In the business development arena, there’s a dirty word all of us hate to hear and be compared to, telemarketers. It makes our blood boil. We all know the common traits of someone who is a “telemarketer” and why that’s not even close to who we are and what we do.
But I would challenge you and myself, have we let ourselves become telemarketers? Have we fallen into a routine of just making call after call?
Maybe we started our BDR career with a lot of energy and openness to tactics of how we would connect and engage with DM’s. But now the grind of the BDR role has slowly led us down the path of least resistance…click to dial, click to dial, click, dial….
This may be our wake-up call. I’m guessing if you’re in this rut, your results are most likely average or sub-par. The BDR role is a grind. But instead of letting it grind you, you need to grind it! In this blog, we are going to cover multiple tactics of how you can put the phone down and still uncover opportunities, without feeling burned out.
By design, LinkedIn is one of the most powerful places (if not the most) to identify and engage with decision makers.
However, prospecting via LinkedIn is no easy task. LinkedIn is saturated with many BDR’s who send mass messages with no strategy, turning off many decision makers that will struggle to entertain future InMail messages. Blind email marketing is now being heavily influenced in LinkedIn marketing.
Unlock the Power of LinkedIn:
Be EXTREMELY intentional. Review the prospect’s LinkedIn profile to see what posts or articles they have shared or commented on and make your first engagement about what interests THEM. Build a strategy that can seamlessly flow from what they find important to where your solutions come into play.
LinkedIn prospecting is a game of chess and not checkers (at least for those who want real results).
One of the many positives that came from the pandemic for BDR’s was the increase of gathering mobile numbers due to many working from home. Unlike having a direct line or extension, a mobile number provides two gateways BDR’s can engage with prospects, calling & SMS.
Used with the right strategy, sending text messages can open a new pathway to engage with decision makers. Used with the wrong approach will get you blocked by the DM, closing off not only texts but future call attempts.
Unlock the Power of SMS:
I recommend sending text messages after a relationship has been established (mainly via phone, but email can work too) with one exception I will cover later.
Unlike an email, there is a very limited number of characters that can be used in a text and trying to incorporate your elevator pitch will make it near impossible. In addition, many prospects are turned off by “cold texts” due to the personal nature of receiving them.
Once you have established a relationship, sending a text that leads with “Hey John, Mike with Momentum” will get a much higher read rate. The purpose of the text is not to have full blown conversations, but rather for straight forward questions or inquiries of when the prospect can talk.
Now the exception for “cold texting”. If you have text messaging synched up to your calling line, many prospects will have an auto text response to call attempts on their mobile saying something like “Can I call you later?”. This provides an excellent pathway of engagement. Keep your response short and to the point “Yes, will 10 am work for you?”.
Remember, the purpose of the text is to set up a time to talk. The conversation is where you will make your pitch. Also, if your calling line is not synched to a text messaging line, you will be missing out on these opportunities
Awkward. Uncomfortable. Doubt. These are some of the initial words that come to mind with many BDR’s when the idea of video prospecting comes to mind.
Naturally, video prospecting brings out one main element not found in calls, emails or texts – your physical appearance. For many of us (like myself), I feel like I have a face made for radio, so this approach felt like wasted time. But the truth is, video prospecting brings something to the table no other approach can do – it brings humanness to the table.
Unlock the Power of Video Prospecting:
Keep it short, I recommend under 30 seconds. Your video pitch should include the prospects name, company and, similar to sending a LinkedIn InMail, include a very intentional reason of why you want to chat with them. This goes without saying, but make sure you don’t look like you just rolled out of bed if you’re working from home. 😊
Send a couple of videos and see what open rates you get, fine-tune and keep sending them out. The first 2-3 will be uncomfortable, but then it quickly becomes as second nature as sending an email.
Using multi-channel approaches such as these brings creativity to the day-to-day BDR role, helping to eliminate the burnout factor. It also provides alternative strategies to connect with DM’s that are simply impossible to reach on the phone.
If you or your BDR Team is in smile-and-dial mode, the time for change is now. And Momentum can help. Schedule a discovery call today to discuss how our seasoned trainers can transform your team of telemarketers to killer business development representatives today!