cold calling is dead! ... but the phone isn't
TRANSCRIPT
COLD CALLING IS
DEAD!
…but the phone isn’t
PROSPECTINGInboundPROSPECTS AND LEADS THAT
COME INTO YOUInbound
OutboundPROSPECTS AND LEADS
THAT YOU ACTIVELY PURSUEOutbound
Outbound prospecting is essential for massive growth.
Word of mouth gets you only so far
Word of mouth gets you only so far
Yes, cold calling is dead.
But the phone does still work.
Why?
Because everyone thinks cold calling is dead.
Know something about your prospect
Already know the answers to your questions
Cold emailing before calling is an effective strategy
The key is
to not go into
a cold call cold.
Know the goal of your call—to schedule a meeting, that is all.
Here are four helpful tips for your next call.
1Don't memorize a script but memorize key phrases so you don’t get caught off guard
2Write out all possible objections—and your rebuttals
Commit these to memory
3Make your call personalized and memorable
Do research and use social intelligence(LinkedIn, Twitter, personal blogs)
4Above all, be yourself
Show your personality
(But don’t be a pest.)
My favorite opening line:
“Hey [Name], [Your Name] from [Your Company]. How
are you doing today?”
The goal is not to sell on the first call...I Repeat:
GET THE MEETING!
Leaving voicemail ... should you?
Keep it short and to the point
Have an air of mystery
Don't expect a call back—voicemail acts as another way for the prospect to know who you are and get in their subconscious so when they do finally get around to the email you also sent your name has some familiarity
A Good Voicemail Script
“Hi [Name], reason I’m calling is to discuss how
we helped [your value prop] for [Customer] and
[Customer] and others in [prospect’s vertical].
My name is [Your Name] from [Company] and
my phone number is xxx-xxx-xxxx. Again, that's
xxx-xxx-xxxx. Thanks [Name]"
A Good Voicemail Script
Best Time to Call?
http://www.fillthefunnel.com/cold-callprospecting-best-times/
http://rapidlearninginstitute.com/top-sales-dog/the-best-days-and-times-to-call-prospects/http://www.insidesales.com/insider/inside-sales/the-seven-rules-of-cold-calling/
http://www.insightsquared.com/2014/02/what-is-the-best-time-for-cold-calls/
Answer:
The best time to call is when you
pick up the phone and make a call.
Don’t forget to log your activity and track your calls
(Use a CRM or Excel spreadsheet)
Disqualifying a lead is just as important as qualifying them.
Handling Rejection
Don't take it personally
Best way to avoid rejection is to avoid being the type of person you would say no to
Once again, don’t be a pest
PracticeRecord yourself or call your voicemail and listen to your own pitch... would you hang up on you?
Pay attention to your voice—does your "sales" voice sound different than your regular speaking voice
You're going for a conversational tone—just as if your sitting next to a stranger in an airport bar who asks "what do you do?"
BONUSTIPS
Phone calls should be only part of multi-channel follow up strategy
Use emails, phone calls and social to create a follow-up sequence
How's your LinkedIn profile? If you are looking at a prospect's profile there's a very good chance they are going to look at yours. Make sure you are presenting the right message—and make sure your profile isn't hidden.
Track your "touches" with either sales automation software or Excel and analyze what works and what doesn't
1-2 punch, VM followed by an email
Always have a CTA, make it easy for your prospect to do what you want them to
BONUSTIPS
It’s Your Turn...
JOIN HUSTLE+GROW
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