Phone prospecting involves calling prospective customers to pitch a product or service, generate leads, or close deals. Phone prospecting is more tactical than cold calling, typically a broad sales pitch. Phone prospecting requires research, a carefully planned strategy, and the ability to capture prospects in meaningful conversations.
Although email campaigning and social media messaging are alternatives, phone prospecting is still among the most personal and effective relationship-building methods.
Stats you cannot ignore
- 92% of all customer interactions occur over the phone.
- 57% of C-level executives prefer to be contacted by phone over other methods.
- Companies that use structured phone prospecting methods have a 42% higher conversion rate than those that do not.
- It takes eight attempts on average to reach a prospect – but those who persist get up to 70% more success.
Chris on creating value
Phone prospecting isn’t a script – it’s curiosity on steroids. It’s where genuine connection trumps rehearsed lines, and your superpower is turning 30 seconds into a meaningful conversation that makes prospects lean in.
Phone prospecting: Your stealth mission isn’t closing a deal, it’s becoming the unexpected hero who decodes a prospect’s hidden business DNA before they even realize they’ve been professionally x-rayed.
From dials to deals
Legal Brand Marketing (LBM) faced a significant challenge. Google’s shift towards localized search results reduced their inbound leads. Traditional digital marketing wasn’t working.
LBM changed to a mobile-first lead generation approach focused on click-to-call advertisements and mobile-friendly landing pages. Instead of merely capturing form submissions, they encouraged direct calls from prospects.
This led to an 89% increase in click-through rates, a 50% reduced cost per lead, and higher conversion rates from phone calls versus web forms.
Another company had an issue with previous cold calling methods not generating enough quality leads. Prospects were unengaged, and the calls came off as an unwanted sales pitch rather than a helpful conversation.
Instead of attempting to sell the product, Engage Selling Solutions applied a process-oriented approach to phone prospecting. Sales reps were taught to ask insightful questions, listen actively, and offer solutions based on customer concerns rather than leading with a hard sell.
How to get that “yes!”
Challenge: The toughest aspect of phone prospecting is rejection. Suffering from “no, no, no” can cause demotivation and loss of confidence.
Resolution: The three-step rejection recovery plan
- Redefine the “rejection:” Every “no” brings you closer to a “yes.” It’s all part of the process.
- Improve and analyze: Take calls and record them to identify improvement points.
- Stay consistent: Great salespeople don’t quit after a bad call. They refine their approach and move on.
Turning the cold calls into hot leads
- Research your prospect – Learn about their business before you call.
- Craft a powerful hook – Hook them within the first 10 seconds.
- Ask the right questions – Find out their pain points instead of going into a pitch.
- Respond to objections elegantly – Know how to parry doubts into curiosity.
- Persistent follow-ups – 80% of the sales require at least five follow-ups.
