How to make cold calls feel warmer

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<ul><li> 1. We are interested in others when they are interested in us. Dale Carnegie1st rule of Senator Club:Introduce yourself to the person next to you.senatorclub.co1</li></ul> <p> 2. How to Make Cold Calls Feel Warmersenatorclub.co2 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 companysenatorclub.co3 4. Heres the Problem with Cold Callssenatorclub.co4 5. They make you want to crysenatorclub.co5 6. Because of our natural resistance to strangerssenatorclub.co6 7. Thanks to operations like thissenatorclub.co7 8. So, now its your job to be differentsenatorclub.co8 9. Imagine the power of this skill Customers InvestorsPartnerships EmployeesYOUsenatorclub.co9 10. Cold Call Fundamentals Must Know Basics Before Picking Up the Phonesenatorclub.co10 11. Your attitude makes the biggest difference #1 Product your passionate aboutsenatorclub.co#2 Pursuit of sales mastery11 12. You have one goal on the callsenatorclub.co12 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.co13 14. Probability of ConversionDo your research beforehandKnowledge About Leadsenatorclub.co14 15. Tools for gathering informationsenatorclub.co15 16. Block out specific time for callsData Gatheringsenatorclub.coCold Calls (1-3 hrs)16 17. Cold Call Scripts Specific Strategies to Jump Start Your Cold Callssenatorclub.co17 18. Breakdown of script Intro greeting (name, company) Reason for calling Qualifying (involved, need, current process) Ask Handle objections Ask againsenatorclub.co18 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.co19 20. Example of a bad script Me: Hi John. My name is Ian Adams. Im 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.co20 21. Who is this? Me: Hi John. This is Ian Adams. Im calling from Acme Company.Me: Hey John. Its Ian over at Acme Company. How are you?senatorclub.co21 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.co22 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 Harrys to manage their social media ad campaigns. In fact, after only 1 month of working with Harrys, for every $1,000 they spend now, they get a 30% increase in conversions.senatorclub.co23 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: Id 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.co24 25. Example of a good script Me: Hey John. Its Ian over at Acme Company. How are you? Prospect: Im 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: Im sorry, what do you guys do? Me: We work with eCommerce companies like Harrys to manage their social media ad campaigns. In fact, after only 1 month of working with Harrys, for every $1,000 they spend now, they get a 30% increase in conversions. Prospect: (thinking) Me: Id 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.co25 26. Your words are powerful60%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 Langers study on the word because.senatorclub.co26 27. Possible reasons for calling should be about them Referral Press release Product launch News about operations Invited to upcoming event Congratulations on promotionsenatorclub.co27 28. Whatever you do, dont do thisYou downloaded one of our whitepapers.We work with Amazon.Were the market leader.senatorclub.co28 29. Make this strategy your ownsenatorclub.co29 30. Give it time, stay focusedsenatorclub.co30 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, newsletterssenatorclub.co31 32. BONUS MATERIALSCold call voicemailssenatorclub.co32 </p>