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How to Build Cold Calling Campaigns that Generate Leads

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Cold calling can be tough and sometimes you can feel like you are wasting your time. But there are actually some key things that you can do to make your cold calling efforts easier and more successful.

We will outline those in this slide deck "How to Build a Cold Calling Campaign that Generates Leads".

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How to Build Cold Calling Campaigns that Generate Leads

  1. 1. How to Build Cold Calling Campaigns that Generate Leads Michael Halper Founder and CEO SalesScripter
  2. 2. Level Set
  3. 3. Lead Generation Tools • Phone Prospecting • Email • Professional Networking • Social Media • SEO • PPC • Direct Mail
  4. 4. Build a Picture of the Ideal Prospect
  5. 5. Industry Size of Company (Employees / Revenue) Location Title / Position Department Financial Conditions Current Environment Conditions
  6. 6. Build a Target List
  7. 7. List Brokers LeadFerret - www.leadferret.com Hoovers LinkedIn
  8. 8. Identify the Product You Want to Sell
  9. 9. Product Service Engagement Feature Event Marketing Item
  10. 10. Identify the Goal
  11. 11. Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Early Sales Process Steps
  12. 12. Build a Good Sales Message
  13. 13. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  14. 14. How to Be a Consultative Salesperson https://salesscripter.com/what-is-consultative- selling-and-how-to-be-a-consultative-salesperson/ More info on Consultative Selling
  15. 15. Build a Script
  16. 16. How to Build a Cold Call Script that Works https://salesscripter.com/how-to-build-a-sales- call-script/ More Info on Building a Script
  17. 17. Create Email Templates
  18. 18. How to Create Email Templates that Save Time and Boost Sales https://salesscripter.com/how-to-create-email- templates-that-save-time-and-boost-sales/ More Info on Email Templates
  19. 19. Write Responses for Objections
  20. 20. • I am busy right now. • What is this in regards to? • Is this a sales call? • I am not interested. • Just send me some information. • We already use somebody for that. • We are not looking to make any changes right now. • We do not have budget/money to spend. • Call me back in X months.
  21. 21. Sales Objection Rebuttals that Defuse Common Sales Objections https://salesscripter.com/sales-objection- rebuttals-that-defuse-common-sales-objections/ More info on objection handling:
  22. 22. Use Some Sort of Call Cadence
  23. 23. Be an Inch Wide and a Mile Deep Not a Mile Wide and an Inch Deep Mile Wide Mile Deep
  24. 24. Hit the Prospects from Different Angles Pre-Call Email Call Voicemail Voicemail Follow-Up Email Call Call Call Pre-Call Email Call Call Voicemail Voicemail Follow-Up Email Call Call Call Voicemail Voicemail Follow-Up Email CallCall Pre-Call Email Call Call Voicemail Follow-Up Email Voicemail
  25. 25. CXO (CIO, CFO, CEO, COO) VP of [department] (IT, HR, Finance, etc.) Director of [department] Manager of [department] User/front-line worker Vertical Movement Organizational Movement
  26. 26. Organizational Movement CEO/Owner Marketing Sales Finance IT Operations HR Horizontal Movement
  27. 27. CEO HR VP of HR Director of HR HR Manager HR Specialist Finance CFO (Chief Financial Officer) VP of Finance Director of Finance Finance Manager Accountant Marketing CMO (Chief Marketing Officer) VP of Marketing Director of Marketing Marketing Manager, Marcomm Manager, Product Manager Sales VP of Sales Director of Sales Sales Manager Sales Rep, Account Manager IT CIO (Chief Information Officer) VP of IT Director of IT IT Manager Engineer Operations COO (Chief Operations Officer VP of Operations Director of Operations Operations Manager Engineer Organizational Movement
  28. 28. How to Get Prospects to Answer the Phone When Cold Calling https://salesscripter.com/how-to-get-prospects-to- answer-the-phone-when-cold-calling/ / More info on call cadence:
  29. 29. Run a Cold Email Campaign in Parallel
  30. 30. Please Like Comment Share Subscribe Thank You!!!
  31. 31. SMART Sales System S M A R T ales essaging nd esponse actics
  32. 32. SMART Sales System Sales Methodology Software Platform Professional Services
  33. 33. SMART Sales System Sales Methodology Software Platform Professional Services
  34. 34. 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
  35. 35. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation
  36. 36. 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
  37. 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
  38. 38. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @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.

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