While the internet would have you believe that cold calling is ineffective, the phone is still a viable option for getting new business. Any entrepreneur trying gain traction for their venture cannot rely on inbound marketing and sales alone. You need to be doing outbound prospecting and getting in front of your customers before they find out about your competitors. While I agree cold calling isn't what it used to be, every entrepreneur should learn the phone skills necessary for your business to thrive.

1. CO
LD
CALLING
ISDEAD!
…but the phone isn’t

2. PROSPECTING
Inbound
PROSPECTS AND LEADS THAT
COME INTO YOUInbound
Outbound
PROSPECTS AND LEADS
THAT YOU ACTIVELY PURSUE
Outbound

3. Outbound
prospecting is
essential for
massive growth.
Wordofmouthgets
youonlysofar
Wordofmouthgets
youonlysofar

4. Yes,coldcallingisdead.
Butthephonedoesstillwork.
Why?
Becauseeveryonethinks
coldcallingisdead.

5. Know something about your prospect
Already know the answers to your questions
Cold emailing before calling is an effective strategy
Thekeyis
tonotgointo
acoldcallcold.

6. Knowthegoalofyour
call—toschedulea
meeting,thatisall.

7. Herearefourhelpfultipsforyour
nextcall.

8. 1Don't memorize a script but
memorize key phrases so you
don’t get caught off guard

9. 2Write out all possible
objections—and your rebuttals
Commit these to memory

10. 3Make your call personalized
and memorable
Do research and use social intelligence
(LinkedIn, Twitter, personal blogs)

11. 4
Above all, be yourself
Show your personality
(But don’t be a pest.)

12. Myfavoriteopeningline:
“Hey [Name], [Your Name]
from [Your Company]. How
are you doing today?”

13. Thegoalis
nottosellon
thefirstcall...IRepeat:
GETTHE
MEETING!

14. Leavingvoicemail
...shouldyou?
Keep it short and to the point
Have an air of mystery
Don't expect a call back—
voicemail acts as another way
for the prospect to know who
you are and get in their
subconscious so when they
do finally get around to the
email you also sent your
name has some familiarity

15. AGoodVoicemailScript
“Hi [Name], reason I’m calling is to discuss how
we helped [your value prop] for [Customer] and
[Customer] and others in [prospect’s vertical].
My name is [Your Name] from [Company] and
my phone number is xxx-xxx-xxxx. Again, that's
xxx-xxx-xxxx. Thanks [Name]"
AGoodVoicemailScript

16. BestTimetoCall?
http://www.fillthefunnel.com/cold-callprospecting-best-times/
http://rapidlearninginstitute.com/top-sales-dog/the-best-days-and-times-to-call-prospects/
http://www.insidesales.com/insider/inside-sales/the-seven-rules-of-cold-calling/
http://www.insightsquared.com/2014/02/what-is-the-best-time-for-cold-calls/

17. Answer:
The best time to
call is when you
pick up the phone
and make a call.

18. Don’tforgettologyouractivity
andtrackyourcalls
(Use a CRM or Excel spreadsheet)

19. Disqualifyingaleadis
justasimportantas
qualifyingthem.

20. HandlingRejection
Don't take it personally
Best way to avoid rejection is
to avoid being the type of
person you would say no to
Once again, don’t be a pest

21. Practice
Record yourself or call your voicemail
and listen to your own pitch... would you
hang up on you?
Pay attention to your voice—does your
"sales" voice sound different than your
regular speaking voice
You're going for a conversational tone—
just as if your sitting next to a stranger in
an airport bar who asks "what do you
do?"

22. BONUS
TIPS
Phone calls should be only part of multi-channel follow up
strategy
Use emails, phone calls and social to create a follow-up
sequence
How's your LinkedIn profile? If you are looking at a
prospect's profile there's a very good chance they are
going to look at yours. Make sure you are presenting the
right message—and make sure your profile isn't hidden.
Track your "touches" with either sales automation software
or Excel and analyze what works and what doesn't
1-2 punch, VM followed by an email
Always have a CTA, make it easy for your prospect to do
what you want them to
BONUS
TIPS

23. It’sYourTurn...
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