One of the keys to effective prospecting is learning how to find direct dial phone numbers to reach your prospect. With gatekeepers and data privacy on the rise, finding direct dials is often easier said than done. Finding a direct line phone number is worth the effort, and Funnel Clarity has data to prove it.
Funnel Clarity conducted a research study on the impact of calling a prospect where the direct dial phone number is known for the prospect versus calling the switchboard and being transferred:
Consider the impact of having direct dial numbers on a seller’s efficiency. In one hour of calling purely switchboard numbers, it will take sellers about 24 minutes to reach a prospect. By the end of that hour, they will have only reached around 3 prospects. Using purely direct dial phone numbers, sellers will reach a prospect about every 5 minutes; that’s 12 prospects per hour.
The data overwhelming reinforces that the fact that direct dial phone numbers drastically improves prospecting efficiency, but what is the definition of a direct dial?
A direct dial or direct line phone number is defined as the number of a prospect where they are most likely to answer. This includes a prospect’s cell phone number or alternative number which isn’t necessarily their office phone number.
This is an important distinction as a commonly held belief is that a direct dial phone number has to be the prospect’s main office number – this is simply not true.
There are many paid sources for direct dial phone numbers with varying degrees of accuracy. One of the most popular sales intelligence tools for finding direct dials is ZoomInfo and DiscoverOrg. Other popular tools are LeadIQ, InsideView and industry specific databases.
These sales intelligence tools are all great, but they only get you to first base in the quest for direct dials. To up your percentage, you need to do some proactive information gathering.
Sales intelligence tools can get pricey when trying to find direct dials, fortunately, there are many other no cost resources for finding direct dials. The first one being online resources.
A simple Google search of the prospect oftentimes returns their direct dial phone number in the search results. Prospect’s also frequently post their direct dial phone number on their social media accounts such as Twitter but most often on LinkedIn.
If sales intel tools and using online resources don’t yield any results for your prospects direct dial, you still have a very powerful underutilized tool for finding direct dials – the phone. By calling into the organization and speaking with the prospect’s admin or the switchboard, you can get your prospects direct dial phone number.
Admins and switchboard operators hold a lot of information that is rarely shared because sellers rarely ask for it. When calling them, ask for your prospect’s direct dial phone number in a credible way and never misrepresent yourself. Other times it pays off to call an alternate location or international office.
While admins and switchboards are an underutilized resource for finding direct dials by sellers, there is an even more underutilized resource for direct dials – other people at your prospect’s organization. This could be a colleague from a different department or even the IT helpdesk at your prospect’s organization.
Approach these people by asking for help in reaching your prospect at the organization and ask directly for the direct dial. Similar to admins and switchboards, never misrepresent yourself and always be honest.
Data has proven over and over again that the most successful sellers and prospectors have a higher percentage of direct dial phone numbers than their underperforming peers. These sellers also do not rely on only one source for finding direct dials. Instead they leverage every tool they have available to them for getting a direct dial for their prospect.
Tyler Vance works closely with the participants and managers of Funnel Clarity’s training programs to ensure they achieve their expected results. Throughout Tyler’s career, he has experienced both a seller’s and buyer’s point of view bringing a unique perspective when working closely with Funnel Clarity clients. Whether Tyler is answering questions from participants, running a coaching session, webinar series, or working with managers to develop a reinforcement plan, he brings a unique and fun element into every part of his role.