OPTIMIZE YOUR OUTREACH LIST
One of the most important steps you can take to set yourself up for cold calling success, according to ClozeLoop Senior Associate Haylee Taylor, is to make sure you’re creating a quality outreach list. If you’re not calling the right buyer personas or calling at the wrong times, they’re not going to buy from you no matter how well you combat objections.
When it comes to building an outreach list, Taylor suggests starting with a clear understanding of your ideal customer profile and the personas of who will buy from you. Since ClozeLoop provides sales strategy and enablement consulting, Taylor’s list primarily includes chief revenue officers and chief sales officers.
“So I only want to talk to the people who want to have a real business conversation and talk to me about their business challenges.”
“I’ve got my target market really well-defined for the personas that would buy from me,” Taylor said. “And what I know to be true about outbound and cold calling is that that list gets even smaller. So I only want to talk to the people who want to have a real business conversation and talk to me about their business challenges.”
In addition to identifying the right buyers, she also uses a sales tool that ensures she has a verified cell phone number for each buyer to increase the chances that they’ll pick up her call. Once you’ve removed those obstacles, it’s just about making the calls, Taylor said.
She estimates that 80 percent of her meetings in 2021 have been from cold calling customers.