Real Cold Call Example Play-by-Play - LinkedIn Cold Call
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Real Cold Call Example Play-by-Play - LinkedIn Cold Call
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Real Cold Call Example Play-by-Play - LinkedIn Cold Call
- 1. Real Cold Call Example Play-by-Play LinkedIn Cold Call
- 3. How are you doing today? Have I caught you in the middle of anything?
- 9. Initial Contact Meeting Presentation Initial Contact Types • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media Structure • 2 to 5 minutes • 80% on prospect • 20% on you Goals • Pre-Qualify • Build interest in talking more • Close for meeting Questions • Pain • Current Environment
- 10. Initial Contact Meeting Presentation Meeting Types • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event Structure • 10 to 60 minutes • 50% on prospect • 50% on you Goals • Qualify • Build interest in learning about your product • Close for Presentation Questions • Pain • Current Environment • Qualifying
- 11. Initial Contact Meeting Presentation Initial Contact Types • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media Structure • 2 to 5 minutes • 80% on prospect • 20% on you Goals • Pre-Qualify • Build interest in talking more • Close for meeting Questions • Pain • Current Environment
- 12. Initial Contact Meeting Presentation Meeting Types • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event Structure • 10 to 60 minutes • 50% on prospect • 50% on you Goals • Qualify • Build interest in learning about your product • Close for Presentation Questions • Pain • Current Environment • Qualifying
- 13. Initial Contact Meeting Presentation Types • Presentation • Demonstration • Proposal • Quotation • List of options Structure • 30 minutes to 2 hours • 20% on prospect • 80% on you Goals • Qualify • Build interest in purchasing your product • Close for purchase Questions • Pain • Current Environment • Qualifying • Closing
- 15. • I do not have time right now. • What is this in regards to? • Is this a sales call? • I am not interested. • We do not have budget/money right now. • We already use somebody for that. • We are not looking to make any changes right now. • Just send me your information. • Call me back in X months.
- 16. The Best Salesperson Asks the Best Questions
- 18. I will keep you in mind.
- 21. Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? Value Points Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
- 22. Great. The reason for my call is that we help sales consultants to: • Generate an extra stream of revenue • Have a tool to recommend in the area of proposal But I am not sure if we can help you in the same way and that is why I am reaching out with a question or two. Value Points Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
- 23. • How often do you have a client that asks for help with generating proposals? • Are you currently working with any tools that help with creating proposals? • How interested are you in adding an addition source of revenue or income? Value Points Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
- 24. A lot of businesses have concerns that: • It is time consuming to put together proposals • It is difficult to make proposals look good • A good proposal can be the difference in winning the business Do you have clients that are concerned about any of those? Value Points Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
- 25. Based on what you shared, it might make sense to talk in more detail. As I mentioned, I am with [Company Name] and we offer a proposal generation tool. The app will: • Automate the proposal generation process • Decrease the time it takes to generate proposals • Improve how the proposals look • Increase the win rate for proposals submitted Value Points Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
- 26. • A sales consulting firm that we work with started recommending our app to their clients. • This helped to reduce the time their clients spent generating proposals and improved how the layout and design at the same time. • This not only helped the consulting firm to improve the quality of consulting, but it also created a new stream of revenue. Value Points Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
- 27. But I have called you out of the blue and I am not sure if this is the best time to discuss this. Are you interested in discussing this a little more? Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other sales consultants to: • Generate an extra stream of revenue • Have a tool to recommend in the area of proposal Are you available on Tuesday or Thursday morning? Or are you available to continue talking about this now? Value Points Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
- 30. SMART Sales System Sales Methodology Software Platform Professional Services
- 31. 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
- 32. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @Michael_halper @salesscripter
Editor's Notes
- Before we go any further, let’s clearly discuss what objections are. Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible. Now let’s take a look at common objections and ones that you are just about guaranteed to run up against. I am busy right now. Who are you with? What is this in regards to? I am not interested. Just send me some information. We already use somebody. We are not looking to make a change right now. We do not have any budge to spend. Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.
- Before we go any further, let’s clearly discuss what objections are. Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible. Now let’s take a look at common objections and ones that you are just about guaranteed to run up against. I am busy right now. Who are you with? What is this in regards to? I am not interested. Just send me some information. We already use somebody. We are not looking to make a change right now. We do not have any budge to spend. Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.