Since then, SaaS companies have used various sales strategies and tactics to reach potential customers and convince them of the benefits of their solutions.
However, cold calling has not always been associated in a very uk email database positive way. As humans, we are used to talking to our family, friends and people we meet on a daily basis about almost any topic.
However, when it comes to reaching out to strangers out of the blue and inviting them to subscribe to our platform, it may not be as comfortable as if we were supposed to talk about the solution within our network circle.
How can we ensure that the daily cold calling activities conducted by sales teams across all organizations deliver the results you want while still remaining a fun activity for your teams?
Tip 1. Establish a relationship
Whether this fact surprises you or not, decision-makers at SaaS companies receive over 3,000 marketing messages from various sources every day. So, instead of focusing on selling your SaaS platform, think of the process as an engaging way to expand your professional network by educating your potential customers about a solution they haven’t heard of before.
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This way, you can turn cold calling into a warm, friendly experience that will allow you to learn more about the ways other companies operate, the solutions they use, and ultimately build new business relationships.
Tip 2. Do your homework
No one has ever achieved great results without preparation. As easy as it may seem, proper research means half of your success. Before you dial your potential client's phone number , spend some time researching their company's data.
Has another team member ever reached out to the person? Are they active on social media? Any information you can get from your information center or any other platform can be a way to connect with their potential client.
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Maybe he or she likes a certain sport that you play or maybe you have the same favorite band. Think outside the box and be prepared to use information to your advantage to find something you may have in common.
Tip 3. Make sure your dial-up connection is working properly
Whether you're using a landline or online, it's always helpful to keep in mind that you don't want to waste your time and that of your potential client by having to explain the same thing multiple times because your call was disconnected or the other party can't hear you well.
Therefore, make sure that your headphones are connected properly and that you are not distracted by any noise that could lower the quality of our call.
Tip 4. Use a hyphen
Sounding like a record player is no way to go about prospecting for a new client, but using templates can be a great way to prepare what you'd like to talk about and how your call should be structured.
Start with an engaging introduction and say a few words about the company you represent before moving on to present your deal. If you're looking for inspiration for your pitch, you can download these cold calling templates that will give you great insight on how to better structure your call and consequently close more deals.
Tip 5. Propose a promotion
Consumers and businesses don't typically seek out special deals and promotions. Rather, they are intended as a great tool to pique a potential customer's interest. If there is a way to get a certain service for a better price than usual, your customers are more likely to respond to your offer.
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Think of a time period during which you would like the promotion to run. Is it a spring sale? Black Friday sale ? Christmas promotion? Get creative and think of ways to impress the other party with an offer they can't refuse.
Tip 6. Know your service
As soon as you have gotten through the initial presentation and have managed to keep your prospect's interest, you can congratulate yourself for having managed to warm up your prospect. In the next stage, your task will be to present your solution.
Make sure you know everything about the service you are about to promote and talk about how you think it would help your potential client with their daily tasks while also contributing to the success of their organization.
If you're selling a cloud-based e-invoicing solution, for example, focus on the benefits by talking about how you've helped other customers save time by creating invoices online instead of their usual manual methods.
Use statistical data and demonstrate the concrete benefits of your service, making sure to apply them to the needs of your potential customers.
Tip 7. Be open and honest
Leaving some room for questions represents a perfect opportunity to continue a conversation with your future client. Since you have already managed to pique their curiosity and present them with the benefits, the next step is to make sure you have provided all the necessary information by answering all their questions.
As soon as you finish presenting your service, ask if there are any questions from your potential client. After answering questions related to the system itself, you are likely about to start talking about price, which is a sign that you are getting close to closing the deal.
Please note that it is not recommended in any way to try to make up false figures or reveal information you are not sure about. In case you need to verify some detail with your internal team, agree to continue the conversation another day or an hour after you have the correct information and politely arrange a follow-up call with your prospect.
Tip 8. Handle objections like a pro
Be prepared for your prospects to react to your proposal in different ways. Some may be immediately interested; some may react neutrally, and others may be looking for excuses to end the call before you've finished what you wanted to say.