Cold Calling Tips and Million Dollar Sales Prospecting Secrets
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Transcript of Cold Calling Tips and Million Dollar Sales Prospecting Secrets
COLD CALLING TIPS AND MILLION DOLLAR SALES PROSPECTING SECRETS
Ken Krogue & Grant Cardone
Definitions: Cold Calls… Warm Calls… Hot Calls…
Grant
Definitions: Cold Calling… Warm Calling… Hot Calling…
Ken
SOCIAL SELLING
CURRENCY
h"p://bit.ly/No1SocialCurrency
THE POWER OF ‘COLD CALLING’
KEYWORDS
COLD CALLING VS
WARM CALLING
DEFINITION
INSIDE SALES Professional Sales
Done Remotely
2.00$2.25$2.50$2.75$3.00$3.25$3.50$3.75$
2008$ 2009$ 2010$ 2011$ 2012$
Millions'
Outside$Sales$Inside$Sales$
Source: 2009 infoUSA/MIT Study
15x
2009 / 2013 MARKET STUDY
MOVE THE LEVERS…
THE COLD CALLING LEVERS 1. More Calls 2. Better Calls 3. Faster Calls 4. Persistent Calls 5. Specialized Calls 6. Complex Calls 7. Simulated Face-to-Face
SPECIALIZATION
Generalist
Sales Support
Lead Gen Closer
Inbound Outbound Segments
TRANSACTION VS COMPLEX CALLS
# Quantity
% Quality
Transactional (small business)
Relational (enterprise)
SIMULATE FACE 2 FACE
TOP CHALLENGES Sales Rep
71%
55%
45% 43% 38%
Accessing a Decision Maker
Leads Manager Calendar Events
Motivation Lack of Product Knowledge
Rep
7 CONTACT METHODS 1. Immediacy 2. Persistence 3. Time of Day 4. Day of Week 5. Optimal 6. Direct Dial 7. Caller ID
CONTACT METHOD #1
Immediacy
100x Contacts 21x Qualify 39:22 Hours
DECAY & DELAY
0%
10%
20%
30%
40%
50%
60%
70%
0 1 2 3 4
Show Rate Qualify Rate Close Rate
63%
38%
7%
52%
33%
7%
48%
31%
3%
32%
18%
3%
28%
9%
0%The Downside of
Specialization
CONTACT METHOD #2
Persistence
1.5 attempts
CONTACT METHOD #3
Time of Day
147%
49
CONTACT METHOD #4
Day of Week
49%
50
CONTACT METHOD #5
Optimal
10am to 2pm
FranklinCovey – 3:30pm next day
51
CONTACT METHOD #6
Direct Dial
Rep Avg Meetings/mnth % Direct Numbers
1 11 51%
2 13 45%
3 20 76%
4 22 74%
5 29 87%
6 33 97.6%
51
CONTACT METHOD #7
Caller - ID
52
57.8%More Likely toAnswer PhoneFrom a Local Number
TollToll FreeBlocked
BEST
WORST
LEAD GEN MEDIA
62
SOCIAL SELLING BONUS #1
DOWNLOADS
BLOG FORMS SLIDESHARE.NET
(PRO)
SOCIAL SELLING BONUS #2
JOB POSTINGS
LINKEDIN MONSTER
CAREERBUILDER CLASSIFIEDS
SOCIAL SELLING BONUS #3
REVERSE
CUSTOMER REFERRALS
#1 SAE
SOCIAL SELLING BONUS #4
JOB CHANGE ALERTS
WITH LINKEDIN
& IFTTT
PHONE ATTITUDE 1. Believe you can sell anyone 2. Believe your product is worth 10X 3. Willing to call back until 4. KNOW your pitch 5. Have a big claim that can be validated 6. Everything to gain nothing to lose 7. Believe you are lowest price/best value 8. Treat everyone respectfully 9. Never depend on one call
WARM CALL DEFINED Warm calling refers to calling a prospect with whom you’ve had some prior connection between yourself and the prospect. Warm calls could come from: • Industry events • Previous sales call • Referral • Appointment • Internet lead • LinkedIn • Response to an ad “Obscurity is the single biggest threat to your business – get everywhere!” -‐ Grant Cardone
WARM CALL WARNING
“If you are in any doubt about the temperature of the call you are best to treat it as cold and start over.” Grant Cardone
STRUCTURE OF CALL
1. Intention or Purpose 2. Big Claim 3. Pricing 4. What is the problem 5. Close
PARTS OF THE CALL
1. Greeting (one name only) 2. Reason you are calling and Big Claim 3. Qualify the lead
a. Recurring problem b. Magic problem c. Money question d. Decision makers
4. Appointment 5. Close
“Grant Cardone’s materials changed my perspecGve and my rouGne.” -‐ James Garlin
NAIL THE FIRST 20 SECONDS
1. Who are you 2. WIIFM 3. Why are you calling them 4. Where did you get their name 5. What’s in it for the buyer 6. Check the trust
ADVANCED TIPS
Do I have your attention?
ADVANCED TIPS
Texting the client during the call will increase your chances of getting an appointment by 500%.
33% execs say they are sGll referencing informaGon from their mobile devices when a purchase decision needs to be made. (Forbes)
SECONDARY PURPOSES OF THE COLD CALL
1. Identify decision makers 2. Identify influencers 3. Determine what is needed 4. Create interest 5. Get an appointment 6. Get contact information for follow up 7. Move from cold to warm 8. Add to your pipeline
QUESTIONS?
Linkedin.com/in/KenKrogue @KenKrogue KenKrogue.com
Forbes.com/sites/KenKrogue
Linkedin.com/in/GrantCardone @GrantCardone
GrantCardone.com
Entrepreneur.com/author/GrantCardone