Nicholas Milne

COLD CALLING TECHNIQUES

Monday, April 10, 2023

A=P=S Formula

Appointments creates Prospects creates Sales

Nicholas Milne

Numbers. from the real world 293 > 149 > 49 > 83 >10 293 calls Spoke to 149 people 49 first appointments 83 sales visits 10 sales

Nicholas Milne

What is your number?

15 Calls > 1 appointments 5 appointments > 1 sale_____________________________________ 15 calls per day X 5 days = 75 calls 75 calls ÷ 15 = 5 appointments 5 appointments = 1 sale per week AVG company Size sale = $2700

Nicholas Milne

Where to get your leads

Civic Organizations – give talks (1 in 10) Conferences/BBB – give talks The T Call Existing Business referrals Referrals from drivers Sales Hoovers (Tom Dickson) Lost customers (3yrs) Customer service/ service managers Leadferret.com

Nicholas Milne

Nicholas Milne

Cold Call Mechanics

1. Get the person’s attention2. Identify yourself & our company3. Give the reason for your call4. Make a qualifying / questioning

statement5. Set the appointment6. WIIFM (What’s in it for me) The

audience is the most important piece of the puzzle

Nicholas Milne

Get the person’s attention

Mr. Milne Good morning

Nicholas Milne

Identify yourself & our company

This is Nick from Cornerstone Records Management

We are a leading Document Storage company; we have worked with 1000’s of customers in the NJ,MD,PA and NY metro area

Give the reason for your call The specific reason for the call is only to set

the appointment!_____________________________________ The reason I’m calling you today

specifically is to set an appointment so I can stop by & tell you about our

platform & services & We have helped 1000’s of companies like

yours with there document and regulatory needs. We know the business we know the regs.

Nicholas Milne

Nicholas Milne

Make a qualifying /questioning statement

Mr. Milne, I’m sure that you, like a lot of other customers in the area need to use their document storage company as an asset

We have saved many customers significant time and money and helped their business become more secure and government regulation compliant. (we understand the importance of handling secure information)

Nicholas Milne

Set the appointment “Now”

That’s great, Mr. Milne, then we should get together, how about Tuesday at 9.30 am?

Nicholas Milne

Good morning Mr. Milne This is Nick from Cornerstone Records

Management. We are a leading document storage

company; we have worked with 1000’s of customers like yours.

The specific reason I’m calling you today is to set an appointment so I can stop by and outline solutions that we provide for other companies within your industry.

That’s great, Mr. Milne, then we should get together, how about Tuesday at 9.30 am?

6 specific telephone tips for cold calling

1. Use a mirror are you smiling?2. Use a timer – 2 to 3 minutes

“Block out your calling time”

3. Practice4. Keep record of your calls in CRM

(pre-print)5. Tape-record your calls6. Stand up Implement !

Nicholas Milne

Nicholas Milne

4 Common Responses!

I am happy with my currant provider I’m not interested

I am too busy to talk right now Send me some information

Nicholas Milne

No thanks, I am happy with my currant provider Other people have told me exactly

the same thing you did. Others had the same reaction you

did before they had a chance to see what we do complements their currant strategy.

We should get together

Nicholas Milne

I’m not interested

Well, Mr. Milne, a lot of people had the same reaction when I first called – before they had a chance to see what we do will benefit them and reduce their bottom line and more importantly keep them in regulatory compliance.

We really should get together:- How about Tuesday 10:30 am

I am too busy to talk right now

Mr. Milne, the only reason I am calling is to set an appointment.

Lets meet Tuesday at 10:30

Nicholas Milne

Send me some information

We really should meet to discuss all our options I am available Tuesday at 3 pm.

I am happy cover our presentation in person all I need is 15 mins.

I have found the most useful insight to helping you is a face to face visit.

In my experience send me info is a polite way to complete this phone call. I believe it would be more efficient for us to meet in person.

(WIIFM) What’s in it for me!

Nicholas Milne

The Ledge

Is something you can step on – something you can use to regain your footing

Take the objection and turn it around to secure the appointment.

We are under contract- What if you could be released from your contract for free!

A Ledge uses the 1st questions or negative response as a foothold to turn an external phone-prospecting conversation around

Nicholas Milne

3rd party Referrals

Good morning, Mr. Milne. This is Nick from Cornerstone Records

Management. We are a leading document storage and

archiving company. We have worked with 1000’s of local customers & biz Owners

The specific reason I’m calling you today is that I just spoke to Dr. Lim. He suggested that I give you a call to set an appointment.

I wanted to know if next Tuesday at 9.30 am would be convenient?

Nicholas Milne