It might surprise you, but most C-level buyers prefer to be contacted by phone. They don’t want a mass email or a generic LinkedIn pitch. What they really want is a genuine conversation with someone they can trust. Building trust over the phone can be tricky, though. You don’t have a polished deck to lean on or body language to help you decipher how the prospect is feeling. However, you have your voice, your words and a short window of time to prove you’re a promo pro they can trust.

How can you do that? A post on the Orum blog explains 8 phone strategies that can help you build trust with even the most skeptical decision-makers. We highlight the post in this issue of PromoPro Daily.

  1. Adapt your tone. Try to match the prospect’s tone. If they express frustration, the Orum post recommends responding with empathy rather than an upbeat approach.

  2. Ask open-ended questions. This helps you uncover valuable information you can use to craft personalized promo recommendations.

  3. Share relevant success stories. According to the Orum post, sharing client testimonials or snippets from case studies can be a great way to build trust and reduce skepticism.

  4. Be transparent. If you don’t know the answer to something, let the prospect know you’ll find the answer and follow up. When addressing concerns, the Orum post recommends acknowledging the prospect’s feelings and providing specific information rather than dismissing their concerns.

  5. Use call analysis and peer learning. These tactics can help you refine your approach. You might find that you rush through your calls or rely too heavily on scripted responses.

  6. Provide real-time feedback during calls. If you lead a team, the Orum post suggests listening to sales calls and offering immediate, actionable suggestions. You can help your reps engage more effectively, which makes it easier to connect with prospects in the moment.

  7. Integrate CRM tools to support personalized follow-ups. According to the Orum post, your CRM software should integrate with all sales and call analytics platforms so your team can review data like past interactions, demographics and pain points.

  8. Spend more time on meaningful, high-quality interactions. Ask insightful questions, listen actively and respond thoughtfully. You should apply these skills throughout the call, from the greeting to the closing.

If a prospect doesn’t trust you, they’re not going to buy from you. You can nurture trust over time by considering the points above. Focus on listening, being transparent and helping them solve their challenges.

Compiled by Audrey Sellers
Source: A blog post from Orum, a sales technology company that helps sales teams accelerate their outbound calling processes.