Crush Your Next Connect Call with This Proven Process
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We are pumped to kick off season 4 by diving into what makes a great agency sales process.
Many of you have asked questions regarding objections during the sales process, but many of you are also curious about the process itself.
Season 4 Kick-Off
So this is episode 1 of a 5-part series on what the best process is to sell inbound marketing GamePlans and inbound retainers.
The Connect Call
In this episode, we dive into how to start off right with a killer connect call. Each call can be broken down into three main sections.
Those three sections are as follows:
- Pre-call
- During the call
- Post-call
Our goal is to lay out what needs to happen before, during, and after each call to make you and your salespeople successful.
Before the Connect Call
The process and expectations you set before the connect call will absolutely determine the success or failure of this call. Way too many agency salespeople think the connect call starts when you dial the numbers.
In reality, the sale process started back with your initial outreach. Hopefully, you already have a system in place for reaching out to prospects consistently, and if you don’t start here.
Before you pick up the phone and dial into the connect call your prospect should already have a clear understanding of two things.
- What you will be talking about.
- How long you will be talking.
Set proper expectations and stick to them. Send them an email confirming your call and give them a small agenda.
During the Connect Call
Now it’s time to pick up the phone and make the initial connection. There are two main goals of this call for you as the agency salesperson.
- Make a friend
- Pre-qualify
The first one should be obvious. Rapport building is the most important first step in any sales process. Understand your personality and the personality of the person you are selling to. If you need help with connecting with prospects this is a great place to start.
At the end of this call always ask yourself, “Is this prospect a good fit to work with our agency?” At a high level you should know the answer to this question. If yes, we want to move them into a qualifying call which we will be covering in next weeks episode.
The pre-qualifying you should be doing during this call will lead you to know if you should move them to the next step in the process. The only way to “pre-qualify” a prospect well is to have a clear understanding of who your best-fit prospect is.
At the end of the connect call the goal is to set a time for the next call (qualifying call). Have the prospect look at their calendar with you while they are still on the phone and verbally agree to a time that works for you both.
After the Connect Call
Once the connect call is over there is still work to do. Immediately go to your CRM and document the highlights of the call while they are fresh in your mind. The CRM will keep a log of your communication and help your team if anyone needs to step in to help or take over.
Send the prospect a thank you email that includes a calendar invite to the next call.
