5 Ways to Improve your SDRs’ Talk Track
Given the amount of outreach SDRs do each day, talk tracks can quickly turn from guides into scripts. This can lead to little or no human or business connection being made. Here are 5 ways to improve SDR talk tracks to enhance business conversations:
1. Focus on One Thing
The purpose of a pitch is to elevate curiosity in the prospective client. To do this, don’t give them all of the information. Focus on one service your company does and solve a specific pain in their company. Wet their whistle just a little bit, so they want to learn more.
“We need to be more engaged with our prospects versus talking at them. Be curious, ask questions and understand the pains that they have.”
~ Victoria Treece, Lead Program Manager @ DemandZEN
2. Be Confident in Your Solution
This is not the time to be humble about your business. Be confident in the pitch you have put together and communicate that confidence! Use statements like “the most streamlined,” “the greatest,” “all-encompassing,” “the most advanced!” Sound like you believe in what you are selling. Communicating confidence with tone, enthusiasm, and language will drive a better outcome with your prospects.
3. Actively Listen and Learn
No conversation is a good conversation if it goes one way. Active listening is the answer to this. Listen to the prospect and learn what they need and don’t need, then help explain how your services fit into that equation.
“Our talk tracks need to speak to how we can help solve the everyday challenges that prospects face. How can we help save them time and money?”
~ Victoria Treece
4. Surprise the Prospect, Change it Up
How do you make your call be the one to stand out? As a result of actively listening, there should be room for the SDR to ask questions to the prospect candidly. These questions should be based on empathy and ones you, as an SDR, are genuinely interested in knowing. Questions such as: “With Covid-19 causing so much fluctuation in the job market, have you seen a shift in the need for [service] at [company]? How have you all been holding up through all of this?”
Questions that don’t seem opportunistic yet genuinely curious will allow the prospect to bring down walls and further business conversation.
5. Leave Room for Personalization
As said above, always leave room for an SDR to add personalization to a Talk Track. A Talk Track is just there to keep a caller on track, guide, and not dictate word for word. When calling, SDRs should utilize Linkedin, company websites, and other social media platforms to gather information on the prospect. This will, in turn, lead to a more personalized conversations.
“There is a buzz around personalizing email and Linkedin outreach, but it’s often overlooked for phone calls. Here is an example of a personalized call to a chief revenue officer “Jeff, I enjoyed your recent podcast on marketing and sales alignment and not worrying too much about attribution. How are you keeping your sales and marketing teams aligned at (company name)?”
~ Michael Hanson, Founder of Growth Genie
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DemandZEN specializes in Account-Based Demand Generation and solving the challenges around finding, engaging and converting target accounts into real opportunities for B2B Technology and Services companies.