Cold Calling Basics

Be Yourself People buy from people they like Be Yourself People buy from people they like.  So follow the talking points, but be yourself first. Don't act like a telemarketer - be human first.   What does this really mean? - don't ever say things that you aren't comfortable with - do not use a script - use your personality - have fun People buy from people they like.  So follow the talking points, but be yourself first. Don't act like a telemarketer - be human first.   This means: - don't ever say things that you aren't comfortable with - do not use a script - use your personality - have fun

Do What You’d Want Done If you are ever wondering; - "what should I say?" - "should I call them back already?"   All of these questions can be answered by thinking of yourself as the customer.  People buy from people they like.  So follow the talking points, but be yourself first. Don't act like a telemarketer - be human first.   This means: - don't ever say things that you aren't comfortable with - do not use a script - use your personality - have fun

Honesty If you are asked any question, always be honest Honesty If you are asked any question, always be honest!   Example CUSTOMER ASKS: "Are you calling me from overseas?"   YOUR ANSWER: "I'm calling your from Ontario."   Honesty truly is the best policy! People buy from people they like.  So follow the talking points, but be yourself first. Don't act like a telemarketer - be human first.   This means: - don't ever say things that you aren't comfortable with - do not use a script - use your personality - have fun

Optimism & Energy Tips to keep your energy up: - walk around the room - eat chocolate - figure out what times of the day you work the best - give yourself 5 minute breaks Don't call: - for less than 1 hour at a time - for longer than 4 hours - when you are feeling sick People buy from people they like.  So follow the talking points, but be yourself first. Don't act like a telemarketer - be human first.   This means: - don't ever say things that you aren't comfortable with - do not use a script - use your personality - have fun

Respect Their Time - asking if now is  a good time to talk - asking if they are the correct individual to talk to - being quick and to the point of why you are calling   If they are busy, ask if; - there is a better time - if it would be easier to send an email and then follow up     People buy from people they like.  So follow the talking points, but be yourself first. Don't act like a telemarketer - be human first.   This means: - don't ever say things that you aren't comfortable with - do not use a script - use your personality - have fun

When To Call 1. Meetings are most often booked at 10am and 2pm. 2 When To Call   1. Meetings are most often booked at 10am and 2pm.   2. Just before lunch, people are often free. 3. Those really hard to reach executives arrive early and work late. People buy from people they like.  So follow the talking points, but be yourself first. Don't act like a telemarketer - be human first.   This means: - don't ever say things that you aren't comfortable with - do not use a script - use your personality - have fun

How Often To Call Being persistent but not annoying is a fine balance How Often To Call Being persistent but not annoying is a fine balance.     IN PERSON: If you get them in person just ask them when you should follow up!  VOICEMAIL: Follow up 4 times. Make the first two in one week. 3rd and 4th follow ups should be spread apart. People buy from people they like.  So follow the talking points, but be yourself first. Don't act like a telemarketer - be human first.   This means: - don't ever say things that you aren't comfortable with - do not use a script - use your personality - have fun

Lead List Quality A lead list is 50% of your success Lead List Quality A lead list is 50% of your success. A poor quality lead list needs to be identified ASAP. Out of 50 calls you get; - 30 voicemails in a row - 20 people who are not qualified - Everyone has been called with at least 4 voicemails - 5 to 10 of the companies had vendor voicemail collectors - 20 of the companies are not head offices People buy from people they like.  So follow the talking points, but be yourself first. Don't act like a telemarketer - be human first.   This means: - don't ever say things that you aren't comfortable with - do not use a script - use your personality - have fun

Lead List Information - Extension numbers Lead List Information - Extension numbers. - Getting emails gives you a great way to continue follow up and remain top of mind. - Next Contact Date. - Last Call Date. Record the last time that you contacted the customer. - Specifics. They will be impressed that you listened! People buy from people they like.  So follow the talking points, but be yourself first. Don't act like a telemarketer - be human first.   This means: - don't ever say things that you aren't comfortable with - do not use a script - use your personality - have fun

Gatekeepers Gatekeepers are people too Gatekeepers Gatekeepers are people too. They come in all shapes and sizes, and they are not all the arch enemy of an inside sales agent.   1. Helper   2. Protector   3. Cheerful People buy from people they like.  So follow the talking points, but be yourself first. Don't act like a telemarketer - be human first.   This means: - don't ever say things that you aren't comfortable with - do not use a script - use your personality - have fun

Cold Calling Basics