amdroid4504

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Too long of an initial call

Hey WR been a while. I have been on the sidelines as much of things I needed to know I can just look it up in here. Good read everytime.

But now, I do have something to tell.

I started as an appointment setter last month to get used to everything related, not landing that SDR role yet, but I think this will do for now.

Context: Remote Appointment Setter for a startup digital marketing agency / lead gen focusing on scaling HVAC business across the US.

This is my struggle so far - I tend to take the calls to book, way too long. As a matter of fact, 1 took longer than the avg closer took to do the disco. (53min v. avg 45 min disco).

This lead, now is the third time booking for him and been trying to reach him for weeks, finally got him today and he said its due to my office number being scam likely. He was all in on our offerings, the solution he was looking for with the price point and payment plan that he can afford; yet no showed 2 times. Now should I book this meeting or remove him. Not sure what am I not asking right to understand him better.

Is it a bad thing that I wanted to close the hard to close ones? - Of course not for the sake of it but I see value in our solution and that it will solve their pain of not getting enough qualified leads. E

🎯 Career Development

😝 cold callingss

✌️ Growing Pains

7

23 comments

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oldcloser

Arsonist

8

💀

You started this post with “I have something to tell.” I’m still not sure what that was. You then ask a community of salespeople whether it’s wrong to want to close the hard-to-close ones. Is that a real question or were you looking for a pat on the back?

amdroid4504

Member

3

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Yes just wanted to update my journey so far.

So far my boss told me 2 things, that I lack structure when I speak and that I lack control of the convo. Guess im nervous and needed more to just overcome but its been a couple times now it kept happening I didnt realize it took 10x time longer.

Pat on the back seems nice tho, Ill need to really earn that.

oldcloser

Arsonist

3

💀

I respect your humility. This will take your far. I’ll give you a shortcut to gaining or regaining control of the chat. Use this: “can I ask you a question?”

I don’t think anyone in the history of the world has answered no to that. When they say yes, ask them a question that shows your understanding of their business. Like, “with a staff that size, how to you keep quality control on your customer interactions?”

Then, when they tell you they have trouble with that - or whatever pain it is that you just uncovered, validate it with something like “Thats really tough. Would you call that your “front burner” issue? When they say yes, you’ve now proven capable of understanding one of their biggest problems. You have credibility.

Now you can use that credibility to challenge them like this: “I bet f you knew of a solution to that you would have launched it by now, wouldn’t you.”

Yep! If I could afford it!”

Then close- This conversation may just be one your business looks back on as pivotal in your success. We can fix that AND nobody has ever turned down X due to price. It does X and Y without a Z.

Then ask for the meeting.

amdroid4504

Member

2

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This, here. Thank you. I will get another one of these in future for sure.

1-if this is what getting into sales is about, my respect towards those here and people in sales in general has grown exponentially, and me humbled by these experiences as I go.

2-at the back of my mind; I have a concern that if I cant take care of something like this how am I going to survive being an SDR having convos with C levels. They will eat me out alive.

I need help. And I will take it whatever the form that came in.

oldcloser

Arsonist

2

💀

1. You are an SDR. They’re calling you a setter because they have no structure, or real training, and they want to pay you less.

2. I can’t speak to being eaten out, alive or otherwise. But C levels are just people who run businesses that have problems. You fix problems now. Welcome to the soup. You’ll be ok.

Pachacuti

Politicker

4

They call me Daddy, Sales Daddy

You could look at it like it took you 53 min of talking to get to the point where he felt comfortable enough to book a follow up meeting, or you could have spent a whole day cold calling with no one picking up.

amdroid4504

Member

1

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Yes, this was the last call of the day and the third person to pick up after 2 days prior of no pickups. I initially went straight to want to book and then he questioned about what we do. To which we have it covered during our previous calls that resulted in the 2 books and he no showed. I dont want to try to hard convince but seems necessary. Went back on track that he is now more aligned adter close to one hour.

detectivegibbles

Politicker

3

Sales Director

Not sure what the ask/tell is...

That feels like an extremely long call to book FYI.

Revenue_Rambo

Politicker

3

Director, Revenue Enablement

Maybe I don’t understand the appointment setter role, but how the hell does it take you 53 minutes to book a call?

What are you talking about for that long?

It’s one thing if they have a few questions, but if they are getting into the weeds and wanting to know all the ins and outs of the offering get the appointment booked with the person who’s actual job it is to talk about the solution.

My take is that you don’t understand the scope of your job in the grand scheme.

You are not the product person or sales person. If they maker the qualification criteria book they appointment and move on.

amdroid4504

Member

1

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Actually need help on this one too. How do we get off of this?

I had two time of this previously where they were adamant to wanting to know more then and there.
The second one I said thats why we are inviting you to the walkthrough call to attend to any burning question that they may have. I ended up spilling almost everything but high level only of course. Should I have gatekeep some of the info? Im still new and in my mind is I want to help.

The first time I simply said that I was not the SME and that they will be able to elaborate better later (I used the word I dont know) trying to weasel my way out of it. They dont like that for sure, and so does my boss.

Revenue_Rambo

Politicker

2

Director, Revenue Enablement

Let’s start with this.

What exactly are the expectations of your role. Knowing this can allow us here to understand what are the boundaries of your role and where you are over the line.

amdroid4504

Member

2

.

Basically 4 things, usually takes about 5-7 minutes.

1. Location
2. Do they currently have existing internet presence / Whats their website & double check email
3. *Discover pain - is it quantity of lead or quality of lead, why now and what is the current solution
4. Current team size
5. *Meeting setup reminder/What to expect.

*These were the parts that blew up

Revenue_Rambo

Politicker

0

Director, Revenue Enablement

Why does #5 blow up?

amdroid4504

Member

1

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They wanted to know more about what to expect during the session, gave them the overview and that led to more questions so I just catered accordingly

Revenue_Rambo

Politicker

1

Director, Revenue Enablement

Sounds like you’ve just got to find the right balance of provide info/help and just get the appointment set.

The name of the game here is time to value for the person you’re speaking with. They have a need and your company can provide a solution.

Too little time with you and there is not value and thus no point in taking another call.

Too much time (and information) from you and they feel they have enough info to qualify you out.

You gotta find that sweet spot where you can provide just enough info to get them to that next call and keep it under 10 minutes.

amdroid4504

Member

1

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Yup this is true. Will need to do more to find the balance. Appreciate it chief.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

I think you’re asking a few questions here, but I’m not sure, so you’ll have to clarify.

I think you’re asking:

Are your initial calls too long?

And

Specific to Mr Hard-to-Get, is he still worth pursuing?

Re long calls: are the majority of those resulting in solid qualified leads? Or is there still work to do? Remember that the tighter the calls, the more calls you can make.

Re the no show dude: why did he not show for the other appointments? Evidently he sounds qualified when you talk to him, but actions speak louder than words, and whatever else he has going on is more of a priority for him. Or he’s not the decision maker. Or he is just a space cadet. Any of those are not great buying signs. So while there’s something to be said for perseverance, there’s also something to be said for spending your time where it’s most likely to generate leads.

Finally, your last paragraph is taking some parsing, but it sounds like your reps need leads. Back to both issues: long qual calls and no shows… both have the same foundational solution. Be mindful of how you spend your time. Spend it where you are most likely to get results, and work on being concise.

Honestly, I had to guess what you’re asking, so this is all assumptive. I could be way off base. Let me know.

oldcloser

Arsonist

2

💀

This was very kind, intuitive and thorough. On a typical Saturday I am none of the above. Bravo.

amdroid4504

Member

1

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Yes actually all these. This is what I meant by lack of structure right here. So thank you.

amdroid4504

Member

1

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These are all inbound leads so there are some level of interest and should be an easier conversation to have; boy how wrong I was. (Respect to those doing pure outbounds). And these arent a lot for now, like 1-3 new leads per day. So I ended up calling all in new leads, follow up, no shows and archived leads - everyday (about only 50 unique leads)

He mentioned about busy with class and that he is afraid to open the zoom link (paranoid of scams that might take his info/valuables if he click it, who doesnt).

It was the last call of the day, I didnt even realized it was that long until I look back at the recording.

Thanks again for disecting this @Sunbunny31 you nailed it.

Filth

Politicker

1

Live Filthy or Die Clean

In the business world when you need the call to end, just say you have a hard stop and would love to continue this when you can really get into the weeds. Lock down the next time and then call and guide them into the disco ahead of the meeting since they've no showed.

Think of this opp as your old grandma. She is really excited about seeing you but she forgets things in her old age and gets absorbed in her shows - but if you drive over and pick her up you can have a great meal together and she'll think your the best and give you that birthday check.

amdroid4504

Member

1

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Thank you, I like the grannalogy.

Filth

Politicker

1

Live Filthy or Die Clean

I am so happy at this pun/new word. /bow

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