Prospection téléphonique : Méthode en 5 étapes pour trouver des leads (exemples B2B live)

Name: Prospection téléphonique : Méthode en 5 étapes pour trouver des leads (exemples B2B live)
Uploaded: 2023-10-10T06:50:11.000Z
Duration: 50 min 46 s

How to Improve Phone Prospecting Skills

In this video, the speaker shares tips on how to improve phone prospecting skills and achieve better results. The focus is on overcoming fear of making calls, finding contact numbers, and preparing for successful prospecting.

Preparing for Phone Prospecting

Proper preparation is crucial for successful phone prospecting.

Best performers spend time preparing before each call.

Preparing helps build confidence and makes a difference in outcomes.

Building a Prospect List

Start by creating a targeted list of prospects.

Use CRM or other tools to identify the most relevant contacts.

Prioritize prospects who have shown interest in previous outreach efforts.

Finding Contact Numbers

Two popular tools for finding contact numbers are Casper and Loucha.

These tools provide access to mobile numbers, helping bypass gatekeepers.

Script Preparation and Practice

Review and revise your prospecting script.

Practice delivering your script out loud multiple times.

Focus on the initial hook and asking permission to continue the conversation.

Handling Objections

Familiarize yourself with common objections that may arise during calls.

Practice responding confidently to objections using an objection trainer tool provided by Mim.

Timestamps are provided where available to help navigate through the video.

Warm-up and Preparation

This section focuses on the warm-up and preparation process before making prospecting calls.

Getting Ready for Calls

Warm up by practicing 30 calls in a row to build confidence.

Use tools like Aircall or CRM to ensure you are calling the right people and be ready to take notes.

Prepare your tabs for each call, spending no more than 2 minutes on research per call.

Prospecting Call Expectations

On average, a salesperson can make 9 to 17 calls per hour.

Aim for 60 to 120 prospecting calls per day.

Expect that only 10% to 40% of calls will be answered (NRP - No Response).

Note down NRP1, NRP2, etc., when a call is not answered. Try at least seven times before giving up.

Out of the answered calls, expect that 10% to 40% will result in a scheduled appointment.

Conversion Rates

On average, with proper preparation and lists, you can aim for 1 to 3 appointments per day.

Field salespeople may have fewer appointments due to other tasks throughout the day.

Conversion rates vary depending on factors such as industry and target audience.

Prospecting Call Mindset

This section discusses the mindset required for successful prospecting calls.

Adopting an Open and Positive Mindset

Understand that some prospects will be interested while others won't. It's normal.

Use the technique of "mantra" - a positive phrase that calibrates your mindset before each session.

Example mantra: "I provide value whenever possible without expecting unanimous interest. I focus on those who need my product/service and let go of the rest."

Accept that prospecting calls involve finding interested prospects, not convincing everyone.

Respecting Rejections

Respect the fact that not everyone will be interested in your offer.

Don't take rejections personally; it's part of the job.

Think of prospecting as searching for diamonds - you may encounter many uninterested prospects (cailloux) before finding the interested ones (diamants).

Prospecting Call Strategies

This section provides strategies for effective prospecting calls.

Embracing Numbers Game

Understand that prospecting calls are a numbers game.

Once you know your conversion ratios, accept that it requires persistence and consistency.

Example: If you get one appointment every 38 calls on average, each call without success brings you closer to the next opportunity.

Focus on Long-Term Results

Consistency is key in prospecting calls.

Use conversion ratios as a benchmark for long-term success.

Each unsuccessful call increases your chances of reaching the next interested prospect.

The transcript provided does not cover all sections mentioned in the initial instructions.

Mastering the Philosophy of Stoicism and Focus

In this section, the speaker emphasizes the importance of adopting a stoic philosophy to stay focused during sales calls. They explain that it is crucial to concentrate on what you can control, such as your energy and speech preparation, while letting go of things beyond your control.

Focusing on What You Can Control

Learn to move on to the next call without trying to convince everyone.

Embrace stoic philosophy and focus on what you have control over, such as your energy and speech preparation.

Let go of things beyond your control, like whether the person is busy or in a good mood.

Factors Influencing Communication Quality

The speaker discusses the factors that influence communication quality. They highlight three key elements: verbal communication (55%), paraverbal communication (38%), and choice of words (7%).

Verbal Communication (55%)

Verbal communication includes non-verbal cues such as body language, movements, and smiles.

It accounts for 55% of what gives meaning to the person being influenced.

Paraverbal Communication (38%)

Paraverbal communication refers to how you say things, including tone, volume, and speed.

It influences 38% of communication quality.

Choice of Words (7%)

Only 7% of communication quality depends on the actual words used.

Importance of Non-Verbal Communication in Prospecting Calls

The speaker highlights the significance of non-verbal communication in prospecting calls. They mention that 84.4% of communication passes through tone and paraverbal cues, while only 15.5% relies on word choice.

84.4% of communication in prospecting calls is conveyed through tone and paraverbal cues.

Only 15.5% of communication is influenced by the choice of words.

Utilizing the DIVAS Method for Paraverbal Communication

The speaker introduces the DIVAS method, which helps improve paraverbal communication skills during sales calls.

DIVAS stands for Debit, Intonation, Volume, Articulation, and Silence.

Debit: Modulate your speech rate based on the interaction.

Intonation: Accentuate key arguments effectively.

Volume: Master different volume levels to enhance communication impact.

Articulation: Clearly articulate your words for better understanding.

Silence: Use strategic pauses to influence the conversation positively.

Additional Tips for Effective Communication

The speaker provides additional tips for effective communication during prospecting calls.

Smile (S): Use a smile to create a positive impression over the phone.

Stand up (optional): Some people find it helpful to stand while making prospecting calls to boost energy levels.

Remember that a prospecting call is not about selling your product but about securing a meeting or appointment.

Key Steps in Prospecting Calls

The speaker outlines important steps in prospecting calls and emphasizes their significance in progressing through each stage successfully.

Step 1 - Hook/Introduction

Master the hook/introduction as it sets the tone for the entire call.

Make sure to grab the prospect's attention and address their underlying questions:

Is it worth my attention?

Is it interesting?

Should I invest my time?

Overcoming the Prospecting Barrier

The speaker discusses strategies for overcoming the initial barrier in prospecting calls and avoiding being rejected.

Use a pattern interrupt to break the prospect's preconceived notion of a sales call.

Try different approaches, such as using the prospect's name or asking for validation, to engage them from the start.

Understanding and Improving Each Stage of the Call

The speaker emphasizes the importance of understanding and improving each stage of the prospecting call to achieve better results.

Analyze which stage you often struggle with and focus on improving it.

By identifying specific areas for improvement, you can enhance your overall performance during prospecting calls.

Importance of Permission in Prospecting Calls

This section discusses the importance of obtaining permission before pitching during prospecting calls.

Obtaining Permission to Pitch

When making prospecting calls, it is crucial to ask for permission before pitching.

Giving context and explaining why you are calling can help obtain permission.

By asking for permission, the person on the call will be more attentive and receptive to your pitch.

Engaging and Validating During Calls

This section focuses on engaging with prospects and validating if the call is relevant to them.

Engaging with Prospects

Start by being honest about the purpose of the call and ask if they have a moment to listen.

Provide a brief overview of your work or how you came across their profile to engage them further.

The goal is to validate if the call is relevant to them by confirming their role or current situation.

Addressing Specific Problems

This section emphasizes the importance of discussing specific problems faced by prospects during sales calls.

Discussing Specific Problems

Mention that you have been having conversations with similar professionals facing certain challenges.

Ask open-ended questions related to their specific problems or pain points.

The objective is not to pitch directly but rather understand if there are issues that your product or service can address.

Managing Objections During Calls

This section highlights the significance of effectively managing objections raised during sales calls.

Managing Objections

It's essential to manage objections rather than simply responding to them.

Refer viewers to a separate video on objection management techniques for more detailed information.

Acknowledge objections raised by prospects and navigate the discussion accordingly.

Scheduling Follow-up Meetings

This section discusses the importance of scheduling follow-up meetings to continue the conversation with interested prospects.

Scheduling Follow-up Meetings

When a prospect shows interest in the discussed topics, propose scheduling a follow-up meeting.

Emphasize that the purpose of the meeting is to provide more information about how you can help them.

Use this opportunity to further explore their needs and establish a deeper connection.

The transcript provided does not contain any timestamps beyond 0:19:36.

The Last Step: Proposal for a Meeting

In this section, the speaker discusses the final step in the sales process, which is proposing a meeting with the prospect. They emphasize the importance of being persistent and not giving up easily.

Proposal for a Meeting

Propose having a conversation with Marie, who specializes in industry needs.

Highlight Marie's expertise and insight.

Even if the solution is not interesting to the prospect, Marie can provide valuable ideas for recruitment.

Mention that Marie is available for a meeting on Tuesday at 2 PM.

Not Everyone Needs Your Product

This section emphasizes that not everyone will be interested in your product or service. It advises not to take it personally when encountering difficult prospects and suggests maintaining a positive attitude during calls.

Not Everyone Needs Your Product

Understand that not everyone will be receptive to your offering.

Some people may be uninterested or impolite during calls.

Don't take it personally; people have a tendency to forget quickly.

Approach each call with confidence and enjoy the process of finding potential customers.

Reporting the Meeting in CRM

Here, the speaker explains how to efficiently report meetings in your Customer Relationship Management (CRM) system using text expanders. They recommend using tools like Alfred or Text Expander to save time and improve accuracy when filling out CRM reports.

Reporting the Meeting in CRM

Use an efficient method like text expanders to quickly input meeting details into your CRM system.

Demonstrate using Alfred as an example of a text expander tool.

Include important information from the meeting report, such as valuable insights shared by the prospect and next steps.

Assign the next steps to the appropriate person, whether it's the salesperson or yourself.

Reflecting on Points of Improvement

This section encourages self-reflection after each call to identify areas for improvement. The speaker suggests asking specific questions to evaluate performance and progress, such as seeking permission before continuing the call and assessing confidence levels.

Reflecting on Points of Improvement

Take time after each call to note areas for improvement.

Ask questions like: Did I ask for permission before proceeding? Did I feel confident during the call? Did I enjoy making the call?

Identify areas where improvement is needed, such as handling objections or closing conversations effectively.

Use these points of improvement to prioritize your development and enhance your prospecting skills.

The remaining sections of the transcript were not provided in the request.

New Section

The key to success in sales is enjoying the process and not being afraid to make phone calls. The speaker offers to provide more specific aspects of the method if requested.

Importance of Enjoyment in Sales

Enjoying the sales process eliminates fear of making phone calls.

The speaker is willing to provide further examples and live demonstrations with prospects on the phone.

Progress in sales requires practice, training, and having fun.

New Section

The speaker expresses a desire to help others improve their sales skills and mentions preparing something while encouraging listeners to apply what they have learned.

Assistance in Sales Improvement

The speaker wants to assist listeners in progressing in sales.

Requests for specific aspects or examples can be made in the comments section.

While waiting for additional content, listeners are encouraged to practice and have fun with their sales efforts.