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F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
F*ck cold calling   how to generate your own leads 10-22-13
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F*ck cold calling how to generate your own leads 10-22-13

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  • 1. F*ck Cold Calling How to Generate Your Own Leads (no CRM, inbound, PPC, $, or SEO required) Collin Stewart, Co-Founder & CEO voltageCRM.com collin@voltageCRM.com
  • 2. Acknowledgments Strategic Selling - Miller Heiman ! Predictable Revenue - Mack’s notes ! High-Output Sales Course - thinkific ! Prospecting Blueprint - Google Docs ! Research & Development - Jerry Situ
  • 3. Purpose Proactively identify Ideal Potential Clients & open a dialogue with them.
  • 4. Tools Google Apps (Gmail & Sheets) Yesware (yesware.com) Rapportive (rapportive.com) Google Search
  • 5. Stop Take 5 minutes and install these tools.
  • 6. The Process Generate a list of ideal customers Email the CEO Set up a call with the decision maker ... Close
  • 7. Ideal Customer Profile List the core business problem that you solve. ! Identify the types of companies that would benefit most by solving that problem.
  • 8. Stop List: ! - 3 core business problem you solve. ! ! - 3 traits of a company that your product will benefit most.
  • 9. Finding a Free List Look for: Industry Associations Events Conferences Local Business Associations ! Find: Member Lists Directories
  • 10. Search Google: “Association Name” + ! “Member Directory” + ! “filetype:xls” ! Other search ideas: ! “Region” + “Industry” + “Filetype” - Ex. “vancouver designers filetype:xls” ! “site:MemberDomain.com” + “filetype:xls”
  • 11. Data.com Great for: ! Quickly creating a free list ! Understanding your potential market size ! Go to connect.data.com and select “Advanced Search”
  • 12. Stop Take 5 minutes and find a list. ! Take another 5 minutes and create a list on Data.com. ! ! ! ! Note to self... show them Data.com trick.
  • 13. Prospecting Find the CEO’s name Use Google to find their email Email them & ask for referral Set up a discovery call with the DM
  • 14. Find the CEO’s name “CompanyName CEO” ! “CompanyName President” ! “CompanyName [Prez/CEO] LinkedIn” ! ! Check their “About Us” page
  • 15. Find the CEO’s email “FirstName.LastName@Domain.com” ! “FirstName.LastInitial@Domain.com ! “FirstName@Domain.com” ! “@domain.com email” ! No luck? Search for a salesperson’s email.
  • 16. Stop. Go find someone’s email address.
  • 17. Email the CEO Subject: Best point of contact ! Body: Hi FirstName, ! Who is the best point of contact to discuss [the word descriptor]? ! - Your Name
  • 18. Setup a discovery call Body: Thank you [Name of CEO]. ! Hi NewContact, ! Do you have time for a quick call to discuss [three word description]? We have/are building X and would like to see if [CompanyName] would be a good fit. ! - Your Name
  • 19. Stop. Hammer time. Homework. ! Find 10 email addresses. ! Send 10 initial emails.
  • 20. Having a Sales Conversation Understand the Current Situation Identify their Values/Goals/Objectives Confirm Your Understanding Identify All the Players ! Answer the question: Should we work together?
  • 21. DO NOT ANSWER THEIR QUESTIONS!
  • 22. Video slide -
  • 23. Benefits Whiteboard time.
  • 24. The Selling “V” Outcomes Solution 1. 1. 2. 2. 3. 3. Values*
  • 25. The interview Who are your best customers? What do they like about you? Dislike? Who are your small/big competitors? What do they do better/worse than you? Where do you see yourself on that scale? ! Walk me through (the core business function you’ll affect). Who’s involved? How will this impact them?
  • 26. Outcomes Discuss challenges and opportunities How will solving them affect the core business/bottom line? Use the “5 Whys” technique If you can’t put a $ on it, you haven’t gone deep enough. ! Identify 3-5 core outcomes that will positively impact their business.
  • 27. Values Calibrate your pitch based on their values ! What’s important: - speed - price - quality - service - ease of use ! Ask them to define it - “what does service look like to you?”
  • 28. Confirmation List back to them what you heard and ask if you understand correctly. ! Ask if you’ve missed anything. ! Once you get the yes, you may start talking about what you can do for them.
  • 29. STOP! Do not pass Go Do not collect $200... ! Until you’ve had a conversation with each buying influence.
  • 30. Buying influences Large & complex sales will have multiple buying influences and will require you to repeat the above steps with each group. ! Don’t forget about: ! Economic - one that writes cheques Technical - one that assesses the details User - one that uses or whose job will be impacted by your solution
  • 31. Close the Next Step “It looks like we understand what you need and can provide a solution that will help you with X,Y, & Z. ! What do you think our next steps should be?” ! Always ask for a commitment for the next action.
  • 32. The pitch Review the 3-5 outcomes you identified earlier and match them with the benefits your product provides. ! Ask, “does that sound like it will work for you?” after each outcome.
  • 33. Proposals suck Take good notes & write them up immediately after your meeting. ! Fill out the Selling “V” and you’ll have a great outline for your presentation/ proposal/etc...
  • 34. Go sell something... now. Collin Stewart, Co-Founder & CEO voltageCRM.com collin@voltageCRM.com

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