The document provides tips and strategies for making cold calls more effective. It discusses introducing yourself on calls, having a clear objective to schedule a follow-up meeting or demo, researching the prospect beforehand, using specific scripts that address why you're calling and the prospect's potential benefits, focusing on the prospect's needs with words, and giving cold calling regular practice through homework assignments. The overall message is that preparing thoroughly, having a helpful message for the prospect, and gaining experience over time can make cold calls a more successful prospecting method.

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. How to Make Cold Calls
Feel Warmer
senatorclub.co
2

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. Here’s the Problem with Cold Calls
senatorclub.co
4

5. They make you want to cry
senatorclub.co
5

6. Because of our natural resistance
to strangers
senatorclub.co
6

7. Thanks to operations like this
senatorclub.co
7

8. So, now it’s your job to be
different
senatorclub.co
8

9. Imagine the power of this skill
Customers
Investors
Partnerships
Employees
YOU
senatorclub.co
9

10. Cold Call Fundamentals
Must Know Basics Before Picking Up the Phone
senatorclub.co
10

11. Your attitude makes the biggest
difference
#1 Product your passionate about
senatorclub.co
#2 Pursuit of sales mastery
11

12. You have one goal on the call
senatorclub.co
12

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. Probability of Conversion
Do your research beforehand
Knowledge About Lead
senatorclub.co
14

15. Tools for gathering information
senatorclub.co
15

16. Block out specific time for calls
Data Gathering
senatorclub.co
Cold Calls (1-3 hrs)
16

17. Cold Call Scripts
Specific Strategies to Jump Start Your Cold Calls
senatorclub.co
17

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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. Make this strategy your own
senatorclub.co
29

30. Give it time, stay focused
senatorclub.co
30

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. BONUS MATERIALS
Cold call voicemails
senatorclub.co
32