Warm Calling

We call Warm Calling the action of making calls to the HOT LEADS (Target person) that we have not been able to activate in the LinkedIn action.

We introduce the call at this point for several reasons.

  1. The contact is fresh from the LinkedIn action and we will sound familiar.
  2. With almost total certainty, if we manage to talk to the person, we will resolve the question of whether we generate the disk or not. The process is shortened and we do not invest time in the other actions.

The tasks that we are going to do here are:

  1. Extract the phone numbers of the contacts that have not responded on LinkedIn, either because they have it on their profile, you get their company's number on their website, you use some tool to obtain it or you have bought a Database (we will see each of these cases at the end of the activity)
  2. Design the
  3. Call Script and mark in Expandi and the CRM if you have achieved the Disco or not, to pass them on to the following actions.
Script design (script):

In the call we use what we already know: Accusation audit and lighting questions.

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Hi,

My name is Javier Consuegra. We don't know each other but I've sent you a couple of messages on LinkedIn because I wanted to talk to you.

I don't know if I caught you at a bad time, but... do you have 35 seconds to tell you why I'm calling you?

Cool. So I tell you.


It turns out that I have been analyzing your commercial activity, your team, your actions on LinkedIn, your website... and I was wondering if you would like to take better advantage of digital channels to get meetings automatically, better design your sales processes to be able to measure performance of each seller and focus your time on talking to customers and not trying tools or fashion tricks, that is, selling.


We work with 53 companies in {sector} with results that I would love to show you.

Is it something that might interest you? Is it something that you plan to improve in the short term?

Great, well, the truth is that I don't want to take up your time right now and I would be happy to organize a call/Zoom/Visit more calmly so that we can get to know each other and see if we can help you in that regard.

Do you think Monday at 16:00?

Can you leave me your email and I'll call you?

Thanks!

Mark the result in Expandi or your CRM/Excel

To have these actions ordered, you must mark the contacts that are being contacted through this method (with a label or a status in your CRM) and update with the result (Not interested, Disco , Not Located)


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Try different things keeping the focus of that call but if you notice, at no time do I talk about SalesPlanet, or our service, or what we do. It may be that the interlocutor asks for it, so you must have it prepared.


What I do is take an interest in their situation, bring up the problems and give them some credibility by telling them that we already work with a company in their sector (there you can tell them BRANDS if they are known).


You must call at least 5 times on days/times other than the contact before considering it discarded.


This action should be performed a minimum of 2 times a week. Depending on the volume, the ideal is that you reserve hours in the mornings and in the afternoons to try to "catch" your interlocutor at different times.

Measurement

If you can record the calls. It is possible that your CRM has the option, but above all the first ones will help you to listen to them again and learn.


When you start calling, my recommendation is that you block yourself for 1 hour each time you face the task and challenge yourself to make 20 or 30 calls (you will adjust the number) and write down its effectiveness.

Out of 30 calls, how many records do you get?

rejections?

Not located?


Have some control to see the evolution as you adjust your Script and detect which messages are the ones that arouse the curiosity of your interlocutor.


Where to mine phones?
  1. From their LinkedIn profile: You can go to their profile one by one or export them from Expandi by filtering users who are in the campaign but have not been scheduled for disk or are not interested.

Video: https://jmp.sh/qNZYFaS

  1. From their website: If they are medium-sized companies, with less than 200 workers approximately, you can call the phone number on their website and ask to be put through to that person or provided with their contact information.

A tool that works well to obtain company listings from their CNAEs is: https://sales.rocks/, although there are several of this type.


Dealing with Secretaries:

Ask for help and be very clear/direct:

"Hello, I wanted to talk to Jesus about sales"

  1. What Jesus?

Yes, excuse me, Jesús Gómez, we are analyzing the issue of improving your sales and I cannot locate you, can you help me?

  1. I'm sorry, but we don't provide phone numbers, he's not in the office...etc...

I understand, and you can't make an exception? how can i solve it? He is very interested in this and I don't know how to do it... (you "force" the other person to give you the solution)

  1. Look, you can write an email to jesus@sdfdsd.com

Great, thanks, but isn't the phone possible? ? To make it faster...

(and shut up... if he can he will give it to you by insistence, otherwise you will have got the mail that you can use)

Great if you have achieved it, otherwise you will have to "pull tools".

  1. Using tools (we'll add as we find them)

Start by testing with Sales https://salesql.com/ since its Chrome plugin will also give you the mail and other social networks (twitter can be more than interesting to have it and contact there with the same techniques that we use in other environments)

ZoomInfo

LeadIQ (for USA )

Seamless.ai (recommended)

These tools work very well for the US market, not so well for Europe or LATAM, but give them a try.

I leave you an example so you can see how it works, but there are many, although none is 100% effective: https://jmp.sh/qNZYFaS

  1. Buying BBDD

Two options:

  1. Search Google for Databases of your Niche and you will find providers. The ideal would be to pass your a sample of companies / people and see what they return to you.
  2. Hire people who can do it on uptowork (usually 0.30 cents per contact): Ask them for a sample:

https://www.upwork.com/o/companies/~01813218875b7d8ee4/ (recommended)

https://www.fiverr. com/search/gigs?query=b2b%20lead&source=top-bar&search_in=everywhere&search-autocomplete-original-term=b2b%20lead

You will have to analyze if it is worth "fighting" with the tools to extract that data or outsource that work.

Many times, the most comfortable option will undoubtedly be to outsource it since they will provide you with validated emails and telephone numbers.

If you are prepared to prospect at a good pace, do not hesitate and it will be much more profitable for you to buy the databases.