Video Transcript
Cold Calling is intimidating for anyone. Picking up the phone, reaching out to someone you don't know, who doesn't know you, your product, anything is a daunting task, especially if you don't practice. We at Vorsight can take this burden off your plate. As meeting schedulers, we've eliminated the fear of cold calling so we can get the appointments you need with the senior executives you want.
One thing clients ask us to help them with is messaging - sending a strong message that breaks through the vendor static - the white noise prospects hear from other sales people they're not interested in. One pitch we found to work well is storytelling - a way to communicate your value proposition through people, places, and actions. This helps explain what your company does without getting bogged down with details, while driving client interest and eventually proposing a meeting.
With all this vendor noise executives are facing, it can sometimes be difficult to break through the static. Reaching senior execs can take a lot of persistence. It’s a fine line between too much and just enough. We’ve perfected this balancing act, so we can reach those elusive execs in a professional way that makes them excited to meet with you.
How do we reach these senior execs? One tool we love is LinkedIn. I’m sure you’re familiar with LinkedIn for marketing and networking, but it can be a great resource for inside sales as well. We use LinkedIn to find new execs, new companies, and ultimately new business. We have a lot of LinkedIn tricks that help us find the right person at the right company.
Finding the right person, with the right title, at the right company isn’t enough; you need to ultimately get the meeting. It usually takes multiple “touches” to build enough value for the prospect to schedule an appointment. At Vorsight, we’ve found measuring multiple metrics helpful in tracking these touches. We track number of dials, pitches, voicemails, emails, new contacts, and meetings scheduled each week. We also track metrics publicly to hold us accountable to our lofty meetings goals. We also keep a pristine database of contact, lead, and account information. This data management might seem “over-kill” but it’s the best way to keep our schedulers focused, on-track, and with the correct information so we can get more meetings than ever before.
“Great, Steve! Then I will send you a calendar invite for August 26th at 9:00 A.M. Ok, and your email? Ok, great. I will go ahead and send it over and we look forward to speaking to you then. Ok, take care. Bye.”
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