important tips that will help you structure a prospecting call:

• Call about them, not you. Don't be what everyone thinks a salesperson is, don't throw up on them with cool information about Reputation.com

• Always have their LinkedIn profile up

• Listen. Provide value for them to continue conversations with Reputation.com

• Ensure that you are calling at the right times. Data suggests in the morning, at lunch, and in the evening as best call practices. Schedule your day accordingly.

• Be confident and passionate

• Focus on decision makers, but don't leave the other roles hanging

• Practice with other SDRs on objection handling

• Obtain a commitment

SDR Prospecting Call Structure

• Introduction

  • Immediately introduce yourself and Reputation.com

  • State intention to book a meeting

  • Ask for time

• Initial benefit statement

• Qualification, ask questions, listen

• Obtain the commitment, ask for the meeting, come prepared with a few times off hand that work for you and be specific

SDR Objection Handling

Video: Objection Handling Techniques

Dealing with rejection over the phone

• You will be told "no" a lot. Don't let this bother you, ask yourself after every call; "What could I have done better or differently?" Then gather yourself and approach the next call.

• Do we end the call when we hear the first objection? NO! If you have someone on the phone already don't lose the chance to have a conversation. Below is a guide for navigating objections in prospecting calls called the 3 No Rule

3 No Rule

A- Approach/Intro

• Hi (prospect's name), this is (your name) calling with Reputation.com

  • …I know you weren't expecting my call… so I will be brief OR …do you have a few minutes?

  • …Did I catch you at an okay time?

  • …have you hear of Reputation.com?

B- Brief Initial Benefit Statement (The Why)

• I recently (read/saw/spoke to/understand) that (something you found in your pre call research)…

  • The purpose of my call is…

  • …While I have you on the phone, I had a couple of quick questions…

C- Connect/Ask Questions

• Have you heard of Reputation.com?

  • "No" - Tell them

  • "Yes"

    • Where did you hear about it?

    • Have you used it before?

  • What are you using for… (topic of your initial benefit statement)?

  • What do you like about X tool?

  • Anything you would change about X tool if you could?

D- Why Now?

• After you have found an area to add value to:

  • Give initial benefit statement (focusing on how we can help them, give examples, share case studies)

  • Recommend next steps based on identified need, pain, and goals

  • Be confident, assumptive, and consultative

E- Obtaining the commitment - Video: Best Practices for Closing for Appointments

• Meeting first - If they object, bring up the need, pain and goals that you have identified, reposition yourself and ask again if they could get X value, would it be worth a 5-10 minute call?

• Why not?

  • if still a "no" suggest they attend or watch a recorded webinar on our product

    • If still a "no", recommend a case study or article. Anything that you can follow up with them on

F- Follow up

• Send a recap email with what you told them you would send

• Record the notes about your conversation in Salesforce and set tasks for future follow up