How to get anybody on the phone

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Learn how sales pros get anybody on the phone.

Think about all the start-ups that just limp along for 1-3 years before ultimately failing. Because they couldn't get the right investor on the phone, or they couldn't get the right customer on the phone. Or they couldn't get the right supplier on the phone.

I pulled together some slides about how to get anyone on the phone. Based on the same strategies I use every day.

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How to get anybody on the phone

  1. 1. How to Get Anybody on the Phone
  2. 2. Remind yourself why you want to get someone on the phone
  3. 3. Where my strategy comes from •  Selling local & long-distance telecommunications services for MLM program •  Selling $25M+ companies to investors and other larger companies at investment bank •  Selling 3 different products in three different industries at three different failed startups •  Selling legal software to massive companies that get sued a lot
  4. 4. Get to Anybody! 6 Specific Strategies for Getting Anybody on the Phone
  5. 5. Know who you want to call •  I call General Counsels at companies with revenue greater than $100M, within the government, technology, energy and healthcare sectors, headquartered in either Canada or North America. •  I call female mom’s with kids.
  6. 6. Do enough information gathering •  You need their name, company, job title, phone number, email, location, skills, expertise, interests and source •  Company website, LinkedIn, Rapportive, Data.com, Hoovers, Crunchbase, AngelList •  Put all of these data points in a CRM to quickly reference on your call
  7. 7. Write more detailed notes in CRM •  Salesforce.com, CapsuleCRM, Pipedrive, BaseCRM, Contactually •  Make note of all pertinent details about person and info from calls. Notes don't have to be long. Less than 3 sentences, use abbreviated words. •  Makes notes while you are on the call. I use pen and paper then add the notes into Salesforce.
  8. 8. Make calls with a clear strategy •  I set my call strategy based on the source of the lead and their response to my efforts. •  Example of high priority inbound lead: –  –  –  –  –  –  Day 1: make immediate call, and send email Day 2: make second call Day 3-4: make third call Day 5-7: make fourth call, and send email Day 8-10: make fifth call, and send email Day 11: make sixth call, and LVM
  9. 9. Get assistants to trust you •  The best way to get assistants to trust you, is to TELL THE TRUTH. •  I surveyed all the assistants at my previous companies. And they all said, the people they help are those who are HONEST about their intentions. •  Ask them qualifying questions to save time.
  10. 10. Find someone else " more accessible to refer you •  When you can’t reach someone, call their co-worker or friend. After you speak with them, then you can say, “ ____ referred me to you.” •  Referrals are the most powerful sources of leads. Sometimes you have to go looking for them. •  Even after you get hung up on.
  11. 11. Even when you put simple strategies together, it’s still hard •  Know who you want to call •  Do enough information gathering •  Write more detailed notes in CRM •  Make calls with a clear strategy •  Get assistants to trust you •  Find someone else more accessible to refer you Now you can GET ANYBODY on the phone!

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