Being an SDR or BDR is not easy. But it is simple. Too often, as SDRs/BDRs we overcomplicate a job that is at its core truly simplistic. We are not selling software, products or anything else. We do not need to understand every aspect of the product or of the industry we are working in. In truth, as SDRs the very best thing that we can do is lean into skills that we have already developed simply by virtue of being human beings and being alive for more than 20 years. Today I am sharing 3 simple tips that anyone can do to become a better SDR.
#1 Have A Conversation
Have you ever had a conversation before? Ever, with another human being? Yes – okay you already have the skills required to be a great SDR. My first simple tip is to focus on having a normal human conversation with your prospect. Stop worrying about how senior they are or how much more they know than you. Forget about trying to uncover pain and value. Start by having a conversation. This is where you learn more about the person than you knew before. Naturally, as this is a business conversation, you will aim to learn about them in the context of the business they work in. But that is it.
Imagine you were going on a blind date with someone. Naturally, you’d start by asking them some basic questions about themselves, where they are from, what they work at etc. From there, they’d likely tell you something interesting and you would dive into that a bit more deeply. A qualification call with a prospect is no different. You want to understand who they are, what they care about and what they are working on. From there we will be able to start figuring out if we can actually help them at all. Don’t over think it. You are capable of having a conversation with another human being so just do that.
#2 Lead with curiosity
Every conversation is an opportunity to learn something new. Instead of worrying about what you should ask and what you are writing down in your notes, simply approach every prospect interaction as an opportunity to learn something new. Lead with genuine curiosity and ask the questions that are relevant to helping you to learn more about them.
Not only will simply focusing on learning help you to uncover a lot of valuable information about your prospect, it will also make them feel more at ease and therefore more likely to open up to you. By being genuinely curious you are less likely to interrogate your prospect therefore allowing them to also feel comfortable with the conversation.
#3 Focus on Value not product
Every new SDR and BDR I work with are afraid of what they don’t know. You are new to the business so of course, you don’t know the product inside out. The truth is, you probably never will. And you don’t need to. Your job as an SDR is not to sell the product. It It is to simply assess whether or not we can add value to this prospect and company. In order to do that, you do need to know what value your company can offer to the specific person you are talking to.
You find that out only by asking questions and understanding what they need. You can increase your knowledge by researching what typical buyers care about and then reading up on case studies of how your company has helped similar customers however you still cannot be sure until you speak to that person.
Forget Product for now..
Forget about learning about the product. Instead focus on learning who your ideal buyers are, what they typically care about and how your solution can help them. Then when you speak to your prospects, talk to them about how you have helped others similar to them in this way, and you think you can do the same for them but to be sure you want to put them in touch with the Account Executive. Here are another 5 Reasons You Need To Lead with Value As A BDR
I hope these tips sound too simple to be true but I assure you, if you can do these 3 things, you will find more success than you can imagine. The SDR / BDR Role is not complicated. We over complicate it and that is what makes it difficult. Give even one of these tips a try and let me know how you get on in the comments.
Until Next Time!