COLD CALLING IS

DEAD!

…but the phone isn’t

PROSPECTINGInboundPROSPECTS AND LEADS THAT

COME INTO YOUInbound

OutboundPROSPECTS AND LEADS

THAT YOU ACTIVELY PURSUEOutbound

Outbound prospecting is essential for massive growth.

Word of mouth gets you only so far

Word of mouth gets you only so far

Yes, cold calling is dead.

But the phone does still work.

Why?

Because everyone thinks cold calling is dead.

Know something about your prospect

Already know the answers to your questions

Cold emailing before calling is an effective strategy

The key is

to not go into

a cold call cold.

Know the goal of your call—to schedule a meeting, that is all.

Here are four helpful tips for your next call.

1Don't memorize a script but memorize key phrases so you don’t get caught off guard

2Write out all possible objections—and your rebuttals

Commit these to memory

3Make your call personalized and memorable

Do research and use social intelligence(LinkedIn, Twitter, personal blogs)

4Above all, be yourself

Show your personality

(But don’t be a pest.)

My favorite opening line:

“Hey [Name], [Your Name] from [Your Company]. How

are you doing today?”

The goal is not to sell on the first call...I Repeat:

GET THE MEETING!

Leaving voicemail ... should you?

Keep it short and to the point

Have an air of mystery

Don't expect a call back—voicemail acts as another way for the prospect to know who you are and get in their subconscious so when they do finally get around to the email you also sent your name has some familiarity

A Good Voicemail Script

“Hi [Name], reason I’m calling is to discuss how

we helped [your value prop] for [Customer] and

[Customer] and others in [prospect’s vertical].

My name is [Your Name] from [Company] and

my phone number is xxx-xxx-xxxx. Again, that's

xxx-xxx-xxxx. Thanks [Name]"

A Good Voicemail Script

Best Time to Call?

http://www.fillthefunnel.com/cold-callprospecting-best-times/

http://rapidlearninginstitute.com/top-sales-dog/the-best-days-and-times-to-call-prospects/http://www.insidesales.com/insider/inside-sales/the-seven-rules-of-cold-calling/

http://www.insightsquared.com/2014/02/what-is-the-best-time-for-cold-calls/

Answer:

The best time to call is when you

pick up the phone and make a call.

Don’t forget to log your activity and track your calls

(Use a CRM or Excel spreadsheet)

Disqualifying a lead is just as important as qualifying them.

Handling Rejection

Don't take it personally

Best way to avoid rejection is to avoid being the type of person you would say no to

Once again, don’t be a pest

PracticeRecord yourself or call your voicemail and listen to your own pitch... would you hang up on you?

Pay attention to your voice—does your "sales" voice sound different than your regular speaking voice

You're going for a conversational tone—just as if your sitting next to a stranger in an airport bar who asks "what do you do?"

BONUSTIPS

Phone calls should be only part of multi-channel follow up strategy

Use emails, phone calls and social to create a follow-up sequence

How's your LinkedIn profile? If you are looking at a prospect's profile there's a very good chance they are going to look at yours. Make sure you are presenting the right message—and make sure your profile isn't hidden.

Track your "touches" with either sales automation software or Excel and analyze what works and what doesn't

1-2 punch, VM followed by an email

Always have a CTA, make it easy for your prospect to do what you want them to

BONUSTIPS

It’s Your Turn...

JOIN HUSTLE+GROW

Learn more tips and take action!

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