BDR Overview- Part 2

• Opening to get the prospects attention – (Is this John) Get a YES at the beginning of the call
• Introduce yourself and company (This is Anna from Jobin and Jismi)
• Purpose of your call (Use 3×3 triggers or customer stories)
• Get time to talk (Do you have few minutes to talk)
• Elevator Pitch – (Followed by open ended question)
• Qualifying Questioning (What is your current system or challenges)
• Schedule Meeting (Confirm Email and Number)
• ANUM (Uncover ANUM during qualification)

A (AUTHORITY) – Always know who you are calling (Who makes the final buying decision at your orgaization)

N (NEED) – Always uncover Need and challenges during qualification

Always ask Urgency and Money questions towards the end of the call, after you have scheduled a meeting

U (URGENCY) – What’s your timeline for buying solution?

M (MONEY) – Have you already setup budget for ERP?

When cold calling, it’s common to encounter a gatekeeper, who is a receptionist or administrative assistant who answers the phone and screen calls for a company. Here are some tips for handling gatekeepers.

1. Be Polite and Professional: Greet the gatekeeper and introduce yourself in a friendly and professional manner. If possible, get their names for future calls.
2. State your Purpose: Explain why you are calling and what you are looking to achieve but avoid using jargon or making unrealistic promises.
3. Ask for the decision maker: Gatekeepers are often possible for directing calls to the right person, so ask to speak with the appropriate decision maker by name.
4. Provide value: Offer the gatekeeper something of Value, such as industry news or a white paper, to build a relationship and make them more likely to connect you with the decision maker.
5. Be persistent but respectful: Follow-up with the gatekeeper if they are unable to connect you with the decision maker, but also respect if they are not able to put you through and move and try a different time.
6. Leverage personal connection: If you know someone in the company, leverage that connection to bypass the gatekeeper and reach the decision maker directly.