The world is starting to open up. Businesses are getting back to business!
As sad as it is to say, the telecommunications industry thrived during this pandemic. Other organizations relied on services and solutions like VoIP and UCaaS to survive the WFH frenzy.
If you had an increase in sales, let’s keep that momentum going! One of the oldest sales tactics (that came shortly after door-to-door selling) is the classic sales call. However, did you know there are different types of sales calls? On top of that, each type of call should have you using other methods and/or should have an entirely different department handling the call.
In a previous blog post, we wrote about the importance of PreSales and how many organizations dedicate separate departments for both PreSales and Sales. One reason is, depending on what stage you are in with your prospective lead, the sales representative’s knowledge varies.
Before we get too far, let’s break down the different types of sales calls.
Cold Call ❄
Brrrrrr! Do you think it is called ‘cold calling’ because sales representatives often get the cold shoulder from potential customers? Close, but actually, they call it cold calling because it refers to a ‘cold’ lead. Meaning, the people you call have no idea who you are or if they are even interested in your business services!
The main objective of a cold call is to find potential customers and get them interested in your product or service. In the telecommunications world, many sales reps call customers who are using a competitor’s solution. That way, the representatives know the lead is familiar with the solutions and could be persuaded to switch providers.
The leads have the upper hand in cold calling. It is up to the representatives to perfect their elevator pitch and grab the lead’s attention quickly.
Warm Call 🔥
The opposite of cold is warm, so it makes sense that the following type of sales call is known as a ‘warm’ call! A warm call happens after the ice is already broken. The lead met you at a trade show, signed up for an e-mail subscription, or in some way showed genuine interest in your company.
During a warm call conversation, the representative has the upper hand because they know the person they are speaking with is interested in their product or service. Now the sales rep has the opportunity to shed light on the benefits of their solutions and get the lead to the next step in the sales cycle, such as a demo, free trial, or share resources like brochures, case studies, articles, etc.
Appointment Call 📅
Ahh, you’ve reached the scheduled appointment call. Meaning, the lead likes what they see and wants to learn even more! Depending on the industry you are in, this scheduled appointment call can be virtual or in person. During this call, the prospect may bring in other decision-making members to overview the offering.
During the appointment call, the sales representatives will give a formal presentation and go over everything! We’re talking about prices, extended features, add-ons, you name it. The lead will share their needs and wants with the representative, and it is up to the representative to deliver!
Towards the end of the appointment call, the prospect should be sold on the solution. This stage in the sales cycle is crucial and should be marked as the most important.
Follow-Up Call 🕑🕢
Last but not least, we have the follow-up call. As a representative, you already put your best foot forward, killed the presentation, and now you are checking back to see if you can close the sale. By this time, the lead should have mulled over the offering, reviewed the data and ideally decided on if and when they will be moving forward.
Many sales are lost because the representative does not follow up after the appointment call. If you are a sales representative reading this, make sure that you make a calendar appointment to follow up with each lead by the end of your previous call! Even if the lead tells you that they will follow up with you. Make that appointment in your calendar to circle back!
Service Call 🔧
Although the service call is not necessarily part of the sales cycle, it is still essential. Think of it as a post-sale follow-up call.
Maintaining a relationship with your new customer is crucial. Now they will trust you when a new release comes out, and you want to encourage them to upgrade their solution. Even if you reach the follow-up call stage and the prospect is not ready to commit, still include them in your regular service call list!
If they are not ready now, it does not mean they will never be ready. Staying in contact (in a non-annoying and aggressive way) will have your company in the back of the prospect’s mind. It may even spark conversation with other potential leads.
The common theme of each type of sales call is their importance. Every organization’s situation is different, and if it takes a few warm calls or appointment calls until you close the sale, then so be it! Sales are all about building relationships and connections.
As we mentioned earlier, even if one lead is not the right fit, the impression you leave will go a long way through new leads found from word of mouth. Stay consistent, stay professional, and stay humble even if you get a few hang-ups during your first round of cold calls. 😉
Do you want to call our sales team?
📞 +1 (647) 313 1515