Salesandcoffeedude

Business Development Representative

Valued Contributor

Personal Narrative

Need help framing my cold call/ email problem

My ICP are development directors of nonprofits and I have done my research by speaking to them, redditing and going over customer notes and identified their current concerns which are donor retention, engagement and revenue goals. Whenever, I frame this in a call tho, they always say they don't have this problem.

I'm now trying to find a better way to frame the problem based on their emotion, which through reddit research and speaking to people, is that they are frustrated with the unrealistic goals set by their boards, spend too much time multitasking instead of working on their focus because they don't have the budget to solve their issues, and their other directors are disengaged or not creating great programs which makes it harder for them to 'sell'.

I want to find out how to prevent getting the "we don't have that problem" response when they 100% do.

I also want to know whether I should go into the reasons why these are problems on the cold call or whether that is best left for a discovery call.

Currently planning to do short cold calls only to set a discovery after which I'm confident about setting demos. Thoughts and feedback on refining my problem statements or better ways to frame problems?

💌 Cold Emailing

📞 Cold Calling

☁️ Software Tech

8

9 comments

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PoreAtSales

2

Senior account executive

Nobody is going to tell you they have these issues until they have some trust in you. You may have “all the notes” but you don’t know their particular situation. Develop some rapport with them before diving in to your canned speech. Have a real conversation with the person.

Kosta_Konfucius

Politicker

0

Sales Rep

This!

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

First off, I don’t consider Reddit as research. Have you attended any industry events (conference) or listened to podcasts or virtual events to help with your research?

Sounds like you are telling them what their problems are and not listening to what they feel their problems are. They may indeed have the problems you outlined but they won’t tell you that.

Most of the time people need to be led done of the path of discovery in order to share and understand their problems.

I always like to lead with stories of how my solutions have helped similar orgs overcome their obstacles and then ask if they share the same problems, which is often the case.

Salesandcoffeedude

Valued Contributor

1

Business Development Representative

This is useful, thank you!

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Marketing research only goes so far. Ask the prospect what their challenges are, and listen.

CuriousFox

WR Officer

3

🦊

Exactly. You can't provide blanket value to everyone. Tailor to their needs.

Samsamoon

Opinionated

2

Associate

I is use method most success: am make describe situation most perfect that is thing you do more better for business customer now. Ask then how they business solve same problem.

If I say, “I am have most excellent telephon”. You no care. If I say “I know not how I help business purchasing products with me no have most excellent telephon that make many more numbers, no block call, feel nice on hand, hear voice, send coffee, make voice mail most perfect and in fact set many tinder date! What you use?”
then you want telephon very much.

TennisandSales

Politicker

1

Head Of Sales

1. I like that you are setting discovery calls, not demos right off the bat.

2. when you ask someone "are you struggling with X" on a cold call they will always say no.

you need to try and get them to explain their current process, ask clarifying questions on parts you know are a problem you can solve.

Suggest a solution

Set a discovery call to talk more about the solution.

AnchorPoint

Politicker

1

Business Coach

Strong Recommendation: New Sales Simplified by Mike Weinberg

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