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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 to
Answer Phone
From a Local Number
Toll
Toll Free
Blocked
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

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Cold Calling Tips and Million Dollar Sales Prospecting Secrets