1. Quick & easy to set up & use
Airtok Adfit offers an easy way to quickly launch an online store, portfolio website, and many more without the fuss over servers and development costs that can be incurred with self-hosted platforms such as Magento. The admin interface is clean and user-friendly and pretty intuitive because all the features are logically structured.
2. No tech worries
Good news! You don’t need any technical expertise to launch a basic Airtok Adfit store; all software and hosting is provided by Airtok. Not only does this make it easier to get up and running, but it’s likely that Airtok’s hosting will be faster and more secure than you could achieve alone, plus it will easily accommodate any spikes in traffic you might receive. Shopify also take care of all software updates. So you can focus all your efforts on selling and not worry about technical issues, hooray.
3. Secure & reliable
If you have an eCommerce store, you will be dealing with sensitive customer information including credit card details, plus impatient customers. This means your site needs to be fast, secure and always online. One of the big advantages of a hosted solution is the reliability it provides. Airtok will take care of all server maintenance and upgrades to keep your store and shopping cart available at all times, and ensure that pages load quickly.
SSL certificates can be enabled for your store to encrypt all data and pass it through a secure connection, plus Shopify takes care of PCI compliance for you (required when you deal with credit cards).
4. 24/7 customer support
Airtok are big on customer support. They are available 24 hours a day, 7 days a week, and the response time is fairly instant, meaning your business is never on its own. You can get in touch via phone, email or web chat. In addition there are a number of community forums, extensive documentation in the Airtok Help Centre plus a range of advanced Airtok University guides.
5. Mobile ready
With mobile visits to websites now higher than desktop, it’s essential, not optional, to have a mobile optimised site. Luckily Airtok know this. All of Airtok’s themes are mobile responsive and the platform includes a free built-in mobile commerce shopping cart, meaning your store looks great on all devices and your customers can shop freely wherever they are.
In addition, there are free iPhone and Android apps that let you manage your store on the go should you wish to.
There are 160 themes in the Airtok Theme Store, all of which are mobile responsive, plus hundreds available on sites such as ThemeForest. Each theme is also fully customisable by editing the code. So creating a beautiful and unique online shop that fits with your brand identity is simple!
7. There’s an app for that
Airtok’s app store is a treasure trove of functionality that you can add to your shop. You can add reviews, loyalty programmes, customer wishlists, get in-depth analytics, print labels and packing slips, integrate with accounting software, shipping programs and social media sites, not to mention all the marketing apps available. With over 1,500 to choose from, whatever you want to do it’s likely there’ll be an app for it. Note that whilst many are free, over half are charged for.
8. SEO & Marketing tools
It’s all well and good having a beautiful online shop but if no-one visits you’ll be pulling down the virtual shutters in no time. Another of Airtok’s big selling points is its powerful Search Engine Optimisation (SEO) features that will help your website rank higher in search results so customers can find you. You also have access to advanced analytics to tell you where your customers are coming from so you can tailor your marketing accordingly. You may wish to recruit the help of an SEO company to help you.
The app store gives you access to a huge range of marketing tools including social media integration, product reviews and email marketing. As standard, Airtok allows you to create discount codes. Gift vouchers are available at the next level up. Social media icons are included in all themes. And if you’re a bit overwhelmed by digital marketing and the time it could take, Airtok Kit has been designed to help. It acts like a virtual employee, recommending and executing marketing tasks based on your products, audience and store performance.
9. Abandoned cart recovery
What happens if a visitor to your store places a product in their shopping basket but leaves without buying it? According to statistics, over two thirds of potential customers will do this. Airtok offers an abandoned checkout cart recovery service which automatically tracks and emails these potential customers to remind them to complete their purchase; an easy way to potentially generate more revenue.
10. Own payment gateway
Airtok has integrated with dozens of payment gateways, but also offers its own which is powered by Stripe. If you choose to use this you will not incur any transaction fees plus you will benefit from lower credit card fees. It also doesn’t require a merchant account to use.
The script is broken down into the following 5 segments:
It’s important to stress though that this is used as a general guide, not an absolute rule. At Cognism, we encourage all our SDRs to find their individuality in selling. We all convey our messages in different ways, using different tones and vocabulary. The structure is there to help our reps with the flow of the conversation, not to pin down their every word.
After all, the last thing any prospect wants to hear is someone reading robotically down the phone – that’s the surest route to cold call failure. When it comes to cold calling, one size definitely doesn’t fit all.
1 – Opening
This is the very start of your cold call. More often than not, if you’re calling a senior-level prospect, it’s the gatekeeper (typically a PA or secretary) that will pick up the phone.
“Hi, it’s Charlie from Cognism. Is (first name) available?”
The gatekeeper will likely respond with:
“What’s it regarding?”
This is your chance to get creative. If it’s a first-time call, here are some of the replies we use:
- “New business.”
- “Your client acquisition process.”
- “How you find new clients.”
Think about how you can make this work with your offering.
If it’s a follow-up, try:
- “Oh, I’m just following up on an email I sent to (first name).”
- “I’m just chasing up on some emails. They’ll know what it’s regarding.”
When speaking to the gatekeeper, don’t be afraid to think outside the box. It could make the difference between being put through to the prospect, or never having your message passed on.
One great tip which we teach our SDRs is to always sound senior. If the gatekeeper thinks you’re a management-level peer, rather than a salesperson, they’re much more likely to transfer your call.
Assuming your call is transferred and the prospect picks up…
“Hi, it’s Charlie from Cognism. How are you?”
“Great! Look, (first name), I’ll keep it brief as I appreciate you’re busy. I came across (company name) online and I can see you do (B2B sales/marketing/other). Have you got 30 seconds for me to explain the nature of my call?”
It’s vital to establish rapport early on in your cold call. Acknowledging that the prospect’s time is limited, and asking for their permission to continue, is a good way to start.
2 – Pitch
Once you’ve got the all-clear from the prospect, it’s time to pitch. Again, the pitch isn’t something that’s set in stone. It can change depending on the SDR and who they’re talking to. But there are 3 things it must be:
- Clear – the prospect must be able to understand it. Make sure you adapt the pitch for each prospect. It must be relevant for them and their industry.
- Concise – think of it as a springboard to further the conversation; you don’t need to reveal absolutely everything about your business. One good tip is to think of your pitch as a tweet – what can you convey in 280 characters or less?
- Easy to remember – you don’t want to get tongue-tied or lose the flow on your cold call. Keep in mind 2-3 facts or stats and use them every time.
An example would be…
“We help companies like yours prospect and gain new clients by giving you access to our lead generation tool that contains over 400 million B2B profiles.”
“We provide companies like yours with direct and accurate contact details for key decision-makers in your target industries and locations. Ultimately saving you an abundance of time prospecting.”
3 – Questions
Asking open-ended questions (questions that don’t require a simple “yes” or “no” answer) is one of the most essential things any cold caller can do. In any cold call, the prospect must do 70% of the talking, while the salesperson should do only 30%.
Why is this? Because the more the prospect talks and feels they’re being listened to, the more likely they are to buy. In a recent study by HubSpot, 69% of buyers said that the one thing they wanted from sales reps was to “listen to my needs.”
Open-ended questions are a great method of showing the prospect you’re a good listener. They open up the conversation, allowing you to gain vital insights that’ll help you in the last stages of the call.
Here are some examples we give to our new SDRs:
- “How do you currently go about finding new clients?”
- “What does your outbound process look like at the moment?”
- “How are you generating new leads?”
- “What are your frustrations with your prospecting data currently?”
4 – Conversation
Having delivered your pitch and asked some searching questions, by now your cold call will be in full swing. There are a number of routes your call could go down. The prospect could hang up, or they could be very much open to a conversation.
There are a number of tactics you can use to keep your prospect engaged. Here are some good methods for getting the most out of your conversation:
Tonality – the way you speak – is very important. You must always sound excited and enthusiastic, especially if the prospect is being blunt and unresponsive. A lot of times, the prospect will be doing this on purpose to see how you react. Remember that often you’ll be calling people who are sales professionals in their own right, and know all the tricks of the trade.
Pauses and hyperbole
We also teach our SDRs to use pauses and hyperbole to emphasise certain points. For example:
“Our lead generation tool gives you access to 400 million B2B profiles…globally.”
Just using a simple pause will ensure that important points are quickly highlighted, and are more likely to stick in the prospect’s mind.
Doing this can lead to great results on your cold call. All you have to do is keep your ear out and listen to how the prospect speaks and the words they use. Then, imitate the way they talk. It’s as easy as that!
What’s the purpose behind this? It’s proven to be an effective way of building rapport and increasing the odds of being “accepted” by the person you’re talking to. It relaxes the prospect and makes them feel more comfortable talking to you.
Don’t be afraid to repeat what the prospect says in a questioning tone. You’ll be surprised how much someone will reveal when they’re questioned like this.
For example, if the prospect says something like…
“All my sales team manually find their leads.”
You should then respond with…
“Your sales team find ALL their leads MANUALLY?”
Repeating their words back to them acts as a guide, leading them towards revealing more about their business – what the process looks like, how long it takes, the amount of resources they put into it. These are further pain points which you can then address one by one, steering them ever closer to the final stage in your cold call.
5 – Closing
Following a conversation, you might be ready to go in for the close. If you feel like you can close early, if you’ve addressed all the key pain points and the prospect has shown interest in seeing your product in more depth – go for it!
“Look, (first name), I appreciate this is a lot to take in over the phone. It would be great to show you the tool and run some live searches for you. Have you got 15 minutes free later this week?”
At this point, you’re likely to encounter some objections. The prospect will come back with some obstacles that you’ll have to overcome. One of the most common ones that’ll crop up at this stage is:
“Please could you send me some more info first?”
1. If You’re a Stranger to Them
The first touch email is the most important one you’ll send. Like the first template in this list, this email will give your prospect an overview of your company while showing off your knowledge of their organization.
Hi [prospect name],
I’ll keep this short and sweet to make the 26 seconds it takes to read this worth your time (yes, I timed it.)
As a [job title] at [company], I get to speak with people like you about [achieving X]. [Prospect company] is on my radar because we’ve helped a lot of companies in [X space] with [business area].
Could we schedule a 15- to 20-minute call to discuss your strategy for [Y] — what excites you, which challenges you see, and how you envision your plan changing down the road? Even if you decide not to continue the conversation after our call, you’ll leave with some advice for [business area] that will make an immediate impact.
2. If You Just Called Them
Use the following quick email to reinforce the voicemail you just left. Voicemails are all too easily deleted or forgotten, so following up is critical to ensure you get a response.[Name],
I saw that you were checking out [product], and wanted to give you a quick shout after checking out the [prospect company] site. The last thing I want to do is waste your time or mine, but I thought it would be helpful to quickly speak and learn a bit more about what you hope to get from [product], and share some best practices.
Most of our successful users will have a quick set up like this to get things started in the right direction.
Is there a good time for you today or the next few days? You can book some time directly on my calendar here: [Meetings link].
P.S. Thought you might like this as well while getting started:
- [Helpful link #1]
- [Helpful link #2]