How to make cold calls feel warmer

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How to make cold calls feel warmer

  1. 1. “We are interested in others when they are interested in us.” – Dale Carnegie 1st rule of Senator Club: Introduce yourself to the person next to you. senatorclub.co 1
  2. 2. How to Make Cold Calls Feel Warmer senatorclub.co 2
  3. 3. Where do great sales ideas come from? • Sold telephone services for MLM company • Sold $25M+ tech companies for investment bank • Sold two different products at two failed startups • Sell legal software for tech company senatorclub.co 3
  4. 4. Here’s the Problem with Cold Calls senatorclub.co 4
  5. 5. They make you want to cry senatorclub.co 5
  6. 6. Because of our natural resistance to strangers senatorclub.co 6
  7. 7. Thanks to operations like this senatorclub.co 7
  8. 8. So, now it’s your job to be different senatorclub.co 8
  9. 9. Imagine the power of this skill Customers Investors Partnerships Employees YOU senatorclub.co 9
  10. 10. Cold Call Fundamentals Must Know Basics Before Picking Up the Phone senatorclub.co 10
  11. 11. Your attitude makes the biggest difference #1 Product your passionate about senatorclub.co #2 Pursuit of sales mastery 11
  12. 12. You have one goal on the call senatorclub.co 12
  13. 13. You have one objective 1. 2. 3. 4. Schedule a call Schedule a demo Schedule an in-person meeting Close a sale (does this still happen on cold calls?) Choose ONE objective. senatorclub.co 13
  14. 14. Probability of Conversion Do your research beforehand Knowledge About Lead senatorclub.co 14
  15. 15. Tools for gathering information senatorclub.co 15
  16. 16. Block out specific time for calls Data Gathering senatorclub.co Cold Calls (1-3 hrs) 16
  17. 17. Cold Call Scripts Specific Strategies to Jump Start Your Cold Calls senatorclub.co 17
  18. 18. Breakdown of script • Intro greeting (name, company) • Reason for calling • Qualifying (involved, need, current process) • Ask • Handle objections • Ask again senatorclub.co 18
  19. 19. What they need to know now • Who is this? • Why are you calling me? • How do I benefit / What do you do? • What are you asking of me? senatorclub.co 19
  20. 20. Example of a bad script Me: Hi John. My name is Ian Adams. I’m calling from Acme Company. Are you looking to grow your business by 30% or more this year? Prospect: What are you selling? Me: We specialize in reducing companies marketing spend while boosting conversions across 10 of the top social media sites. Does that sound interesting to you? Prospect: Yes. Me: I can stop by to meet next week either Tuesday or Wednesday, what time works best for you? senatorclub.co 20
  21. 21. Who is this? Me: Hi John. This is Ian Adams. I’m calling from Acme Company. Me: Hey John. It’s Ian over at Acme Company. How are you? senatorclub.co 21
  22. 22. Why are you calling me? Me: Are you looking to grow your business by 30% or more this year? Me: I noticed a number of your ads on facebook and twitter promoting X product, and felt you could really boost your conversions by making just a few small changes. senatorclub.co 22
  23. 23. How do I benefit/what do you do? Me: We specialize in reducing companies marketing spend while boosting conversions across 10 of the top social media sites. Me: We work with eCommerce companies like Harry’s to manage their social media ad campaigns. In fact, after only 1 month of working with Harry’s, for every $1,000 they spend now, they get a 30% increase in conversions. senatorclub.co 23
  24. 24. What are you asking of me? Me: I can stop by to meet next week either Tuesday or Wednesday, what time works best for you? Me: I’d love to learn more about your ad campaigns John and also share some ideas that have worked really well for us. Can we find a 15 minute window next week for a brief call? senatorclub.co 24
  25. 25. Example of a good script Me: Hey John. It’s Ian over at Acme Company. How are you? Prospect: I’m ok. What can I do for you Ian? Me: I noticed a number of your ads on facebook and twitter promoting X product, and felt you could really boost your conversions by making just a few small changes. Prospect: I’m sorry, what do you guys do? Me: We work with eCommerce companies like Harry’s to manage their social media ad campaigns. In fact, after only 1 month of working with Harry’s, for every $1,000 they spend now, they get a 30% increase in conversions. Prospect: (thinking) Me: I’d love to learn more about your ad campaigns John and also share some ideas that have worked really well for us. Can we find a 15 minute window next week for a brief call? senatorclub.co 25
  26. 26. Your words are powerful 60% 94% 93% • Excuse me, I have 5 pages. May I use the Xerox machine? • I have 5 pages. May I use the Xerox machine, because I am in a rush? • Excuse me, I have 5 pages. May I use the Xerox machine because I have to make copies? Source: Harvard psychologist, Ellen Langer’s study on the word “because.” senatorclub.co 26
  27. 27. Possible reasons for calling should be about them Referral Press release Product launch News about operations Invited to upcoming event Congratulations on promotion senatorclub.co 27
  28. 28. Whatever you do, don’t do this “You downloaded one of our whitepapers.” “We work with Amazon.” “We’re the market leader.” senatorclub.co 28
  29. 29. Make this strategy your own senatorclub.co 29
  30. 30. Give it time, stay focused senatorclub.co 30
  31. 31. Homework • Assignment #1 – create a list of long shot leads – call them to see what happens – try 3 different scripts • Assignment #2 – get cold called – go to trulia.com fill out an form to be contacted by realtors and mortgage companies • Assignment #3 – sign up for trials, demos, newsletters senatorclub.co 31
  32. 32. BONUS MATERIALS Cold call voicemails senatorclub.co 32

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