It has been said for years that you got only one chance to make your first impression. However, you’d rather have it put this way, “You only have 10 seconds to make a great first impression”. If you’re fond of making cold calls to busy people, then you must deliver very powerful openers to get great attention.
Working with professional call agents will help to build your chances of landing a prospect to take you to the next level. This is irrespective of whether you’re making sales or booking a face-to-face meeting. The best sales people have honed their art of opener. In just a matter of seconds, they’ll introduce themselves, establish a positive tone and make you listen to what they have to say.
Even experts need your help. There’s no magic phrase than can open doors, therefore, agents need product information, audience insights, and a tailored call to action. Agents need some raw materials that they’ll use in their openers. Although it could be tempting to script telemarketers, unfortunately, it never works. No matter how well you write scripts, they’ll always sound canned and may discourage agents from engaging prospects in a conversation.
1. Make the introduction. You need to tell your prospect who you are
2. Make rapport. Establish a positive emotional connection
3. Make your purpose known. You need to put clear the purpose of your calling as well as intrigue the prospect with a service or product with a proven advantage.
4. Make use of a connection. You can reference a mutual contact or an event in order to personalize your upcall.
5. Gain agreement. You should show some respect for the prospect’s time, while at the same time setting them up to give an affirmative response.
6. Confirm the contact. Please verify that you’re talking to the right person at all times.
7. Transit to uncovering needs. Pay attention to what the prospect says; their needs are critical. Before doing a lot of questioning, you need to make clear the expectations of your call.
The purpose of these components is to arm your agents with tools that can help them express themselves to prospects, while establishing a conversation tone. The tone must be nonthreatening, intriguing, and respectful. If you have any other questions, Upcall and our Team can help you build the perfect opening statement for your next campaigns.
What’s better than taking a vacation? Taking a vacation and still making money. 💰 With vacation season in full swing, everyone can appreciate having a little extra spending money in their pockets. Here’s how Upcall can help you out.
The great thing about web-based, work-from-home sites like Upcall is that you can log in and work from anywhere with a decent internet connection. As for equipment, it’s not much different than what you’d bring along on your trip anyway: your laptop, charger, and a wired headset (for best call quality).
Here are a few tips on how to make the most of your Upcaller experience from the comfort of your hotel room:
Many hotels provide free high speed internet, but when they don’t, it’s worth finding out the average price most hotels charge for Wi-Fi. While using your phone as a hotspot isn’t the best option, many wireless carriers offer a separate hotspot unit that can be added to your plan for a fair price each month. Your signal strength will thank you.
Upcall campaigns run all over the US – this means you can take advantage of different time zones. If you’re catching some rays in sunny Santa Monica, your 6am wake up is already 9am on the east coast. Traveling in France? Log in in the evening after sight seeing. You’ll be able to call people in the US because it’ll only be mid-afternoon there.
Got that PayPal card? Things like renting a car or booking a hotel can have different policies on how they hold funds on your debit versus credit cards. Check ahead and make sure you have enough money available to cover those charges.
Upcallers are able to withdraw their available balance once in a 7-day calendar period, whichever day they like. It can even be different each week as long as it’s been at least 7 days since the last time you withdrew. Time your withdrawals so you have access to your earnings when you need them.
PROTIP: Cash out a few days before you head out so you’ve got spending money ahead of time. If you’re transferring money from PayPal to your bank, it can take a few days.
When it comes to saving, keep that money out of sight and out of mind. Use your Upcall earnings like a saving account and cash it out in one large amount before your vacation. That way you’ve got max available funds for soaking up the sun. ✈
At Upcall we’re always happy to bring on new and better features to elevate the outbound calling experience. See how you can take advantage of our new options to run a call campaign, and become a pro at managing one!
How you can measure and analyze your call campaign like a champ?
When it comes to outbound call campaigns, the key is understanding all the different levels of performance. You have to be focused on your final campaign goal, whether it’s the number of appointments set or the amount of insights collected. But that alone won’t get you there. Knowing that every step in between plays a significant role will ultimately help you reach your goals.
Upcall was created to empower professionals in marketing, sales and even those working independently to effortlessly run a call campaign. But accurately evaluating just how well a call campaign performs is a little less simple.
No worries — we’re here for you. Read on for some guidelines to help you become a pro at interpreting call campaign results.
We’ll split call campaign performances into 3 categories:
Contact List performance
Calls Quality performance
Contact list performance:
As we always say, a good campaign starts with a curated contact list. Think of it as an old-fashioned mailing campaign — if you don’t have the right mailing address, you won’t have much success.
On Upcall you can check contact list’s accuracy by comparing the number of valid contact numbers in the list to the total number of contacts you’ve uploaded.
A few tips to keep in mind to make sure your contacts are reachable:
Scrub your list to exclude DNC contacts.
Make sure that you meet compliance for calling cell phones. Some call centers use robocalls or auto dialing technologies that prevent you from calling a cell phone.
Good to know > Upcall doesn’t use robocalls or prerecorded messages (TCPA). We comply with all call recording practices and use click-to-dial technology. That means cell phones are no problem for us. 📞📲
Once you have a reliable contact list, the next step is figuring out the best ways to actually have them pick up the phone.
Good to know > At Upcall we use the click-to-dial technology to call cell phones and deliver qualitative calls over quantitative calls. No robots here. 🤖 Your contact will never pick up and hear that annoying *beep beep* or delay before they hear the agent’s voice. It’s just like a real human calling another human, the way phones intended.
Below is a graph illustrating how Upcall reaches out to your contact. Think of “Answered” as the equivalent of an “Open Rate Ratio” in the emailing industry.
A few important things that could have an impact here:
Calling Hours: Contacts are called during business hours from Monday to Friday, 8am — 6pm, in respect to authorized calling times. Calling all over the map? Good to know> At Upcall we have an automatic timezone detection and also exclude local holidays and curfews.
Saturdays: Depending on the contact you’re trying to reach, it might be worth calling them on a Saturday. Good to know> With Upcall, Saturdays are an option.
Caller ID: This is the phone number your contact will see on their phone. For some campaigns it might be beneficial to use your own phone number or a Local Caller ID (Good to know > With Upcall you have all the options > more info on that here).
Voicemail: This is a great option when you just need to deliver a message. If you prefer to reach out directly you can set up to 5 attempts, and even change the timing between dials.
And coming soon to a dashboard near you: Sequencing and the option to leave a voicemail after [x] amount of attempts!
Calls Quality performance:
All successful campaigns have one thing in common: a quality call. But what’s the secret to a quality call? Does it depend on the experience of the caller? Does it matter if the lead is hot or cold? Is the script actually the only thing that matters?
In reality, there’s no one variable entirely responsible for a successful call. An award-winning script that converts 90% of leads is worthless if you have the wrong phone number, after all. It’s a mix of everything. So, where to begin? Understanding your lead’s journey from prospect to happy customer is a great starting point.
If you know what touchpoints your customers need to convert, you can design a campaign (or set of campaigns) to help foster those prospects from one stage to the next. Knowing what needs to happen to move someone forward is a blueprint for the perfect script. This perfect script will indicate what kind of skills and experience you need in a caller.
Good to know> Upcall only works with the cream of the crop — the top 3% of agents who apply to our platform. We then match campaigners needs with our Upcallers’ skills and expertise.
Upcall provides several key indicators to help you directly measure call quality performance on your dashboard:
If you’re trying to expand your outreach to targets in healthcare, independent professionals, SMB, or even restaurants, Upcall gives your business all the tools you need for an outbound calling campaign that really takes off. 🚀 But that doesn’t mean everything is smooth sailing. If you’re not sure where to start, try these 4 nifty tips below to energize your call campaign!
1. Start with the right contact list
All right, so that’s an easy one. But sometimes the most basic stuff is the easiest to overlook!
Did you know that the industry average for cold call conversions is 2%? The Upcall average is above 9% for lead generation and appointment setting. How could that be, you ask?
Every performing campaign starts with a qualified and curated contact list, and data may vary significantly from one industry to another. That’s why at Upcall we always start with a consultation to review and understand your specific use case, and make sure you start your campaign with the right contacts list! And of course, if you need contacts, we do have an integrated database of +250M US business and consumers!
Here are a few of our top database picks for outbound cold calling:
Yellow Pages: YP is great for targeting independent professionals, and it’s free!
DatabaseUSA: DatabaseUSA is excellent for SMB and offers triple verified data for accurate and up-to-date contacts.
RainKing: RainKing can provide your business with actionable sales intelligence, especially the key people who influence and drive purchase decisions.
ZoomInfo: ZoomInfo is a growth acceleration platform with millions of businesses and contact information to empower sales, marketing, and recruiting teams.
Dun & Bradstreet: Dun & Bradstreet, or D&B, offers commercial data to businesses on credit history, B2B sales and marketing, supply chain management, lead scoring and social identity matching, just to name a few.
DiscoverOrg: DiscoverOrg provides org charts, overviews of tools being used, purchasing power, and more. Best for enterprises.
InsideView: Another good one for enterprises, InsideView gleans insights and relationships from more than 40,000 sources of business information, contact data, online news, and social media and customer CRM data.
Clearbit: Clearbit serves as the data backbone for a number of tech businesses (such as Zendesk and AdRoll) and is focused on scouring the web and other data sources for publicly available information on people and businesses.
2. Make your first seconds memorable using a custom field
Upcallers only have a few seconds to hook your target and catch their attention! It’s crucial to give an outstanding intro to your business. By using custom fields you can write a kickass script and make any call one to remember. 👍
Check out this link at Inc. for some great tips on creating a custom cold call script.
3. Use a Local Caller ID to see more prospects picking up calls
A Caller ID automatically matches your customer’s local area. No matter where your US callers are based, you can make it feel like they’re right at home.
Your office is in Los Angeles, but most of the prospects in your contact list are based all over the US. Typical.
Problem solved: with Local Presence caller ID, the number your prospects see on their screen matches the area code linked to their phone number. Awesome!
So even if your contact is from Farmington, IL, they see this:
Local Presence Caller ID is for you if:
You have an audience living in various areas across the country
You have a unique script campaign regardless of your target’s localization
You want to give a local feel when you reach out to your contact
You care about your ROI and want to increase the pick-up rate
Running a successful business can be tough! Luckily, we at Upcall believe in the crowdsourcing economy, and that communicating with each other remains the most viable and efficient way to generate leads in this digital world.
Regardless of your industry, there are a ton of great ways to use all of Upcall’s resources to your advantage!
4. Accelerate your campaign and incentivize your Upcallers by offering commissions based on their success with customers.
No matter what the specific goals are for your campaign — get an email opt-in, collect a specific answer, enrich contacts details, or set appointments — you can make it a commission-based question with Upcall. You invest in what matters to you.
How do you choose the right commission rate for your campaign and industry?
Consider who you’re calling. Is it the business owner, a C-level executive, or a potential customer? Do people usually pick up the phone on the first try? Are there gate-keepers to persuade? The harder it is to reach someone, the higher the reward should be for a successful call.
Think about the industry you’re working in. Is it typical to get a sale 50% of the time, or do you have to reach out to several people before you get a potential bite? Compensating the Upcaller with a higher commission when they are calling in a tricky industry will encourage them to stick with your campaign longer.
Every year, people say that outbound calling is obsolete, and every year the experts are proved wrong. In reality, calling sales prospects remains a vital part of the marketing toolkit. Here are some of the main reasons why.
1. The Human Touch Will Always Be Important
In an age of email marketing, sales automation and sales funnels, hearing a human voice can still be the most powerful way to connect with potential customers. Emails can be easily discarded and Facebook ads struggle to gain attention, but people are instinctively engaged by the human voice.
2. High Quality Scripts Can Really Engage Customers
With the right script, any call team can be trained to deliver compelling sales pitches with the right content and tone of voice until they find the ideal approach.
3. Hiring remote Callers Can Save Money and Time
If you choose to go down the Upcall route, you can engage more leads and existing customers and scale faster. Also, by supplementing it with your existing marketing efforts, it will support those calls and increase conversion rate. These calls create plenty of conversions at a low cost and relatively little effort on your end.
4. Outbound Calling Develops Selling Skills
Team members delivering outbound calls can hone their communication skills, helping them to deliver person to person pitches and presentations when required.
5. You Can Link Outbound Calls to CRM Systems
Modern outbound calling systems like those provided by Upcall don’t just allow you to schedule and make calls. They can also link up with your client database, providing invaluable data for your management staff to analyze.
6. Targeted Call Outsourcing Delivers Results
When you filter your client database by industry, age, previous sales and other metrics, you can build up detailed profiles of any contact before your sales team makes a call. When you know your customers, you can craft highly targeted pitches that really work.
7. Email Marketing Is Hit and Miss
Email marketing methods often have low click through and conversion rates, and can often be a waste of resources. With outbound calling, you can achieve much more impressive results.
8. Employee Performance Is Easier to Monitor Than Ever
In the past, call centers suffered from variable employee performance. Some operators would be brilliant, mastering any script, asking the right questions and persuading contacts to make a purchase. Others would waffle or irritate customers, and it wasn’t easy to track who was doing what. With modern calling platforms such as Upcall, companies can easily see which callers are delivering and who needs a little extra training.
9. Team Work Creates Healthy Competition
Well managed remote teams, high morale levels and staff who want to provide the best possible service can be incredibly productive. Callers tend to compete with each other, but not in a damaging way. It’s just in the DNA of how call operations work.
10. Outbound Calling is Responsive
Finally, call outsourcing is much more personal than any online forms of marketing automation. Instructions can be easily changed to add warmth and information, while callers can ask and answer queries from customers — something you don’t get from other forms of marketing.
If you are struggling to connect with potential prospects, give outbound calling a try! It can be a low-cost, effective alternative to online marketing options, and it might well be ideal for your business.