Using a pre-call planning template is an essential tool if you want to increase your sales. Every business relies on regular sales to survive and grow. A pre-call planning template will help you prepare for each call because you have a framework to follow, which means you can focus on better serving your leads, having meaningful conversations, and converting them into clients.

How to Use the Nimbus Sales Call Planner Template

Add in the following details:

Call Information

    This is important for future reference and follow-up. This should include:

  • Date of the call.
  • Your team members, if applicable.
  • Reason for the call. For example, you may want to establish rapport and start a relationship.
  • Name of the company you have contacted.
Clarify Your Objectives

    Identify what you want to achieve by making the call. This may include:

  • Schedule a meeting with your prospect.
  • Inform your prospect about your products and services.
  • Get their contact details so you can send them more information about what you offer.
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Research Information

    This is any background information you have found about the company before you make the call. This could include:

  • Contact names, their roles, email, and phone number.
  • What the company does.
  • The size of the company, in terms of the number of employees and their annual turnover, if it's available publicly.
  • How long has the company been operating.
  • Identify reasons why the company needs what you offer.
Your Checklist

    This includes tasks you need to do before the call. For example:

  • Having a script prepared for your call-to-action.
  • Preparing any marketing material or other information your prospect may ask for.
  • Having your notes from previous calls, if you're doing a follow-up.

What is Pre-Call Planning?

Pre-call planning is a strategic process to prepare for calls with potential clients that will ensure you follow the same steps to connect, engage, and build trust, which will increase your chances of converting them into a paying customer.

You can use a pre-call planning template to remind you of what you need to say, ask, and do while you're having a conversation with a prospect.

It's a tool that's best for sales agents or sales reps, sales teams, and it can even be used by those not in sales roles, like customer service agents.

As part of the planning process, you can capture notes about the products or services you offer, research your prospects and have all their relevant details available, and prepare questions to keep your conversations moving.

The pre-call planning can also include post-call actions, which can describe what you need to do after you've spoken to a prospect.

Why is Pre-Call Planning Important?

Pre-calling planning helps you prepare for your conversations before you speak to a prospect. This will help you make the most of your phone or video conversation.

It's important to plan prior to your calls so you don't waste time talking about things that aren't relevant to your prospects. If you don't plan, then you may end up wasting time and money.

By using a pre-call planning process, you'll know exactly how to talk to your leads, what information you need to share, and when you need to stop talking. You'll know what to say, what not to say, and when to change a topic to keep the conversation moving.

When you use a pre-call planning template, you'll avoid simple things like asking irrelevant questions or saying too much at once. You're also more likely to get the results you want since you'll focus on relevant topics and keep to the time available to you.

The Benefits of Pre-Call Planning

If you make planning pre-call part of your sales process, here are five benefits you can expect to receive. You can only receive these benefits if you always follow the process.

1. Increased conversions

A well-planned sales call will increase your chances of converting more prospects into customers compared to if you are not prepared. This means your actual sales numbers will improve with better preparation.

Planning your calls will give you the confidence to speak confidently and effectively. You won't feel nervous or unsure of yourself during your calls.

2. Better time management

When you plan your sales calls, you will manage your time well and eliminate tasks that will not get you to the outcome you want. You will avoid wasting time preparing for a sales call, only to realize you have not focused on what's necessary.

3. Improved productivity

Having a structured process you continue to refine over time will allow you to work more effectively rather than working hard unnecessarily. You'll be able to focus on activities that will lead to actual sales, instead of doing things that are not relevant.

4. More effective communication

Pre-call planning gives you a structure to follow during your calls. This will help you communicate better with your leads and build a better connection with them.

5. Higher-quality leads

Since you'll follow a structure process for your calls, you will quickly know which of your leads are right for what you're offering. By doing your sales planning, you can pre-qualify your leads and not have a call with those who are not ideal for your products or services.

Why Use a Sales Call Planning Template

Having a sales call planning template is a tool that will easily improve a salesperson's performance. Many sales professionals wing it, which can lead to poor conversations and loss of sales.

It's common for sales agents to spend more time preparing for call rather than actually making them.

When you use a sales call planning template, you will save time because you will have all the information you need available and ready for your use. This will give you a competitive advantage as you will use a structure and work more efficiently compared to your competitor's sales team.

You will set your apart from other sales reps and have a greater chance of achieving your sales goals.

    The mistakes you will avoid when you use a sales call planning template include:

  • Not knowing what to ask.
  • Asking irrelevant questions.
  • Going off topic.
  • Taking too long and wasting your prospect's time.
  • Rushing through your close because you took too long.
  • Saying too much too soon.
  • Focusing too much on what you want to offer rather than what prospects want or need.
  • Not handling objections well.

The Pre-Call Planning Process: Tips to Properly Plan Your Pre-Call

The better prepared you are, the greater your chances of success. Here are steps you can take to plan your sales pre-call and make the most of a sales pre-call planning template.

1. Create a list of potential prospects

It's a well-known concept in sales that it is a numbers game. When you're planning sales numbers, you need to have a pipeline of prospects, otherwise your sales performance will decrease.

It's better to contact many prospects in one sitting rather making calls multiple time throughout the day, which is not efficient. You will find you will get into a groove as you speak to your prospects, which means you will close more deals.

2. Research your prospects online

A crucial part of sales planning is to know as much about your prospects as you can. To make a sales conversation worth your prospects' time, you must link what you want to offer to something they need.

When you do your research, you will learn about them, their business, and what their current priorities are. This will also inform you whether someone is an ideal prospect, which is who you want to spend most of your time with during sales conversations.

Failing to do this as part of your sales planning process will cost you time because you may end up talking to people not interested in what you are selling.

3. Know what you want to accomplish

Before you call prospects, you need to be clear on your sales goals. Do you want to make a pitch on the first call, or do you want to introduce yourself and offer them something for free that will help them?

If you don't know what your objective is, you won't be as confident as you would if you were clear about what you want from the conversation.

4. Identify the best time to contact them

If you want to speak to a decision maker, sometimes, you may need to go through their assistant first. In such an instance, you can ask the assistant when would be the best time set up an appointment. With other prospects, your research should tell you what their role is, which will give you an idea of when would be the ideal time to speak to them.

5. Create a list of questions to ask

The questions you ask should cause the prospect to think and come to the realization that you can help solve a problem they're experiencing or help them reach a goal they want to achieve.

Having well-prepared questions and key points you want to discuss will allow you to listen carefully during your conversations, without thinking about what you should ask next.

You can use your questions like an agenda to ensure you stay on track and don't waste time discussing unimportant topics.

6. Prepare and practice your pitch

Ultimately, you are contacting a prospect because you want to make a sale. This means you have something to offer. Be clear on the features and benefits of your product or service and how it will make your prospects' lives better.

If your goal is to make an offer on the first call, practice your pitch. Know how you will transition into your offer during the conversation.

If your goal is to get another appointment, have suggested dates and times you can propose to a prospect. If you need to provide a prospect with any supporting documentation, have them ready.

7. Have a follow-up strategy

After you have had a conversation with a prospect, know how you will follow-up with them. Follow-ups are crucial for keeping the relationship going and closing deals. Sometimes, a prospect may request further information, which means you will need to provide it. This is also a chance to mention anything you may have missed during your initial call.

Having a process to remind you of your next steps after a call could mean the difference between closing a deal and losing a client.

8. Document everything with detailed notes

This is crucial for follow-ups and ensuring you keep the sales cycle going. If you use a customer relationship management (CRM) system, capture dates, important points discussed, action steps to take, and set follow-up dates.

Having notes you can refer to will allow you to review past interactions and remember the key details you discussed with prospects previously.

9. Utilize tools to improve your sales performance

Tools you can consider include automating some of your tasks to save you time and effort. This can include setting up automated email reminders and notifications to ensure you complete what you have included in your pre-call planning process.

When using the Nimbus pre-call planning template, you can easily integrate with other tools within the Nimbus Platform to keep everything you need in one place.

10. Evaluate the effectiveness of your pre-call planning process

It's pointless to continue with a process if you're not getting the results you want. If you are not reaching your sales goals, find out what you need to change in your pre-call planning process.

Having a review process will reveal whether the template is meeting your needs and if you need to add or remove items from it.

Ready to Use a Pre-Call Planning Template

Although using a pre-call planning template may appear to be unnecessary, especially if you're an experience salesperson, using one will be valuable. If you're like most salespeople, you probably spend a lot of time planning before calling on prospects.

If you want to make your sales calls worth your time, give yourself a better chance of success by using a sales pre-call planning template.

As with anything important, the more you put in and prepare beforehand, the better your outcomes will be. Using a pre-call planning template should become part of your standard operating procedure.

If you want to avoid poor sales results and improve your actual sales performance, start using a pre-call planning template today. It will help you identify the right prospects to target, determine their needs, and help you prepare for your sales calls. When you have a plan, you'll find that your sales calls will go much smoother than when you wing it.

If others could also benefit from using this template, please share it with them.

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