4 Keys to Cold Calling Success
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Does the idea of cold calling cause dry mouth, upset stomach or sweaty palms? In business, cold calling remains one of the most effective sales strategy to get consumer’s attention, but it only works when it is done right. During this Small Business Marketing 101, Jeffrey Soell, the vice president of sales with CitaLinkCorp, joins us to give you the keys to cold calling success. He’ll go over the four keys to communication via phone, how to get past the gatekeeper and keep your prospect’s attention and interest. Plus, you’ll learn the number one vital tool you need to have for effective calls.
Transcript of 4 Keys to Cold Calling Success
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With Special Guest
Lora UllerichDigital Media Specialist
Jeff SoellVP of Sales
CitaLinkCorp
Session Framework
• Benefits of Cold Calling
• 4 Keys to Success
• Real Script Examples
• Five Action Points to Start on Today
Session Framework
Cole Directory • Published in 1947• “Blue Book”• Crisscross directory of addresses and phone numbers
Invaluable information for a number of industries:
• Telemarketing• Debt collection • Law enforcement
Today, web-based lead generation for business
Then and Now
Features:• Webinars• Playbook
download• Articles• Buddy’s Blog• Resources
Successful sales people know cold calling helps:
• Insures a predicable,
steady sales funnel
• Helps connect with
more customers
• Close more sales
Get Cold Calling
Not so fast!
D’Arcy Norman via flickr
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The 4 Keys to Cold Calling Success
1.) A Proper Plan
2.) An Effective Tool
3.) A Targeted Prospect List
4.) Something to Say
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Proper Planning
• Get yourself in the proper mindset
•Negative thoughts/limiting beliefs
• Block out a window of time
• Stay Focused
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Effective Tool
CitaLinkCorp Web Based Auto-Dialing Tool
•Doubles to Triples Your Calling Production
•Eliminates Monotony / Reduces Call Reluctance
•Helps Track Results and Plan Follow Up Activity
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Targeted Prospect List
• Pull your 10 best customers. Look at who they are, what their ages are, average incomes, types of neighborhoods they are.
• Depending on your Cole Information product, use the tools to reach out to more.
• Based on the customer profile information, figure out the offering, event, etc. to reach out to them when they’re most receptive to you.
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Say The Right Thing
Building Effective Scripts
• Introduction
• Customer Benefit
• The Close
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Map Your Message
•Twitter friendly headline:
•Who you are in 140 characters or less
•Add three supporting key benefits:
•Critical to your message
•Very short.—bullet points
•More time? Reinforce the message
•Add statistics or examples for each of your benefits
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Map Your Message
CitaLink Corp helps make cold calling more efficient &
effective for customers through
automation
User friendly
Advanced Technology
Helps increase sales
•30% increase in outbound marketing.
•Auto-dialer•No delay•Crystal clear connection
•Customers only need a computer and Internet connection.
Hi is Joe Smith there? Hi Joe, my name if Jeff Soell with CitaLinkCorp. We are a web based auto dialer service and we make calling existing clients and new prospects more efficient and effective. We have worked with Cole Information to improve their offering to their client base resulting in new sales and higher customer retention.
I would like to schedule some time with you to explore your customer retention and new sales methods and see if we can help you like we did Cole Information. Are you available this Monday or would next Monday be better?
Sample Script
B2B message:“Hi this is (name ) with (Company name) calling in regards to (a
competitor). Please call me at 314.555.5555 when you get a chance . Thanks.”
Sample: “Hi this is Jeff Soell with CitaLinkCorp and I was calling in regards to (Cole’s competitor). Please call me at 855.282.7297 when you get a chance. Thanks.”
“Hi Lora thanks for getting back to me. I was calling because we were able to help (Cole’s competitor) improve their customers results by making it easier for them to contact the prospects that they provide. Are you interested in improving the value that you provide to your customers?”
Leave a Message!
B2C message
“Hi this is (name ) with (Company name) and I was calling to (your
service or benefit). Please call me at…Thank you.”
Sample: “Hi this is Jeff Soell with XYZ Insurance and I was calling to
see if we could save you some money on your homeowner’s
insurance. Please call me at 314.555.5555.”
Leave a Message!
Once again, track and measure
Track & Measure
• Get Prepared- get your plan in place and scripts built.
• Practice on your friends/family.
• Pull a list of prospects, contract with an auto dialing service
and get started.
•Track and measure.
• What’s working? What’s not? Do more of what’s working.
5 Action Points
Resources
Tips to Crafting the Perfect 15 Second Elevator Speech
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Thecrazyfilmgirl via flickr
