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• Search Right the First Time Every Time
• Cut Research Time from 30 minutes to 5 minutes
THE FOURTH “R”
 Reading, Writing and Arithmetic – if you learn to
communicate effectively, write a good proposal,
underst...
SEARCH RIGHT THE FIRST TIME EVERY TIME
 General Tip #1 - Boolean Searches - +(the plus
sign), OR, -(the minus sign)
 Gen...
ADVANCED SEARCH
GENERAL TIP #7 OR GOOGLE TIP #8
 If you need help perfecting a search use the
Advanced Search option. Thi...
THE POWER OF GOOGLE
 Google Tip #1 – Google Search Suggestions(drop down list)
 Google Tip #2 – Search by Number Range e...
THE POWER OF GOOGLE
 Google Tip #7 – Cool Boolean Searches ex. doctor or surgeon +
“Kansas City” OR KC + “attendee list” ...
GOOGLE ALERTS
HTTP://WWW.GOOGLE.COM/ALERTS#
http://www.google.com/alerts#
 Get updates on a
prospect by setting an
alert ...
BUZZFILE
HTTP://WWW.BUZZFILE.COM
 Search for Company on
Homepage
 Register for FREE
 Easy to use list
builder(must be
r...
INDUSTRY OVERVIEWS – HIGHBEAM
HTTP://BUSINESS.HIGHBEAM.COM/INDUSTRY-REPORTS
• Understand prospects industry
at a high leve...
BLOGS
HTTP://WWW.YOUGOTBLOGS.COM OR
WWW.GOOGLE.COM/SEARCH?TBM=BLG
• Search by Company or Person or Topic
• Quickly bone up...
NEWS
HTTP://WWW.NEWSLINK.ORG/STATNEWS.HTML OR
HTTP://YOUGOTTHENEWS.COM
 Newslink – is a directory of seachable newspapers...
NEWS – BUSINESS JOURNAL
HTTP://WWW.BIZJOURNALS.COM/SEARCH
HTTP://WWW.BIZJOURNALS.COM/KANSASCITY/NEWS/
EXECUTIVE BIOGRAPHIES – ZOOMINFO
HTTP://WWW.ZOOMINFO.COM/S/
• Another Company Contact site – https://connect.data.com -
al...
LINKEDIN – SALES NAVIGATOR(TRIAL)
Additional Contacts
• Use Advanced Search bar on left to filter results by company,
loca...
PUBLIC LIBRARIES
All it takes is a library card to login and gain access to multiple databases
i.e. Reference USA
SMASHFUSE – SOCIAL MEDIA AGGREGATOR
HTTP://WWW.SMASHFUSE.COM
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Take the Cold Out of Cold Calling

Presentation developed from the material in Sam Richter's book "Take the Cold Out of Cold Calling". Buy the book as it includes a lot more useful tips and an appendix with a ton of helpful hints.

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Take the Cold Out of Cold Calling

  1. 1. • Search Right the First Time Every Time • Cut Research Time from 30 minutes to 5 minutes
  2. 2. THE FOURTH “R”  Reading, Writing and Arithmetic – if you learn to communicate effectively, write a good proposal, understand a financial spreadsheet, and manage a realistic budget, the chances are good that you will succeed at business.  Research – In today’s valued-oriented business marketplace research is the tool that truly differentiates one business from the next and one salesperson from the next  A good sales representative has already practiced the “Fourth R” and already knows what the prospect cares about before walking in the door. Ex. Theodore Roosevelt
  3. 3. SEARCH RIGHT THE FIRST TIME EVERY TIME  General Tip #1 - Boolean Searches - +(the plus sign), OR, -(the minus sign)  General Tip #2 – Search an Exact Phrase with “”  General Tip #3 – Combo Search - ex. “vice president” + “NIC, Inc” + information  General Tip #4 – Word Order Matters  General Tip #5 – Cached (Bing highlights words)  General Tip #6 – Conduct a Database or “List of” Search  General Tip #7 – Cheat Sheet with Advanced or Power Search
  4. 4. ADVANCED SEARCH GENERAL TIP #7 OR GOOGLE TIP #8  If you need help perfecting a search use the Advanced Search option. This can be accessed by hitting the gear on the right and selecting Advanced search  Below is the Advanced search box that will appear with suggestions and examples
  5. 5. THE POWER OF GOOGLE  Google Tip #1 – Google Search Suggestions(drop down list)  Google Tip #2 – Search by Number Range ex. IBM + “network security” 1997..2002  Google Tip #3 – Amnesia Assistance ex. “vice president of * at 3M”  Google Tip #3.5 – Locating an email address ex. “*@actifi.com”  Google Tip #4 – Company Site Search ex. “marketing director” site:generalmills.com  Google Tip #5 – File and Document Search ex. “donor list” + “Kansas City” OR KC site:.org filetype:pdf , marketing + budget filetype:pdf site:garmin.com  Google Tip #6 – Local Business Search (with photos) Google Power: Unleash the Full Potential of Google by Chris Sherman
  6. 6. THE POWER OF GOOGLE  Google Tip #7 – Cool Boolean Searches ex. doctor or surgeon + “Kansas City” OR KC + “attendee list” filetype:.xls , “chief executive officer” OR ceo OR “chief financial officer” OR cfo OR “vice president” OR vp –jobs site:garmin.com, "healthcare industry" + report + trends OR issues filetype:pdf  Google Tip #8 – Boolean Cheat Sheet – Google Advanced  Google Tip #9 – Sort your Results ex. News, Past Week, etc.  Google Tip #9.5 – Click “Search Tools”, “All News”, “Blogs”  Google Tip #10 – Results by Email – Alerts see next slide Google Power: Unleash the Full Potential of Google by Chris Sherman Google Tip #9 and #9.5 displayed above by hitting Search Tools
  7. 7. GOOGLE ALERTS HTTP://WWW.GOOGLE.COM/ALERTS# http://www.google.com/alerts#  Get updates on a prospect by setting an alert to receive a weekly email on recent information or news
  8. 8. BUZZFILE HTTP://WWW.BUZZFILE.COM  Search for Company on Homepage  Register for FREE  Easy to use list builder(must be registered)  List provides a link with company information Another site: http://www.manta.com/mb by industry
  9. 9. INDUSTRY OVERVIEWS – HIGHBEAM HTTP://BUSINESS.HIGHBEAM.COM/INDUSTRY-REPORTS • Understand prospects industry at a high level and shape proposal around customer’s industry Other Sites • http://www.asacenter.org/Community/Directories/AssociationSearch.cfm • http://www.valuationresources.com/IndustryReport.htm • http://www.referenceforbusiness.com/Industries • http://www.insideview.com “Buzz” Tab
  10. 10. BLOGS HTTP://WWW.YOUGOTBLOGS.COM OR WWW.GOOGLE.COM/SEARCH?TBM=BLG • Search by Company or Person or Topic • Quickly bone up before going into an appointment
  11. 11. NEWS HTTP://WWW.NEWSLINK.ORG/STATNEWS.HTML OR HTTP://YOUGOTTHENEWS.COM  Newslink – is a directory of seachable newspapers and news sources from around the country  YouGotTheNews – searches thousands of newspapers in one search
  12. 12. NEWS – BUSINESS JOURNAL HTTP://WWW.BIZJOURNALS.COM/SEARCH HTTP://WWW.BIZJOURNALS.COM/KANSASCITY/NEWS/
  13. 13. EXECUTIVE BIOGRAPHIES – ZOOMINFO HTTP://WWW.ZOOMINFO.COM/S/ • Another Company Contact site – https://connect.data.com - allows you to trade contacts for credits
  14. 14. LINKEDIN – SALES NAVIGATOR(TRIAL) Additional Contacts • Use Advanced Search bar on left to filter results by company, location, etc.
  15. 15. PUBLIC LIBRARIES All it takes is a library card to login and gain access to multiple databases i.e. Reference USA
  16. 16. SMASHFUSE – SOCIAL MEDIA AGGREGATOR HTTP://WWW.SMASHFUSE.COM

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