The War Room
Question
Post

How to be memorable in a call?

Hey Squad,


I was wondering what are some things that you can do to stand out and make yourself more memorable in a call. How do you ensure that the prospect doesn't forget you or your product immediately after you hang up?


One thing that I do is that I always ask what resonated/stood out the most in our conversation.

This one usually gets them thinking and has been a nice way for me to summarize at the end.


Thanks!

14
thegreatestsalesperson
Notable Contributor
+17
AE
Customize your zoom background is a great starting point using Canva I spend less than 5 minutes to customize my company logo and theirs.Β  Spend time doing research and be able show them you know about them and their company you'd be surprised how few people do this
GeneralCorp
Notable Contributor
+15
General of The War Room
This is a god damn great idea.Β 
Tres_Comas
Politicker
+6
Account Executive
Fantastic idea and something I'm going to start doing today.
TheLaughingWolf
WR Officer
+7
Account Development Representative
Yup. That's brilliant. I'm going to be using this on my next demo.

I was going to say that I when I call them, I tell them that I'm the guy who sent them a meme. Then ask if it was a hit or a miss.Β 
CuriousFox
WR Officer
+11
Senior Account Executive
This is freaking brilliant.Β 
thegreatestsalesperson
Notable Contributor
+17
AE
every once in a while I have moments of brilliance!
CadenceCombat
Tycoon
+13
Account Executive
πŸ‘
Kanyebut4sales
WR Lieutenant
+6
Account Executive
I've seen chorus reps do this and I liked it a lotΒ 
ounceoz
WR Officer
+5
Federal Account Executive
Customize it with a signed PO for yourΒ product. BOOM. Baller move right there
thegreatestsalesperson
Notable Contributor
+17
AE
Curious if anyone tried the zoom background this week?
SalesPharaoh
Politicker
+8
AM BDR
Damn ill try that especially that I do a lot of video conferences. Is there a link or something?Β 
ounceoz
WR Officer
+5
Federal Account Executive
All salespeople need to hear this. "STOP BEING NEEDY!"Β  If you want to be remembered make sure the prospect understands your time is valuable, they are lucky to be speaking with you, create scarcity, stop begging for their business. I hate when salespeople start meetings off like "I am so glad you made some time for us..." "Thanks for meeting with us" etc. If you want to stand out do what 99% of other sales orgs won't do and be willing to walk away. Set expectations to move forward (timeline, action items, etc.) If they can't/won't meet your timeline tell them thanks and move on.Β 
SalesPharaoh
Politicker
+8
AM BDR
Yeah I want to agree with you 100% but sometimes I'm just desperate to hit my target. How do you deal with this?
ounceoz
WR Officer
+5
Federal Account Executive
Act as if. Of course we all want the deal but showing them what you are bringing has some scarcity can help you stand out from the crowd.Β 
Show 1 more replies
murphmobile
Praised Answer
+1
Regional Sales Manager
Sounds simple but make sure to use your damn webcam. I see too many reps with their cameras off. Might as well be a cold call. Turn the camera on and make it personal.
LTYale
Public Sector Business Development
Be a good sales person that sounds more like a consultant. Most sales people approach as sales person & not a consultant. It's already well known that solution selling works - but sellers & prospecters still have a bad habit of keeping their salesman hat on.
winnerswin
Good Citizen
+2
VP of Sales
Worry less about you and more about them. One way to do this is to manage expectations with a strong agenda before, during, and post meeting...

1. Before meeting - Send email with your mutually beneficial, value-based agenda (no more than three points). Last sentence should confirm acceptance, "How does that sound? Anything you'd like to add?"

2. During meeting - after small talk define your agenda using "what, why, how". What is the meeting about (title), why should I as the prospect care (short but powerful value statement), how we're going to convey value (your three agenda parts that you sent in the email).Β 

3. Post meeting - Send recap email confirming their pain points (no more than 3). Last sentence should confirm acceptance, "Does that sound correct, what else would you like to add?"

People like to feel as though you respected their time.Β 
ajbuttler
Good Citizen
Senior Account Executive
If I haven't made the client laugh or generate an "ah hah" moment, it's not a successful call.
exec
Catalyst
+5
Account Executive
I'm a big fan of building rapport before AND after a call. if you hold to an organized agenda and aren't rushing at the end and can take a breathe after all the business talk, it can be really nice to have them leaving on a note of regular "shoot the shit" banterΒ 
CuriousFox
WR Officer
+11
Senior Account Executive
This is where I believe sending an immediate recap to everyone involved in the meeting is key. I keep it short: 1-2 sentences, bullet point next steps (XYZ co will....ABC co will...) to keep everyone accountable. One sentence to end and BAM. Easy to read and a checklist that keeps you in close contact.Β 
2
That one call...
Discussion
4
6
When do you call it quits
Advice
7
12
Most memorable time getting cussed out on a cold call?
Question
15