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RAIN Selling Cold Calling for New Business

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Introduction. Cold Calling for New Business. Six Essential Prospecting Outreach Formulas. Six Essential Prospecting Outreach Formulas. Six Essential Prospecting Outreach Formulas. Six Essential Prospecting Outreach Formulas. 1. Best Practice Approach. 2. Straight Results Approach. 3. - PowerPoint PPT Presentation

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Page 1: Introduction

RAIN Selling

Cold Callingfor New Business

Page 2: Introduction

Six Essential Prospecting Outreach Formulas

Page 3: Introduction

Best Practice Approach1.

Straight Results Approach2.

New Idea Approach3.

New and Different Approach4.

First Step Approach5.

Can You Help Me Approach6.

Six Essential Prospecting Outreach Formulas

Page 4: Introduction

Best Practice Approach1.

Straight Results Approach2.

New Idea Approach3.

New and Different Approach4.

First Step Approach5.

Can You Help Me Approach6.

Capabilities/Demonstration Approach7.

Six Essential Prospecting Outreach Formulas

Page 5: Introduction

My name is John Smith and I’m a strategy and change management

consultant.

Do you need help building strategy or managing change? Let’s meet.

What’s In It for Me

Page 6: Introduction

Do you need help building strategy or managing change? Let’s meet.

My name is John Smith with Arc Strategy. We’ve

never spoken before.

The reason I’m calling is my firm has recently

conducted a major benchmark study

on how manufacturing businesses in the Midwest —including your two major

competitors—

are successfully working with their labor unions in

the face of global outsourcing.

While there are three practices that are working in general, a few practices fail almost every place we

studied.

As a way of introducing ourselves, I’d be happy to

come by and take you through what we’ve found.

The results are eye opening, to say the least.

What’s In It for Me

Page 7: Introduction

The results are eye opening, to say the least.

What’s In It for Me

The prospect has to see value in the meeting itself

Page 8: Introduction

Six Value-Based Prospecting Approaches

1. Best practice approach

2. Straight results approach

3. New idea approach4. New and different method approach5. First step approach

6. Can you help me approach

Page 9: Introduction

NameOrganizationIntroduction—directWhat we doCall to actionOfferAspiration or affliction

Sharon, this is Lee Adama.I’m with Caprica City TechnologiesWe’ve never spoken before, But we focus on working with

pharmaceutical companies to help run the most efficient clinical trials…

The reason I’m calling is we’ve just completed a major benchmark research study to identify the key drivers of cost reduction and speed improvement in clinical trials, and at the same time, maintain high quality standards…

I’ll be in southern New Jersey on June 14 and 15 at a client site. As a way of

introducing Caprica, I’d be happy to come by and take a few minutes to share with

you the research results. I think you’ll find them pretty eye opening.

I was looking at the 14th in the afternoon or the 15th in the morning to meet?

Best Practice Approach

Page 10: Introduction

NameOrganizationIntroduction—triggerWhat we doCall to actionOfferAspiration or affliction

Bill, I’m Helena Cain.I’m with Pegasus Fundraising.I read in the Chronicle of Higher Education that you just joined Gemanon College as

their new vice president of development.

We focus on working with college and university development organizations…

…to help them increase their fundraising results by an average of 15% per campaign.

We recently completed successful campaigns with state university and the

College of Astral Queen…

I saw in your alumni magazine that your fundraising goal for this coming year is

about $40 million…a 15% increase would be $6 million more.

Are you available next Tuesday or Wednesday in the morning to see how we

might get those results for you?

Straight Results Approach

Page 11: Introduction

Open innovation is what we do, and, given your strategy to lead in dental products, we

have three ideas that we think you might find intriguing. Perhaps these three ideas

could spark some interesting conversation.

But we focus on working with consumer packaged goods companies to help them

Innovate…

Are you available to discuss these ideas next Tuesday morning or Wednesday

morning?

The reason I’m calling is I was just on your website and saw a note in a press release that you were looking for any and all ideas on how you can leverage open innovation…

NameOrganizationIntroduction—directWhat we doCall to actionOfferAspiration or affliction

Saul, my name is Aaron Doral.I’m with Basestar Innovation.We’ve never spoken before,

New Idea Approach

Page 12: Introduction

We work with technology companies to help them get their salespeople up to

speed as experts in their fields and selling full tilt very quickly after they are hired.

The reason I’m calling is that we’ve been working with companies such as Centurion &

Viper Systems to help them reduce their ramp-up times for new sales reps by 50%, while at

the same time decreasing new rep turnover by 15% in a breakthrough new way…

How we’ve solved the problem is pretty different than, I’m guessing, anything

you’ve seen. But we won’t know that until we share it with you.

Right now I am looking to discuss our approach next Tuesday morning or

Wednesday morning—which works best for you?

NameOrganizationIntroduction—referralWhat we doCall to actionOfferAspiration or affliction

Karl, I’m Laura Roslin.I’m with Picon Strategies.Your COO Jim Smith suggested that I give you a call.

New And Different Method Approach

Page 13: Introduction

NameOrganizationIntroduction—referralWhat we doCall to actionOfferAspiration or affliction

Kara, this is Felix Gaeta.I’m with C-Bucks Financial.Sam Anders in your Springfield office suggested I give you a call.

For the past 12 years we’ve focused on helping owners of family businesses in the $10 million to $50 million range transfer

ownership of their firms and realize a liquidity event when they want one…

The reason I’m calling is we are having a private, CEO only dinner and speaker event at the Copley Plaza in downtown Boston where

CEOs will have a chance to talk with each other and enjoy our speaker, the dean of

Triton University Business School…

As we’ve never met, I’d look forward to doing so by having you come to the event

as my guest.Can I put you down as a yes for the event?

First Step Approach

Page 14: Introduction

NameOrganizationIntroductionWhat we doCall to actionOfferAspiration or affliction

Callie, this is Tory Foster.I’m with Colonial One.We’ve never spoken before,

But we focus on helping HR leaders hire the best candidates for leadership positions

using our proprietary assessment instruments.

We have been able to increase new hire retention and success rates at companies in

the banking industry by 25%.

I’m calling to see if you might be interested in engaging a discussion about how we

achieve these results, but I don’t know who at your company would be the right person

to talk to.

Can you point me in the right direction?

Can You Help Me Approach

Page 15: Introduction

[PAUSE]

o People like to fill silence

o Gives prospect a chance to ask you a question

Before I let you go, though, can I ask you one question?

Use Pauses

Page 16: Introduction

PROPERTIESAllow user to leave interaction: AnytimeShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide

Page 17: Introduction

Push Backs

1. Best practice approach

2. Straight results approach

3. New idea approach4. New and different method approach5. First step approach

6. Can you help me approach

Don’t retreat immediately

Page 18: Introduction

“I’m Not Interested”

Page 19: Introduction

“Now’s Not a Good Time”

Page 20: Introduction

Buyers Switch Providers

“We Already Have a Provider”

48% of buyers are “very satisfied”

We already work with another provider to do this,

and they’re doing well.

Page 21: Introduction

Good to hear. I’m curious, what do you think makes the

relationship work so well?I’m curious to know…

What topics do you cover in your monthly meetings with

your current provider?

Oh I didn’t realize that. Here’s what we cover in the monthly meetings we have with clients.

Responding to Push Backs

Page 22: Introduction

It sounds like things are pretty good. But you didn’t say they were doing an amazing job. What would it look like if a

company was doing an amazing job by your standards?

Responding to Push Backs

Page 23: Introduction

Glad to hear that things are going well. While I am not too familiar with their process, I do know it’s always worthwhile to

have a second set of eyes to look things over.

The next time you have something like this, I’d be happy to give it a quick review to see if we’d approach it any differently.

If nothing else, you’ll get a different perspective and we may

even be able to find you some additional improvement.

Responding to Push Backs

Page 24: Introduction

Responding to Push Backs

Page 25: Introduction

33%

Overcoming Call Reluctance

97% of salespeople with call reluctance got over itonce they started actually making calls

Page 26: Introduction

Overcoming Call Reluctance

Start calling!

Page 27: Introduction

PROPERTIESOn passing, 'Finish' button: Goes to Next SlideOn failing, 'Finish' button: Goes to Next SlideAllow user to leave quiz: At any timeUser may view slides after quiz: At any timeUser may attempt quiz: Unlimited times

Page 28: Introduction

Conclusion

Cold Calling for New Business


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