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How to generate leads without making cold calls

Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this. To see a demonstration of this process, join us on our next webinar “How to Generate Leads Without Making a Cold Call”. We will go through this process step-by-step and you can take whatever you want from what we show you. And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.

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How to Generate Leads Without
Making Cold Calls
Michael Halper
Founder and CEO
SalesScripter
Networking Email Phone
Website /
SEO
Email
Marketing
PPC
Content
Marketing
Sales Prospecting Marketing
How to Be an Awesome Networker - YouTube
Build Email Drip Campaigns that Convert Sales - YouTube
How to Build a Cold Call Script that Works - YouTube
Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls
Some Examples of a Not So Great Sales
Pitch
Thanks for connecting. A lot of new things are going on with my
company and I would like to share them with you in the near future.
We help business owners acquire financial freedom in their business
through coaching, training and personal development. I welcome the
opportunity to work with you.
Hi Michael,
XXX specializes in accounting and financial services at affordable
rates.
We have experienced CPAs, and staff to handle all your bookkeeping,
financial and tax needs.
We offer per hour as well as dedicated outsource staff at a lower
payroll cost then any in-house staff.
Take advantage of our current 30% off any service, ends July 30,
Book keeping rates start at $15/hr(after discount).
Free trial, if you are not satisfied after 10hours of work, then you don't
pay.
Call us at XXXXXXXXXX
Hey,
I would like to introduce myself as a part of XXXX - A leader in data
driven marketing solutions. If you're looking to acquire new customers
or launch a new product or expanding your target market, you can gain
access to all relevant databases from our repository of more than 32
million datasets worldwide.
Do, let me know a good time to connect over the Phone and Email to
discuss further strategies for your business.
We also provide Integrated Marketing Solutions like:
SEO (Search Engine Optimization)
Digital Marketing
Email Marketing
Web Development
Email Appending
Data Provisioning
360 Degree Profiling
Email Verification & validation
Multichannel Prospect Lists
HTML Design/Creative Services
I hope everything is going great and thank you for connecting with me! I
wanted to reach out and ask how you are handling your payroll and HR
for your company? I am sure you have everything taken care of, but if
there is any opportunity for myself and XXXXXX to earn your business,
I would love to talk with you about what myself and XXXXXXX has to
offer a business your size.
I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best
way to reach you? I look forward to hearing from you!
Hi Michael ,
On behalf of my team at XXXXXXXX, it would be a pleasure if you
would allow us to help you expand the reach of your business through
multi-channel marketing such as;
- Appointment Setting
- Telemarketing / Voice Campaign
- Email and Social Media Marketing
- Database Services with some value-added services.
If you would like to know more about our services, as well as pricing
and how our services work, drop us a message with your number to
reach you best or book an appointment online;
Hey Michael,
I hope you’re doing well today. I’ll keep this short and to the point: we recently
launched [product name] after three years of development. It's a total game
changer.
Basically, [product name] uses [product explanation]. It's a self-service
platform unlike anything you may have seen. The kicker is that our service is
inexpensive and fast.
Do you have time this week for a quick call or demo to discuss how we could
help you?
or can you tell me who I should speak with?
Best,
[contact name]
Benefits
Product Selling
Product
Company
Features
Functionality
What we say when talking with prospects
Very inward focused – me, my product, my company
• Foundation of knowledge
• Focus of training
• Wealth of experience
• Where we have interest
• What leads to us getting
paid
• Introductions
• Cold calls
• Emails
• Networking
• Company website
• Social media
• Presentations
It is what we are trained to do
Interest
Consultative SellingValue
Pain
Qualify
Credibility
Objections
Prospect Focused
What we say when talking with prospects
• Get outside your
comfort zone
• Identify how you help
• Focus on the problems
that you solve
• Introductions
• Cold calls
• Emails
• Networking
• Company website
• Social media
• Presentations
Building Your Sales Pitch
Your Product
1. Gym Membership
Features
1. Weights
2. Exercise equipment
3. Classes
4. Pool
5. Sauna
Product
Building Your Sales Pitch
The Value You Offer
1. Lose weight
2. Get healthier
3. Get more attractive
4. Decrease stress
5. Increase energy
6. Decrease medical expenses
Product Value
Your Product
1. Gym Membership
Features
1. Weights
2. Exercise equipment
3. Classes
4. Pool
5. Sauna
Building Your Sales Pitch
The Pain You Resolve
1. Can be difficult to lose weight
2. Not as healthy as they should be
3. Don’t have self confidence
4. A lot of stress in daily life
5. Often tired and fatigued
6. Spending too much on medical expenses
Product Value Pain
The Value You Offer
1. Lose weight
2. Get healthier
3. Get more attractive
4. Decrease stress
5. Increase energy
6. Decrease medical expenses
Building Your Sales Pitch
Questions Should Ask
1. How important is it for you to lose weight
or get in better shape?
2. How much of a priority is it for you to get
healthier or live a healthier lifestyle?
3. How do you feel about your level of self-
confidence?
4. On a scale from 1 to 10, how stressful do
you think your daily life is?
Product Value Pain Qualify
The Pain You Resolve
1. Can be difficult to lose weight
2. Not as healthy as they should be
3. Don’t have self-confidence
4. A lot of stress in daily life
5. Often tired and fatigued
6. Spending too much on medical expenses
Building Your Sales Pitch
Product Value Pain Qualify
Building Interest Points
1. ROI
2. Differentiation
3. Product details
4. Benefits
5. Company Facts
6. Customer Example
Interest
The Value You Offer
1. Lose weight
2. Get healthier
3. Get more attractive
4. Decrease stress
5. Increase energy
6. Decrease medical expenses
Building Your Sales Pitch
Product Value Pain Qualify
Name Drop Example
1. A mid 30s woman joined our club
about a year ago.
2. She got involved in our workout
classes and also ended up changing
her diet at the same time.
3. After 3 months, she lost 20 pounds
and since then has lost 40 pounds,
she actually is in some new serious
relationship, and says that overall
she has transformed her life and is
happier than ever.
Interest Credibility
The Value You Offer
1. Lose weight
2. Get healthier
3. Get more attractive
4. Decrease stress
5. Increase energy
6. Decrease medical expenses
Building Your Sales Pitch
Product Value Pain Qualify Objections
Objection Responses
1. Lose weight
2. Not as healthy as they should be
3. How do you feel about your level of
self-confidence?
4. Differentiation
5. After 3 months, a member lost 20
pounds and in a year lost 40 pounds
Interest Credibility
Value Offered
Pain Resolved
Questions You Should Ask
Building Interest Points
Name Drop Statement
Building Your Email Messages
Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls
Use Brevity
Try to avoid sounding like a salesperson
that is trying to sell something.
Don’t create emails that look like mass
emails.
Focus on the Immediate Goal
Stage GoalsInitial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
Presentation
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-Qualify
Gather high-level information
Build interest in having conversation
Schedule the Appointment
Use a Multi-Touch Mindset
Educate the Prospect
Demonstration
Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls
What is an Email Thread?
Value Message
Email #1
Pain Message
Email #2
Delay
(1 or 2 weeks)
Name Drop
Message
Email #3
Delay
(1 or 2 weeks)
Qualify Message
Email #4
Delay
(1 or 2 weeks)
Product Message
Email #5
Delay
(1 or 2 weeks)
Last Attempt
Message
Email #6
Delay
(1 or 2 weeks)
Demonstration
Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls
What Makes this Possibly Work
• A good pitch with the right benefits and pain points
• Not sounding like a salesperson
• Persistence through multiple messages
• Power in numbers
Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls
How to Guess an Email Address
[First Name]_[Last Name]@websiteaddress.com
[First Name].[Last Name]@websiteaddress.com
[First Name]@websiteaddress.com
[Last Name]@websiteaddress.com
[First letter on first name][Last Name]@websiteaddress.com
[First Name][First letter of Last Name]@websiteaddress.com
[First Name][Last Name]@websiteaddress.com
[Last Name][First Name]@websiteaddress.com
[Last Name].[First Name]@websiteaddress.com
[Last Name]_[First Name]@websiteaddress.com
First Name]-[Last Name]@websiteaddress.com
[First letter on first name]-[Last Name]@websiteaddress.com
First Name]-[First letter of Last Name]@websiteaddress.com
[First letter on first name].[Last Name]@websiteaddress.com
First Name].[First letter of Last Name]@websiteaddress.com
[First letter on first name]_[Last Name]@websiteaddress.com
First Name]_[First letter of Last Name]@websiteaddress.com
Demonstration
Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls
Demonstration
Our Next Webinar
How to Outsource Your Cold Calling to Work-at-Home
Agents
• February 8, 2017
• 1PM to 2PM CST
• https://salesscripter.com/event/how-to-outsource-your-cold-calling-to-work-
at-home-agents/
SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training
SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks
Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter

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How to generate leads without making cold calls

  • 1. How to Generate Leads Without Making Cold Calls Michael Halper Founder and CEO SalesScripter
  • 2. Networking Email Phone Website / SEO Email Marketing PPC Content Marketing Sales Prospecting Marketing How to Be an Awesome Networker - YouTube Build Email Drip Campaigns that Convert Sales - YouTube How to Build a Cold Call Script that Works - YouTube
  • 3. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  • 4. Some Examples of a Not So Great Sales Pitch
  • 5. Thanks for connecting. A lot of new things are going on with my company and I would like to share them with you in the near future. We help business owners acquire financial freedom in their business through coaching, training and personal development. I welcome the opportunity to work with you.
  • 6. Hi Michael, XXX specializes in accounting and financial services at affordable rates. We have experienced CPAs, and staff to handle all your bookkeeping, financial and tax needs. We offer per hour as well as dedicated outsource staff at a lower payroll cost then any in-house staff. Take advantage of our current 30% off any service, ends July 30, Book keeping rates start at $15/hr(after discount). Free trial, if you are not satisfied after 10hours of work, then you don't pay. Call us at XXXXXXXXXX
  • 7. Hey, I would like to introduce myself as a part of XXXX - A leader in data driven marketing solutions. If you're looking to acquire new customers or launch a new product or expanding your target market, you can gain access to all relevant databases from our repository of more than 32 million datasets worldwide. Do, let me know a good time to connect over the Phone and Email to discuss further strategies for your business. We also provide Integrated Marketing Solutions like: SEO (Search Engine Optimization) Digital Marketing Email Marketing Web Development Email Appending Data Provisioning 360 Degree Profiling Email Verification & validation Multichannel Prospect Lists HTML Design/Creative Services
  • 8. I hope everything is going great and thank you for connecting with me! I wanted to reach out and ask how you are handling your payroll and HR for your company? I am sure you have everything taken care of, but if there is any opportunity for myself and XXXXXX to earn your business, I would love to talk with you about what myself and XXXXXXX has to offer a business your size. I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best way to reach you? I look forward to hearing from you!
  • 9. Hi Michael , On behalf of my team at XXXXXXXX, it would be a pleasure if you would allow us to help you expand the reach of your business through multi-channel marketing such as; - Appointment Setting - Telemarketing / Voice Campaign - Email and Social Media Marketing - Database Services with some value-added services. If you would like to know more about our services, as well as pricing and how our services work, drop us a message with your number to reach you best or book an appointment online;
  • 10. Hey Michael, I hope you’re doing well today. I’ll keep this short and to the point: we recently launched [product name] after three years of development. It's a total game changer. Basically, [product name] uses [product explanation]. It's a self-service platform unlike anything you may have seen. The kicker is that our service is inexpensive and fast. Do you have time this week for a quick call or demo to discuss how we could help you? or can you tell me who I should speak with? Best, [contact name]
  • 11. Benefits Product Selling Product Company Features Functionality What we say when talking with prospects Very inward focused – me, my product, my company • Foundation of knowledge • Focus of training • Wealth of experience • Where we have interest • What leads to us getting paid • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations It is what we are trained to do
  • 12. Interest Consultative SellingValue Pain Qualify Credibility Objections Prospect Focused What we say when talking with prospects • Get outside your comfort zone • Identify how you help • Focus on the problems that you solve • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations
  • 13. Building Your Sales Pitch Your Product 1. Gym Membership Features 1. Weights 2. Exercise equipment 3. Classes 4. Pool 5. Sauna Product
  • 14. Building Your Sales Pitch The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses Product Value Your Product 1. Gym Membership Features 1. Weights 2. Exercise equipment 3. Classes 4. Pool 5. Sauna
  • 15. Building Your Sales Pitch The Pain You Resolve 1. Can be difficult to lose weight 2. Not as healthy as they should be 3. Don’t have self confidence 4. A lot of stress in daily life 5. Often tired and fatigued 6. Spending too much on medical expenses Product Value Pain The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses
  • 16. Building Your Sales Pitch Questions Should Ask 1. How important is it for you to lose weight or get in better shape? 2. How much of a priority is it for you to get healthier or live a healthier lifestyle? 3. How do you feel about your level of self- confidence? 4. On a scale from 1 to 10, how stressful do you think your daily life is? Product Value Pain Qualify The Pain You Resolve 1. Can be difficult to lose weight 2. Not as healthy as they should be 3. Don’t have self-confidence 4. A lot of stress in daily life 5. Often tired and fatigued 6. Spending too much on medical expenses
  • 17. Building Your Sales Pitch Product Value Pain Qualify Building Interest Points 1. ROI 2. Differentiation 3. Product details 4. Benefits 5. Company Facts 6. Customer Example Interest The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses
  • 18. Building Your Sales Pitch Product Value Pain Qualify Name Drop Example 1. A mid 30s woman joined our club about a year ago. 2. She got involved in our workout classes and also ended up changing her diet at the same time. 3. After 3 months, she lost 20 pounds and since then has lost 40 pounds, she actually is in some new serious relationship, and says that overall she has transformed her life and is happier than ever. Interest Credibility The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses
  • 19. Building Your Sales Pitch Product Value Pain Qualify Objections Objection Responses 1. Lose weight 2. Not as healthy as they should be 3. How do you feel about your level of self-confidence? 4. Differentiation 5. After 3 months, a member lost 20 pounds and in a year lost 40 pounds Interest Credibility Value Offered Pain Resolved Questions You Should Ask Building Interest Points Name Drop Statement
  • 21. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  • 23. Try to avoid sounding like a salesperson that is trying to sell something.
  • 24. Don’t create emails that look like mass emails.
  • 25. Focus on the Immediate Goal Stage GoalsInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule the Appointment
  • 26. Use a Multi-Touch Mindset
  • 29. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  • 30. What is an Email Thread? Value Message Email #1 Pain Message Email #2 Delay (1 or 2 weeks) Name Drop Message Email #3 Delay (1 or 2 weeks) Qualify Message Email #4 Delay (1 or 2 weeks) Product Message Email #5 Delay (1 or 2 weeks) Last Attempt Message Email #6 Delay (1 or 2 weeks)
  • 32. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  • 33. What Makes this Possibly Work • A good pitch with the right benefits and pain points • Not sounding like a salesperson • Persistence through multiple messages • Power in numbers
  • 34. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  • 35. How to Guess an Email Address [First Name]_[Last Name]@websiteaddress.com [First Name].[Last Name]@websiteaddress.com [First Name]@websiteaddress.com [Last Name]@websiteaddress.com [First letter on first name][Last Name]@websiteaddress.com [First Name][First letter of Last Name]@websiteaddress.com [First Name][Last Name]@websiteaddress.com [Last Name][First Name]@websiteaddress.com [Last Name].[First Name]@websiteaddress.com [Last Name]_[First Name]@websiteaddress.com First Name]-[Last Name]@websiteaddress.com [First letter on first name]-[Last Name]@websiteaddress.com First Name]-[First letter of Last Name]@websiteaddress.com [First letter on first name].[Last Name]@websiteaddress.com First Name].[First letter of Last Name]@websiteaddress.com [First letter on first name]_[Last Name]@websiteaddress.com First Name]_[First letter of Last Name]@websiteaddress.com
  • 37. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  • 39. Our Next Webinar How to Outsource Your Cold Calling to Work-at-Home Agents • February 8, 2017 • 1PM to 2PM CST • https://salesscripter.com/event/how-to-outsource-your-cold-calling-to-work- at-home-agents/
  • 41. SMART Sales System Sales Methodology Software Platform Professional Services
  • 42. SMART Sales System Sales Methodology Software Platform Professional Services
  • 43. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  • 44. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
  • 45. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  • 46. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter