modern problems of cold calling
TRANSCRIPT
Is Cold Calling Dead? Cold Calling- 2016 Style
Cold Calling – 90s & 00sBuy List
Make 100 Calls
Leave VMs
Pitch Prospect
Get Meeting
90
10
1 Get Callback
1
1 in 3
Email isn’t any better
2017 2018110
115
120
125
130
135
140
145
121
140
Emails per Day
Source: The Radicati Group
69%
31% Received
Sent
12 Emails an Hour1 Email every Five Minutes
Cold calling in it’s heyday, was all about matching your selling process – how you pitched your product with a need the client has.
Now, in today’s connected world, your sales process doesn’t matter – it’s all about your prospects buying process – their journey to be your customer.
Sales Process• Prospect/Qualify• Identify Pain/Needs• Present• Handle Objections• Propose• Close
Selling MouseTraps I pick up the phone and call the decision maker and tell them I sell mousetraps. Some of
the people I call are going to have mice in the house or business. So I pitch them.
During that time I would handle a bunch objections – doesn’t ACME make the best trap, I don’t have $10 bucks to give you today for traps, I need to talk to my wife/husband/lawyer…you get the idea.
All objections overcome? I close them right there – if I need to I offer a discount sweetener or I close them to the next step- demo, discovery call, so on and so forth.
If all is done well?
SALE!
Nowadays, if you have mice, you’ve been online and researched the best mousetrap – by comparing feature sets and looking at online reviews. You whittle it down to two or three traps.
Then you go to Home Depot to physically examine the mousetraps.
You sat in your car of the Home Depot parking lot & one-click purchased your new trap from Amazon…since you’re a prime member you got same day delivery and you price checked and its cheaper on Amazon!
This is why no one calls you selling mousetraps. Well, you wouldn't really know that because you don't pick up the phone.
The point is this – the modern world has effectively cancelled out the needs for the sales process as we know it. They self quality, they research, they compare, they self propose options and then they sell themselves.
When you concentrate on your selling process, you’ve already lost. Because it’s not about you, or your process or your methodology. It’s about how your prospective customers actually buy things in 2016.
Ask yourself this – how many LEADS have you received that all your customer wanted was PRICING? They didn’t care about your pitch or your differentiators or anything else. If fact, they already know your features well and knew how you stacked up against the competition.
Selling MouseTraps
Four Things about Modern Cold Calling Prospecting
• Who am I talking to? • Why am I talking to them?• Why are they going to listen to me?• What is the best expected outcome of the conversation?
I wanna see how it’s done?
The Customer IQ Platform
An innovative platform, solving a key problem for sales and marketing professionals, putting customer email, website, and CRM interactions all in one place - making it easier to attract, acquire, and retain more customersTo schedule a demonstration of ZynBit: http://www.zynbit.com/derek-wyszynski/
Cold Calling – 2016 StyleDerek Wyszynski – VP of Sales
206.739.7655855 – GetZyn1