Before the Sales Call Checklist: Preparing to Win with Video Prospecting

1. Set Up Your CRM and Organize Your Lead Data

Using a CRM is crucial, and if you’re just starting out, plenty of free CRMs (like HubSpot or Zoho) are available to get you started. Here’s what you should do in your CRM before the call:

• Create a Contact for the Lead: Add their full name, company name, and any other relevant details.
• Create a Deal: This will help you track the progress of each opportunity individually.
• Add Meeting Preparation Notes: You’ll want all your research in one place, ready to reference during the call.

2. Research the Lead and Capture Key Details

Take time to research and add the following details to your CRM so you can refer to them easily during the call:

• Lead Source: Identify where the lead originated. Was it from LinkedIn outreach, an email campaign, a referral, or somewhere else? This will help frame your approach and establish rapport from the start.
• LinkedIn Profile URL: Have this handy so you can quickly review their LinkedIn profile for a last-minute memory refresh. Look at their work history, endorsements, and connections to get insights into their background.
• Website URL: Review their website to gain a deeper understanding of what they do, their brand positioning, and their Ideal Customer Profile (ICP). Pay attention to their services, industry focus, and the language they use to describe their value proposition.

3. Gather Context for the Call

Knowing the context around why this lead might be interested in your offering is essential for framing the conversation effectively:

• Relevance of Your Call: Note down why this lead might be interested in your product or service. Did they request a demo? Are they currently in a growth phase that your product could help accelerate?
• Current Events or Recent News: Have they been in the news recently, or have they launched any new products? These insights can be valuable conversation starters, showing your awareness of their industry and adding a personal touch.

4. Identify Potential Pain Points

Anticipating the challenges your lead might be facing will help you personalize your pitch to address their needs. Consider:

• Sales Process: Are they struggling with building an efficient sales process?
• Lead Generation: Are they experiencing difficulty generating leads or managing a pipeline?
• Training and Enablement: Could they benefit from more effective training resources or tools to enhance their team’s ability to close deals? By identifying these pain points, you can align your solution to their specific problems, making the call more relevant and compelling.

5. Prepare Customer Stories

Sharing success stories about similar clients can reinforce your credibility and demonstrate how you’ve helped others solve comparable challenges. Select a couple of stories from clients in the same industry or facing similar problems, so you can weave these examples seamlessly into the conversation.

6. Leverage Video Prospecting to Add a Personal Touch

Consider incorporating video prospecting to engage your lead before the call. A personalized video message can:

• Introduce Yourself: Share a short video introducing yourself and expressing your excitement about the upcoming call. This gives the lead a face to the name and helps to build a personal connection.
• Summarize What You’ll Discuss: In your video, briefly touch on what you’ll cover in the call, particularly how you aim to address their pain points or help them reach their goals.
• Offer Extra Value: Include a quick piece of advice or insight based on your research. This shows you’ve done your homework and genuinely care about their success.

Tip: Keep the video under 60 seconds, be yourself, and speak directly to the lead’s challenges or goals.