4 min read

SDR Game #9 - Cold calls: how to STOP acting like a telemarketer - 7 simple tips

Bonjour πŸ‘‹

Happy Monday to 989 motivated SDRs.

Here're 7 tips you can use with your cold calls.

Today's newsletter takes about 4 minutes to read.

Happy reading.

Elric

PS: my bad for sending the newsletter 1 day late, was on a trip to a French island with my wife and some friends enjoying Spring. I planned to write it during the weekend but couldn't finish it on time. So this week I will write the next newsletter in advance to make sure you get it on Sunday :)


In today's issue, I'm sharing 7 tips you can use to get more results with your cold calls.

Cold calls are a powerful tool in SDR cadences.

It takes time to be good at cold calling.

Unfortunately, a lot of SDRs act like telemarketers.

They are not getting results because of that.

So here're 7 tips, you can use with your cold calls to stop acting like a telemarketer:

  1. Use a pattern break opener
  2. 90% of the cold call is the tone
  3. Your call should last 5-8 min
  4. Get the info you need to get your meeting qualified
  5. The 5 goals of a cold call Β 
  6. The structure of cold call
  7. Have your call list ready

Tip #1: Use a pattern break opener

Prospects hang up instantly on cold calls because you act like a telemarketer.

Stop asking "how's your day going" and "did I catch you at a bad time"

Use a pattern break opener.

Like a permission-based opener:

Nicole, this is Elric with Chili Piper.

I know you didn't expect me to call you this morning.

Do you mind if I take one minute to tell you why I called, and you can tell me whether or not it makes sense for us to speak?

The structure of this permission-based opener:

  • Name and company (You're a professional w/ nothing to hide!)
  • Acknowledge the situation
  • Permission-based time limit

The prospect can say yes or no, but if they say yes they give you the permission to talk.

Tip #2: 90% of the cold call is the tone.

One common mistake SDR makes in cold calls is using: uptone.

Elric: what's an uptone?

It's when you rise your intonation at the end of your sentences.

So it sounds like this.

Practice and end your sentences in a down tone, like when you talk normally or with your friends.

Tip #3 Your call should last 5-8 min

Your goal is not to get all the insights from your prospects but to pique your prospect's curiosity.

If it's successful, they will say yes to a demo.

So when you think the call will last longer than it should be.

Say: "I know you were not expecting my call and I said I would be brief.

I think this might make sense, you are struggling with X.

Chili Piper is designed to fix X by booking meetings immediately with your inbound leads to increase your inbound conversion rate.

Could we set up a call with one of my AEs to show you how to increase your inbound conversion rate.

Do you have time later today or tomorrow for a quick chat?"

If your calls last 15 min you need to listen to them and see when you could make it shorter.

The more your call last the less the prospect is going to be curious, because they start asking questions and you start answering them, etc.

Tip #4 Get the info you need to get your meeting qualified

SDRs want to get more information than they should get when your goal is to pique your prospect's curiosity.

Do you think your AE won't ask those questions on the discovery call?

Who is more qualified to get the info? The AE or you?

So if you are new or don't hit quota.

Just focus on the minimum information you need to get credit for the meeting.

At Chili Piper, we ask for:

  • the CRM
  • Size of the sales team
  • If they use G Suite or Outlook

So that's all you need.

If your company asks you to use BANT to qualify your prospects, use it, and that's it.

Your calls will be shorter and you will still get credit for your meeting.

Once you get more comfortable on the phone it's when you can get more info for your AEs.


Tip #5: The 5 goals of a cold call Β 

If you get the meeting that's great, but every convo on the phone is important.

The ultimate goal is to book a meeting but if you don't that's okay.

The success of cold calls can be measured in different ways:

  • Picque you prospect curiosity = demo
  • Qualify your prospect
  • Get information
  • Get referrals
  • Voicemail

Sometimes you will make 60 calls and no one pick up the phone. It's okay.

You can still leave voicemails to point your prospects to your emails.

Tip #6: How to structure your cold call

Use the same structure for each of your calls:

  • The opener
  • Value prop and light pain point discovery
  • The ask for the meeting
  • Objections

Tip #7: Have your cold call list ready

No bigger impact on the day than having the list of people you’re calling and why already written out.

Why it's important?

Because you want to make sure when you call for 1h that just use this time to call.

If you have a one-hour call blitz, block 30 minutes before getting your list ready.

Also here's a list Kyle Coleman made you can use before you dial.


So, there we go. Thanks for reading.

That's all for this Sunday. 7 simple tips for SDRs.

Quick Reminder: If you like my emails please do β€œadd to address book” or reply.

See you again next Sunday.

Cheers,

Elric


❀️
Enjoy the newsletter? Please forward to a friend. It only takes 10 seconds. Writing it takes me 3 hours.

πŸ‘‹
New round here? Welcome. SDR Game here. Join the newsletter here :)