“Does cold calling still work?” is one of the most commonly asked or debated questions. If you have asked this question, join us for our next webinar that is simply titled with that question – “Does cold calling still work?”.
You can probably guess how we will answer that question but we will spend this time together to discuss the challenges that come with cold calling and what to do (and not do) to make it work for you.
New 2024 Cannabis Edibles Investor Pitch Deck Template
Does Cold Calling Still Work?
1. Does Cold Calling Still Work?
Michael Halper
Founder and CEO
SalesScripter
2. Lead Generation Tools
• Phone Prospecting
• Email
• Professional Networking
• Social Media
• SEO
• PPC
• Direct Mail
Prepare Yourself for a Golf Metaphor
3. Driver
3 Wood
3 Iron
5 Iron
7 Iron
9 Iron
Pitching Wedge
Sand Wedge
Putter
Clubs in a Golf Bag
SEO
Content Marketing
Social Media Marketing
Email Marketing
Pay-Per-Click
Social Media Prospecting
Events / Networking
Email Prospecting
Phone Prospecting
Sales and Marketing Tools
Distance
Accuracy
/ Reach
4. A Normal Round of Golf
Driver 13
3 Wood 2
3 Iron 2
5 Iron 4
7 Iron 4
9 Iron 8
Pitching Wedge 18
Sand Wedge 6
Putter 25
Total 82
Time 4 Hours
Using Only a Putter
Putter 500
Total 500
Time 8 Hours
Never Using a Putter
Driver 13
3 Wood 2
3 Iron 2
5 Iron 4
7 Iron 4
9 Iron 8
Pitching Wedge 88
Sand Wedge 6_
Total 152
Time 5 Hours
5. SEO
Content Marketing
Social Media Marketing
Email Marketing
Pay-Per-Click
Social Media Prospecting
Events / Networking
Email Prospecting
Phone Prospecting
Sales and Marketing Tools
Marketing
Sales
6. SEO
Content Marketing
Social Media Marketing
Email Marketing
Pay-Per-Click
Social Media Prospecting
Events / Networking
Email Prospecting
Phone Prospecting
Sales and Marketing Tools
Build Email Drip Campaigns that Convert Sales
Some Webinars Recordings
How to Effectively Use Email as a Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Be an Awesome Networker
How to Build a Cold Call Script that Works
7. Prospects are extremely busy
Tremendous competition / Gets a lot of sales calls
Prospects are not in “buying mode” when we reach them
Guard will be at a medium level
Prospects do not answer their phone
Prospects are putting gatekeepers in our way
Challenges
8. Use a Multi-Touch Approach
• Plan and expect to contact the prospect
many times in many different ways
– Calls
– Emails
– Voicemails
– Voicemail follow-up emails
• Don’t make conclusions based on
responsiveness
– Assuming prospect is not interested
– Feeling like you are not doing a good job
10. Build a Powerful and Concise Pitch
• Use very brief emails and voicemail
messages
• Educate the prospect on why they should
talk with you in your voicemails and emails
• Focus on:
– Improvements you can make
– Problems you help to fix
– Ways that you differ
– ROI you deliver
11. How to Build a Strong Sales Pitch that Will
Increase Sales Results
https://salesscripter.com/portfolio-items/video-
intro/
Building a Powerful Sales Pitch Webinar:
12. Prospects are extremely busy
Tremendous competition / Gets a lot of sales calls
Prospects are not in “buying mode” when we reach them
Guard will be at a medium level
Prospects do not answer their phone
Prospects are putting gatekeepers in our way
Challenges
13. Try to avoid sounding like a salesperson
that is trying to sell something.
14. Product Selling
• Talks about products
• Talks about company
• Tries to sell the product
• Salesperson does most of the talking
• Pitch centers around explanations and descriptions
• Talks about the product to try to make the prospect
interested
Consultative Selling
• Talks about making improvements for the prospect
• Talks about helping to fix the prospect’s problems
• Asks good questions
• Prospect does most or equal amount of talking
• Pitch centers around probing sales questions
• Talks about benefits, problems, ROI, client
examples to make prospect interested
Sound more like a business person, a
consultant, or an advisor.
15. What is Consultative Selling and How to be a
Consultative Salesperson
https://salesscripter.com/what-is-consultative-
selling-and-how-to-be-a-consultative-salesperson/
Consultative Selling Webinar
16. Prospects are extremely busy
Tremendous competition / Gets a lot of sales calls
Prospects are not in “buying mode” when we reach them
Guard will be at a medium level
Prospects do not answer their phone
Prospects are putting gatekeepers in our way
Challenges
17. Don’t Sell the Product, Sell the Meeting
Stage GoalsInitial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
Presentation
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-Qualify
Gather high-level information
Build interest in having conversation
Schedule the Appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule the Presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
18. I am not interested.
We do not have budget right now.
We aren’t looking at making any changes
right now.
We already use somebody for that.
Call me back in X months.
19. How to Consistently Get Around Sales Objections
Webinar Recording
https://salesscripter.com/sales-training-webinar-
how-to-consistently-get-around-sales-objections/
More info on objection handling:
20. Prospects are extremely busy
Tremendous competition / Gets a lot of sales calls
Prospects are not in “buying mode” when we reach them
Guard will be at a medium level
Prospects do not answer their phone
Prospects are putting gatekeepers in our way
Challenges
21. Try to avoid sounding like a salesperson
that is trying to sell something.
22. Defusing the Prospect’s Guard
• Confirming availability with a pattern interrupt
– Have I caught you in the middle of anything?
• Performing a soft disqualify
– I actually don't know if you need what our services provide.
– I actually don't know if you are a good fit for what we provide.
– I don't know if you are the right person to speak with.
– I am not sure if we can help you in the same way that we help our other clients.
23. How to Perform the Perfect Takeaway
https://salesscripter.com/portfolio-items/sales-
prospecting-101-module-11-how-to-perform-the-
perfect-takeaway//
More info on performing a takeaway:
24. Prospects are extremely busy
Tremendous competition / Gets a lot of sales calls
Prospects are not in “buying mode” when we reach them
Guard will be at a medium level
Prospects do not answer their phone
Prospects are putting gatekeepers in our way
Challenges
26. Prospects are extremely busy
Tremendous competition / Gets a lot of sales calls
Prospects are not in “buying mode” when we reach them
Guard will be at a medium level
Prospects do not answer their phone
Prospects are putting gatekeepers in our way
Challenges
27. You can spend up to 50% of your time talking with
with gatekeepers.
Gatekeepers
Voicemail
Prospect
28. 1. Understand the gatekeeper
2. Prepare for objections
3. Treat like the prospect
4. Ask probing questions
29. How to Consistently Get Around Gatekeepers
when B2B Cold Calling Webinar Recording
https://salesscripter.com/how-to-consistently-get-
around-gatekeepers-when-b2b-cold-calling/
Gatekeeper Webinar:
33. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training
34. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
35. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks
36. • By creating clarity for what to say and do, we will help you (your salespeople) to be SMART.
• By asking good questions, you will appear SMART.
• By appearing SMART, you will be able to make a better impression with the prospects you talk to.
• Having more information will make you SMART and this will help you to make better decisions
regarding what you do with your time and the prospects your pursue.
• By making SMART decisions, you will be more able to use your time wiser and get the most out
each day and week.
• By being SMART, you will position yourself to sell more and your job will be easier and less
stressful.
SMART Sales System
37. SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools