Using Outbound Calling to Generate Leads

In this episode of the Prime Resources podcast, BDR Head Coach Darbi Shumway discusses how outbound calling is a powerful lead-generation strategy. Darbi shares the importance of understanding the target audience, the role of effective scripting, and the qualities that make a successful outbound caller. Darbi also emphasizes the need for training, the significance of handling objections, and the potential pitfalls teams may encounter. Learn how to maximize opportunities year-round in your business by implementing an outbound calling strategy that drives leads!

Listen here:

Podcast: Play in new window | Download (Duration: 30:11 — 13.8MB)

Key Takeaways

• Outbound calling is a structured business plan to reach customers.
• Choosing the right person for outbound calls is vital.
• Scripts are crucial for effective outbound calling.
• Practice scripts to build confidence before calls.
• Training should include customer service and sales skills.
• Set achievable goals and incentives for the team.
• Existing customers are a valuable resource for leads.

Using Outbound Calling to Generate Leads Time Stamps

• 00:00 Introduction and Background
• 02:43 Using Outbound Calling Throughout the Year
• 05:15 Crafting Effective Scripts
• 08:21 Training and Incentivizing the Team
• 11:45 Using Psychology in Outbound Calling
• 14:20 Incorporating Texting in Outbound Calling
• 18:00 Target Metrics and KPIs
• 24:47 Pitfalls in Outbound Calling to Watch Out For
• 28:31 Summary and Final Thoughts

About Darbi Shumway

Darbi Shumway brings over 15 years of contracting industry expertise to her role at BDR, where she excels as a business coach. With a background in founding and growing three successful businesses, Darbi’s entrepreneurial spirit is matched by her commitment to helping companies optimize their potential. Her specialties include business planning, service operations, sales, and leadership development, areas in which she has coached over 47 companies with revenue ranging from $1 million to $50 million.

About the Prime Resources Podcast

BDR’s Prime Resources Podcast host, Matt MacArthur, is BDR’s Senior Vice President of Training & Marketing. Having worked in the industry for over two decades, he continually works with BDR’s trainers to improve training materials and class delivery. He leads the marketing department in developing marketing tools for BDR’s 50+ business training classes and coaching services, including the Profit Coach program.

Each episode of Prime Resources Podcast is dedicated to providing you with the knowledge you need to help your business achieve Prime results, with ‘Prime’ being the most flourishing stage or state.