How do I run an outbound call
Table of contents
Learning Outcome: By the end of this module, you’ll be equipped to confidently handle outbound calls, which require a distinct set of skills compared to inbound calls. While inbound calls often involve responding to prospects who have already expressed interest, outbound calls require you to proactively engage, build rapport, and spark interest with people who may not be expecting your call. You’ll learn how to quickly capture attention, uncover needs, and guide the conversation towards meaningful next steps. This proactive approach ensures you can turn every call into a valuable opportunity, whether you’re qualifying leads or moving closer to a commitment.
What is an outbound call?
An outbound call is a proactive reach-out to leads who haven't directly booked with us yet. These leads might've downloaded a resource, clicked on an ad, or shown indirect interest in property investment. Your job isn't just to make contact—it's to spark curiosity, nurture their interest, and build value, laying the groundwork for a future partnership.
The reality is that many outbound leads are in the early stages of their journey. It's unlikely they'll be ready to commit right away. Sometimes you'll strike gold and connect with someone ready to move forward, but more often, the real work lies in building a relationship and nurturing that interest over time.
Every call is an opportunity to position InvestorKit as their trusted guide, helping them see the possibilities and giving them reasons to stay engaged. The focus isn't just on immediate results but on creating trust and planting the seeds that will grow into long-term success. Lead with patience, value, and empathy, and you'll see the payoff when they're ready to take the next step.
What are the key differences between an inbound and an outbound call?
An outbound lead has not initiated a request for the conversation. In contrast, with an inbound lead, the client has actively sought engagement, whether by booking a consultation, making an enquiry, or expressing direct interest. This difference highlights the proactive nature of outbound efforts: you’re reaching out to build interest and establish value, whereas inbound leads are already engaged and seeking solutions.
What are the different types of outbound leads?
Downloaded a White Paper
Why Reach Out: They’ve already raised their hand and said, “Hey, I’m interested.” Now, they’re just waiting for someone to show them how to take that knowledge and make it actionable. That someone is you.
Watched Marketing but Didn’t Book
Why Reach Out: They’ve seen the value in what you’re offering—enough to watch a video or webinar—but didn’t take the next step. They’re curious but unsure if the call is worth it. Your job? Show them it is.
Started Booking a Call but Didn’t Finish
Why Reach Out: They were so close to committing, but something stopped them. Maybe they got distracted. Maybe they had doubts. Either way, they’ve shown intent, and it’s on you to remove the roadblocks.
Visited the Website but Didn’t Engage
Why Reach Out: They were window shopping, checking out what you offer, but didn’t take action. They’re on the fence. A simple conversation could be all it takes to nudge them over.
Clicked on an Email CTA but Didn’t Convert
Why Reach Out: They clicked the button. That’s intent. Something held them back from finishing. Your job is to figure out what stopped them and make it a non-issue.
Abandoned a Form Submission
Why Reach Out: They were in the process of filling out a form and bailed. They got halfway there, which means they’re interested, but something gave them pause. A quick follow-up can pull them back in.
Referred but Not Engaged
Why Reach Out: Someone they trust told them about you, which means you’re already halfway through the trust barrier. All they need now is to hear directly from you to confirm they’re in good hands.
Engaged on Social Media
Why Reach Out: They liked, commented, or shared something you posted. That’s their way of saying, “Hey, I see you.” Now, it’s your chance to turn that engagement into action.
How do I prepare for an outbound call and where do I find outbound leads?
Understand the Trigger Event:
Determine what action the lead took to appear in your pipeline. Did they download a white paper, click on an ad, or provide their details somewhere? This gives insight into what they might already know about your business and their level of interest.
Research the Lead:
Look for additional engagement with your content or marketing. Check if they’ve interacted with other resources, and do a quick search on LinkedIn or Facebook for any relevant background information.
Review the Consumed Content:
Read through the resource they accessed (e.g., the white paper). Identify the key hooks or calls to action that might have prompted their interest. Use this to frame your questions and understand their motivations.
Prepare Key Questions:
Write 4–5 concise questions to guide the conversation. For example:
• What motivated you to download this resource?
• What value have you gained from it so far?
• How else can we support you in achieving your goals?
• What drove you to provide your contact details, and how can we add value moving forward?
Understand Their Goals:
Focus on uncovering why they committed time to engage with your resource. What problem are they trying to solve, and how can you position your solution to meet their needs?
With this preparation, you’ll enter the call informed, confident, and ready to build rapport while providing tailored value.
Here is Ben walking you through how to action Outbound leads
Here’s the process as a step-by-step guide:
Step 1: Locate the Outbound Lead List
• Open the Outbound Leads List under the sales pipelines.
• This list contains individuals who have provided their details after interacting with a resource.
• Check if you have a specific outbound list assigned to you (e.g., “Bach’s List” or “Ben’s Outbound Call List”).
Step 2: Review Lead Details
• Look at the person’s name, phone number, and the resource that triggered their details to appear on the list.
• Check the lead’s notes and activity to ensure:
• They are not an existing client.
• They haven’t already been contacted and marked as uninterested.
• They are a fresh outbound lead ready to be called.
Step 3: Make the Call
• Call the lead and discuss the resource they downloaded or interacted with.
• Focus on understanding their needs and offering assistance.
Step 4: Add Call Notes
• After the call, navigate to the Outbound Notes section.
• Document the outcome of the call, e.g., “Called on 5/11, no answer,” or “Requested a callback.”
• Update the lead’s status, such as:
• Not Answered
• Not Interested
• Requested Callback
• Interested in Further Discussion
Step 5: Move Interested Leads to the Sales Pipeline
• For leads who express interest or want to schedule a time to chat:
• Click on the Lists section on the right-hand side.
• Select Add to List, choose the Sales Pipeline, and confirm.
Step 6: Manage the Lead in the Sales Pipeline
• Once the lead is added to the Sales Pipeline:
• Create tasks for follow-ups.
• Add detailed notes about the conversation.
• Continue guiding them through the sales process.
This approach ensures every lead is efficiently managed and appropriately categorised.
How should my approach change based on how much they’ve engaged with our content?
Your approach should adapt to the depth of their engagement with your content:
Low Engagement (Single Piece of Content):
• Use introductory questions to establish rapport and context.
• Example: “Hi, this is [Your Name] from InvestorKit. I noticed you recently downloaded our white paper on [Topic]. How did you find it? Is this the first time you’ve accessed one of our resources?”
• Focus on educating them about who you are and the value you provide. Provide an overview rather than diving into specifics.
Moderate Engagement (Multiple Resources):
• Shift to a familiar tone and acknowledge their activity.
• Example: “Hi, this is [Your Name] from InvestorKit. I see you’ve checked out a few of our resources lately, like the Queensland white paper and last month’s Brisbane report. What sparked your interest in those?”
• Use leading questions to guide the conversation and demonstrate that you’ve noticed their engagement, which builds credibility and trust.
High Engagement (Frequent Interactions):
• Take a consultative approach and focus on deeper insights.
• Example: “Hi, this is [Your Name] from InvestorKit. I noticed you’ve been following us for a while and have accessed several of our resources. What has stood out to you the most so far? Are there any areas you’d like us to explore further for you?”
• Show familiarity by referencing specific content or interactions, like a podcast episode or webinar, and offer tailored next steps.
Key Adjustments Based on Engagement:
• Tone: Be more casual and familiar as engagement increases.
• Questions: Ask leading and specific questions tied to their activity.
• Value Offer: For highly engaged leads, offer deeper insights or next steps, such as additional resources, consultations, or exclusive content.
By aligning your approach with their level of engagement, you position yourself as informed, helpful, and aligned with their interests.
What is a good outcome from a outbound call?
A good outcome is to move the prospect one step forward in their journey, not necessarily to close the deal. The key objectives include:
Agreeing to Follow-Up:
• Secure agreement to send additional resources (e.g., white papers, videos, or case studies) or schedule a follow-up conversation.
• Example: “Great chat! I’ll send you [specific resource] after this call and follow up to see how it resonates.”
Warming the Lead:
• Position the call as the start of a conversation, making the prospect more receptive to future interactions.
• Use the Book a Meeting from a Meeting principle: always aim to schedule the next touchpoint before ending the call.
Creating a Warm Connection:
• Focus on building trust and rapport so they feel comfortable engaging with your content and business.
• Highlight that outbound is a process—it’s about creating a pipeline of opportunities, where the value lies in cultivating the relationship.
Tailoring the Conversation:
• Adjust your approach based on their engagement level.
• For example, if they’ve watched a training video (VSL), lead with:
“I noticed you completed our training session. What did you think of it? What key takeaways stood out for you?”
• For less engaged leads, focus on their initial point of interest:
“I see you downloaded our [white paper]. What motivated you to check that out?”
Providing Immediate Value:
Offer to answer questions, clarify concepts, or provide tailored insights based on what they’ve already consumed.
Mindset:
💡Here’s an excellent video by the GOAT, Alex Hormozi, packed with mindset tips that are incredibly relevant to an outbound call.
Outbound calls are about building momentum. Closing a deal on the spot is a bonus, but the primary goal is to create a warmer lead that progresses through further touchpoints until they’re ready to say yes.
How do I use an Outbound Script and how does an outbound call flow?
How do I quickly build rapport on an outbound call?
- Acknowledge and Disarm
Start by recognising the situation and setting the tone:
• “Hi [Name], I know this is an unexpected call, and I really appreciate you taking the time to answer. I know most people would hang up, so thanks for not doing that!”
• This disarms initial resistance by acknowledging the potential inconvenience and showing gratitude.
- Set Intent Early
Be transparent about why you’re calling and eliminate the pressure of a “hard sell”:
• “I want to be upfront—this isn’t a sales pitch. I’m reaching out because you recently [downloaded a resource/engaged with us], and I wanted to make sure you had everything you needed. Can we chat for a couple of minutes?”
• This demonstrates respect for their time and clarifies your purpose.
- Empower with Flexibility
Give them control over the conversation’s depth and timing:
• “I want to make this as quick or as detailed as you’d like. If this isn’t the best time, I’m happy to call back when it’s more convenient for you.”
• Offering this choice shows respect and makes them more likely to engage.
- Bring Energy and Personality
Since tone carries weight in calls, ensure your energy reflects enthusiasm and approachability:
• “You’ve probably had a busy day—how’s it going? Am I a welcome distraction, or did I catch you mid-task?”
• This humanises the interaction and encourages them to share, creating a more conversational tone.
- Set Expectations and Frame the Conversation
Shift from rapport-building to discovery with a clear focus:
• “My role here is to understand how we can best support you. If it makes sense, I can also connect you with someone who specialises in [specific need they mention].”
• This frames the call as collaborative and aligned with their goals.
- Adapt and Flex Based on Their Energy
Respond to their openness and adjust the tone or direction of the conversation accordingly:
• If they’re hesitant: “I know this might not seem like the right time, and that’s completely fine. How about I send over some additional resources, and we can revisit this when you’re ready?”
• If they’re engaged: “It sounds like there’s a lot of interest here. Let’s explore how we can help you take the next step.”
✏️ ACTIVITY 12: Practice different call opening techniques by roleplaying with a team member acting as the prospect. Use scenarios like someone who downloaded a resource but is hesitant or distracted. Focus on acknowledging their situation, setting intent, and adapting based on their responses. Do at-least 5 different openings.
🧑🏽🏫 How to do this activity: Upload your recording here: drive.google.com
How do I ask good discovery questions in an outbound call?
Discovery on an outbound call is about aligning your curiosity with what the prospect has already engaged with, then expanding the conversation to uncover their needs, interests, and motivations. Here’s a structured approach:
- Start with the Resource They Engaged With
Open with a direct reference to the resource to establish a relevant starting point:
“I noticed you downloaded our [resource name]—great choice! It’s one of our most popular tools. How did you find it?”
If they haven’t looked at it yet:
“No worries—it’s a dense read, but packed with insights. Would it help if I summarised the key points for you?”
This approach acknowledges their engagement and opens the door for an easy back-and-forth.
- Create Value Around the Resource
If they’ve read part of it:
“What stood out to you so far? Was there a section you found particularly interesting?”
“Where did you stop? Want me to give you a quick rundown of what comes next?”
If they haven’t read it:
“What prompted you to download it? Were you looking to solve a specific challenge or explore a new idea?”
Tie the resource to their current situation or curiosity, positioning yourself as helpful rather than pushy.
- Expand Into Their Broader Journey
Transition from the resource to understanding their wider context:
“I’m curious—how does this resource fit into your overall research or goals?”
“Are you new to [topic]? Or have you been exploring it for a while?”
Based on their response, tailor your next questions:
If they’re just starting:
“That’s exciting! What made you want to explore this now?”
“We have a few other tools that might help—would you like me to send those over?”
If they’re experienced:
“Impressive—what have you already looked into? Is there a specific gap you’re trying to fill?”
- Follow the Thread of Curiosity
Every response they give is a doorway to further discovery. For example:
If they mention they already own a property:
“Fantastic—what was your experience with that? What got you into property in the first place?”
If they’re researching a new market:
“What’s drawn you to this market? Have you narrowed down the key indicators you’re looking for?”
Always ask follow-up questions that align with their answers to show genuine interest.
- Detach From the Sales Mindset
Focus on understanding, not pitching:
“Honestly, I’m here to help, not to sell. If we’re not the right fit, that’s completely fine—I just want to make sure you get value from the time we spend.”
Prospects are more likely to open up when they sense the call isn’t purely transactional.
- Offer Relevant Next Steps
Based on the conversation, suggest a tailored action:
“It sounds like you’re in the early stages—would it be helpful if I sent over a few more resources to guide you?”
“If you’re already exploring [specific topic], I can connect you with [expert/resource]. Would that help?”
Confirm their interest before moving forward:
“Does that sound good? Great, let me get that sorted for you.”
Mindset for Effective Discovery:
• Curiosity Drives Conversation: Treat each answer as an opportunity to dig deeper.
• Genuine Engagement: Be authentic and responsive—don’t force the conversation into a rigid structure.
• Focus on Value: Always aim to leave them feeling better informed, equipped, or confident than before the call.
By starting with their initial touchpoint (the resource), exploring their broader journey, and letting curiosity guide the discussion, you’ll uncover meaningful insights without feeling “salesy.” This approach builds trust and positions you as a resource, not just a representative.
How do I pitch on an outbound call?
When pitching on a discovery call, it’s essential to focus on understanding the client’s current situation and presenting your services as a solution without pushing for an immediate sale.
🎓 Here is another link to the video for pitching from an inbound call, the same basic rules apply where you’re entwining pitch into discovery:
Here’s how to approach it based on the given insights:
- Clarify the client’s needs: Begin by summarising their current situation based on what they’ve shared. For example, if they downloaded a resource, you might say, “You downloaded this because you were uncertain about the lending environment and whether you can pull money from your property. You’re also concerned about the time-sensitive nature of markets. Does that sound about right?”
- Acknowledge their concerns: Reflect on their worries and reaffirm that their curiosity is valid. “It sounds like you’re looking for support to make quick, informed decisions about property. I can help you with that.”
- Propose a follow-up: If you’re running out of time or the conversation needs to go deeper, suggest booking another call. You can say, “I don’t have a lot of time right now, but I can send you some additional resources to help in the meantime. How about we schedule a follow-up call in the next 24-48 hours, where I can dive into more details and answer your questions?”
- Tantalise the solution: Instead of offering all the answers on the spot, provide a glimpse of what you can offer. For instance, “On the follow-up call, I’ll give you a full breakdown of the options available to you and how we can help make the decision process clearer.”
- Close the next step: Rather than pushing for an immediate sale, close the conversation by booking the next step. “I’ll send you the resources now and confirm our next call. Does 2 PM on Thursday work for you?”
- Use reminders: When rescheduling the follow-up, remind them of your previous conversation in a way that shows respect for their time and situation. You can say something like, “Hey, I know we had planned to catch up today, but things have gotten busy. I’ve had to adjust my schedule, but I’ll make sure to prioritise our call. Would it be better for you to chat tomorrow instead?”
By using these techniques, you show that you’re genuinely interested in providing value and giving the client the space to decide, rather than rushing them into a sale.
How do I know when to set someone?
The same indicators from inbound calls apply here, but you may need to drive engagement more actively.
- They’re Engaged:
• They’re asking questions or showing interest in learning more.
- They’re Qualified:
• They meet the financial and readiness criteria.
- They’re Curious:
• They’re open to the idea of taking the next step.
Your transition:
“It sounds like this is something you’re serious about, and I can see how we’d be able to help. Let’s book a time for you to speak with one of our senior consultants who can map out your next steps. Does [insert time] work for you?”
✏️ ACTIVITY 13: Simulate a complete outbound call with a team member acting as the prospect. Begin with an engaging opening, guide the conversation with discovery questions, handle objections if they arise, and confidently transition to booking a follow-up call.
🧑🏽🏫 How to do this activity: Upload your recording here: drive.google.com
How do I run a follow up outbound call?
When running a follow-up outbound call, the goal is to build on the rapport established previously and guide the client closer to the next step. Here’s a structured approach based on the provided content:
1. Set the tone and reconnect
Start by acknowledging the previous change of plans and re-establishing rapport:
• “Tom, so good to connect with you again! I’m really sorry about having to change things around the other day. How have you been? Did you have a good day?”
• Take a moment to reconnect and show interest in them personally. Share a quick comment to keep things casual and comfortable, like “It’s been a busy day on my end, but I’m really glad to be talking with you now.”
2. State the purpose of the call
Be clear about the call’s intention without being overly pushy:
• “The purpose of this call is to give you more insights into property and help you understand the next steps you can take. So, let’s quickly recap what we discussed last time.”
3. Recap their situation and needs
Reiterate the client’s situation to show you’ve listened and understood their concerns:
• “You were interested in exploring property options, but also had some concerns about lending. Since we last spoke, I’ve reached out to our broker, Jack, who might be able to help with a different lending strategy. I can introduce you to him at the end of this call, if that sounds good.”
4. Introduce value and offer solutions
Present your expertise in helping them move forward:
• “Another thing you mentioned was understanding how to buy property effectively. Would you be open to spending 15 minutes with me so I can share a few strategies that could help you in your search?”
5. Paint the pain and highlight the benefits of professional help
Help them see the value in your service by pointing out the challenges of doing it on their own:
• “Finding the right property is a lot more complex than just reading white papers. How many properties have you bought before? How did that experience go? What were some of the challenges you faced?”
• Use their answers to further probe their situation and understand why they want to invest in property again. This builds motivation: “You mentioned wanting to buy another investment property – why is that? What’s the ultimate goal you’re aiming for?”
6. Use micro-commitments to guide them
Engage them by asking if your service aligns with their needs:
• “If you could get a service that helps you with all of this—finding the right property, understanding lending options, and the due diligence process—would that be valuable to you?”
7. Lead towards the next step
The goal is to either move them into a senior consultation or assess whether they’re ready for further engagement:
• “From what you’ve shared, it sounds like you’d benefit from a deeper discussion with our senior consultant, Sam. He can really take a deep dive into your situation and explain how we can help you achieve your goals long-term.”
• Offer the handover smoothly: “I’ll pass you over to Sam now, and he’ll take it from here. He’ll review everything we’ve discussed and help outline the next steps.”
8. Hand over to the senior consultant
Make the handover seamless and professional, you’d join into the call initially to do the handover:
• “Sam, it’s great to introduce you to Tom! Tom and I have been discussing his property goals, and I think you’ll be able to offer him some great solutions. He’s really keen to move forward and get more information on how we can help him.”
By following this structure, you keep the client engaged, address their concerns, and smoothly guide them to the next stage in the process.
How do I help set the closer up for success on their call?
1. Join the Call and Do the Handover
The setter should join the call and smoothly transition the conversation to the closer. This is a critical point where you help the closer take control of the discussion:
“Tom, it’s so good to meet you face to face! I’ve really enjoyed getting to know you and learning about your goals. Now, let me hand you over to James, our senior consultant, who will take you through the next steps and give you the clarity you’re looking for.”
2. Brief the Closer Thoroughly
Ensure the closer has all the necessary information to guide the conversation. Provide a detailed, clear summary of the relationship-building so far:
• Highlight the prospect’s goals, pain points, and any personal preferences discussed previously.
• Mention any concerns they’ve raised and how they’ve been addressed so far.
• Share any specific insights or context that will help the closer establish rapport and position the conversation towards the sale.
3. Focus on Key Information
Instead of overwhelming the closer with every detail, focus on what matters most. Prioritise the information that aligns with the client’s goals and concerns:
• “Tom is really focused on improving his property portfolio and understanding the financing options available. He’s keen to make a move soon, but he’s unsure whether to go it alone or work with a buyer’s agent.”
4. Be Prepared with the Right Resources
Make sure the closer has all the relevant materials or resources at hand before the call. This could include:
• Relevant pitch deck slides.
• Pricing information, if appropriate.
• Case studies or testimonials to build trust.
• The agreement or service options that could be presented during the call.
5. Set Clear Expectations for the Call
The setter can help establish the objective of the call by briefly stating what will be covered, like this:
• “My objective here is to help you understand our services better and give you the clarity you need to make an informed decision. By the end of this call, if you’re happy, we can move forward with discussing an agreement and the next steps.”
6. Ask Discovery Questions
Once the closer has taken over, encourage them to start by asking open-ended questions to uncover any additional concerns or motivations:
• “So, Tom, since we last spoke, what other questions or concerns have come to mind?”
• “What are you thinking about in terms of next steps? Are there any aspects of our service you’d like to explore in more detail?”
7. Position the Value of Professional Help
Encourage the closer to build on the value proposition of using a buyer’s agent versus going it alone:
• “I understand you’re thinking about buying property on your own, but working with a professional can really streamline the process. Would you like to hear about how we can help you avoid some of the common pitfalls and really maximise your investment?”
8. Lead Toward Clarity and a Decision
Finally, guide the client towards making a decision by reinforcing the clarity they will get by the end of the call:
• “By the end of this call, we want to ensure you have full clarity on whether using a buyer’s agent is the right step for you. If you’d like, we can also take a look at what our services and agreement would look like so you can make a fully informed decision.”
By following this approach, you create a smooth transition from setter to closer, ensure the closer is well-prepared, and guide the conversation towards making the sale.
What objections would I get and how do I handle them?
Handling objections on outbound calls requires a calm, understanding approach while ensuring you’re guiding the conversation towards a solution. Here’s how to address common objections effectively:
1. Seek to Understand the Objection
Start by clarifying the root of their concern. This ensures you’re addressing the real issue rather than making assumptions.
Example:
Objection: “I thought this was just about getting free information.”
Response: “Absolutely, this call is to provide value and answer any questions you have. My role is to guide you through the process and explore how we can help further if it feels like a good fit. Does that sound fair?”
2. Acknowledge and Empathise
Show that you understand their perspective and respect their concerns.
Example:
Objection: “I’m not sure the cost is worth it.”
Response: “I get that—it’s a big decision. Have you worked with other buyer’s agents before, or is this your first time exploring this kind of service?”
3. Unpack the Objection
Dive deeper to understand what’s driving their hesitation, and demonstrate how your offering aligns with their needs.
Example:
Objection: “Other services seem cheaper.”
Response: “That’s a great point. Pricing often reflects the depth of service provided. Could you tell me more about what you’re looking for, so I can highlight how our approach might differ?”
4. Build on Previous Touchpoints
Reference past interactions or their initial interest to reinforce the value of continuing the conversation.
Example:
“You downloaded our guide because you’re serious about making the right property decision. I’d love to explore how we can help take the guesswork out of the process for you.”
5. Provide Value After the Call
If the prospect isn’t ready to commit, offer additional resources to keep the conversation open and establish trust.
Example:
“I’ll send you our property toolkit after this call. It’s packed with helpful tips and insights to guide your decision-making.”
6. Respect Their Time and Decision
Show appreciation for their time and make it clear you’re here to help, not pressure them.
Example:
“Thank you for taking the time to chat today. It’s important to me that you feel informed and confident about your next steps—whether that’s with us or not.”
7. Leave the Door Open
End the call by ensuring they feel comfortable returning to the conversation later.
Example:
“If now isn’t the right time, that’s absolutely fine. When you’re ready, we’ll be here to help. Feel free to reach out with any questions.”
For a deeper dive into objection handling, check out the inbound objection training module—there’s plenty to unpack there that can help you refine your approach!
What do I do if someone doesn’t turn up to the follow up call I set?
1. Initial Follow-Up (Right After the Call Time)
• Message/Call: Send a brief, non-guilt-laden message like:
• “Hey, looks like I missed you. I’m still here and available for the next 15 minutes if you’d like to catch up and have a chat.”
• This offers them flexibility and leaves the door open without pressure.
2. Follow-Up Email (Next Day)
• Content: Send a follow-up email the next day, showing understanding and offering value:
• “Hey [Name], I know life probably got busy, and we missed our call yesterday. Here’s what I was planning to cover: [insert brief summary of the key points]. Let me know if you’d like me to send any of this over, or if you’d prefer to chat at a more convenient time.”
• Tone: Keep the tone friendly and helpful, showing that you understand their situation while positioning yourself as available for further assistance.
3. Nurture and Keep Warm
• Soft Nurture: Don’t push too hard for an immediate call. Instead, position yourself as a resource:
• “I’ll reach out the next time we have new resources, like a white paper or a blog, that I think could benefit you. In the meantime, feel free to connect with us on LinkedIn or Instagram to stay updated.”
• Add them to an email nurture sequence, which can last 3-4 days. The sequence should be focused on providing valuable content and subtly reminding them of the call you missed.
4. Long-Term Engagement
• Soft Touches: After a few days, send periodic follow-ups with useful content or updates about your services. This keeps them engaged without feeling harassed.
• Final Note: Always leave the door open for future connection. Keep the interaction positive and let them know you’re available when they’re ready.
By using this method, you stay professional, helpful, and respectful of their time, ensuring you don’t alienate them while still nurturing the relationship.
How do I self develop my outbound skills?
Here’s a few neat little tricks to OWN your own development, the wonderful thing about outbound is the cross over with starting conversations with strangers. And you can practise literally, anywhere.
1. Start Conversations Everywhere
• Practice initiating conversations in everyday situations (e.g., at a bus stop, in stores, at events).
• Use the FORD principle (Family, Occupation, Recreation, Dreams) to guide your conversations and build rapport.
• Open with simple, friendly lines like, “How’s your day going?” or comment on something around them to create a connection.
2. Create a Hook
• Build rapport with small but impactful compliments or observations.
• Example: “Your nails are amazing, do you ever worry about breaking one?”
• Use these hooks to naturally engage the other person and make them feel appreciated.
3. Use the Upselling Principle
• Incorporate the Unexpected, Personal, Special (UPS) approach:
• Unexpected: Catch them off guard with a compliment or fun comment.
• Personal: Relate something from the environment or situation to them.
• Special: Make them feel valued with a small, kind gesture or comment, like thanking them for their time or picking up the call.
4. Smooth Transition into the Call
• On your outbound calls, start with gratitude: “Thank you so much for answering, I’ve been reaching out to a lot of people today.”
• Disarm any tension by being authentic, personal, and respectful of their time.
• Acknowledge that you’re connecting for a specific reason, like providing helpful information.
By practicing these techniques, you’ll make your calls feel more engaging and authentic, increasing your chances of building rapport and successfully setting up a productive conversation for the closer.
Alright, so that’s how to run the calls over. But, now what do we do after the call? Let’s jump into Module 6 to find out: link