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How to generate leads without making cold calls

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Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this.

To see a demonstration of this process, join us on our next webinar “How to Generate Leads Without Making a Cold Call”. We will go through this process step-by-step and you can take whatever you want from what we show you.

And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.

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How to generate leads without making cold calls

  1. 1. How to Generate Leads Without Making Cold Calls Michael Halper Founder and CEO SalesScripter
  2. 2. Networking Email Phone Website / SEO Email Marketing PPC Content Marketing Sales Prospecting Marketing How to Be an Awesome Networker - YouTube Build Email Drip Campaigns that Convert Sales - YouTube How to Build a Cold Call Script that Works - YouTube
  3. 3. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  4. 4. Some Examples of a Not So Great Sales Pitch
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  10. 10. Hey Michael, I hope you’re doing well today. I’ll keep this short and to the point: we recently launched [product name] after three years of development. It's a total game changer. Basically, [product name] uses [product explanation]. It's a self-service platform unlike anything you may have seen. The kicker is that our service is inexpensive and fast. Do you have time this week for a quick call or demo to discuss how we could help you? or can you tell me who I should speak with? Best, [contact name]
  11. 11. Benefits Product Selling Product Company Features Functionality What we say when talking with prospects Very inward focused – me, my product, my company • Foundation of knowledge • Focus of training • Wealth of experience • Where we have interest • What leads to us getting paid • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations It is what we are trained to do
  12. 12. Interest Consultative SellingValue Pain Qualify Credibility Objections Prospect Focused What we say when talking with prospects • Get outside your comfort zone • Identify how you help • Focus on the problems that you solve • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations
  13. 13. Building Your Sales Pitch Your Product 1. Gym Membership Features 1. Weights 2. Exercise equipment 3. Classes 4. Pool 5. Sauna Product
  14. 14. Building Your Sales Pitch The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses Product Value Your Product 1. Gym Membership Features 1. Weights 2. Exercise equipment 3. Classes 4. Pool 5. Sauna
  15. 15. Building Your Sales Pitch The Pain You Resolve 1. Can be difficult to lose weight 2. Not as healthy as they should be 3. Don’t have self confidence 4. A lot of stress in daily life 5. Often tired and fatigued 6. Spending too much on medical expenses Product Value Pain The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses
  16. 16. Building Your Sales Pitch Questions Should Ask 1. How important is it for you to lose weight or get in better shape? 2. How much of a priority is it for you to get healthier or live a healthier lifestyle? 3. How do you feel about your level of self- confidence? 4. On a scale from 1 to 10, how stressful do you think your daily life is? Product Value Pain Qualify The Pain You Resolve 1. Can be difficult to lose weight 2. Not as healthy as they should be 3. Don’t have self-confidence 4. A lot of stress in daily life 5. Often tired and fatigued 6. Spending too much on medical expenses
  17. 17. Building Your Sales Pitch Product Value Pain Qualify Building Interest Points 1. ROI 2. Differentiation 3. Product details 4. Benefits 5. Company Facts 6. Customer Example Interest The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses
  18. 18. Building Your Sales Pitch Product Value Pain Qualify Name Drop Example 1. A mid 30s woman joined our club about a year ago. 2. She got involved in our workout classes and also ended up changing her diet at the same time. 3. After 3 months, she lost 20 pounds and since then has lost 40 pounds, she actually is in some new serious relationship, and says that overall she has transformed her life and is happier than ever. Interest Credibility The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses
  19. 19. Building Your Sales Pitch Product Value Pain Qualify Objections Objection Responses 1. Lose weight 2. Not as healthy as they should be 3. How do you feel about your level of self-confidence? 4. Differentiation 5. After 3 months, a member lost 20 pounds and in a year lost 40 pounds Interest Credibility Value Offered Pain Resolved Questions You Should Ask Building Interest Points Name Drop Statement
  20. 20. Building Your Email Messages
  21. 21. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  22. 22. Use Brevity
  23. 23. Try to avoid sounding like a salesperson that is trying to sell something.
  24. 24. Don’t create emails that look like mass emails.
  25. 25. Focus on the Immediate Goal Stage GoalsInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule the Appointment
  26. 26. Use a Multi-Touch Mindset
  27. 27. Educate the Prospect
  28. 28. Demonstration
  29. 29. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  30. 30. What is an Email Thread? Value Message Email #1 Pain Message Email #2 Delay (1 or 2 weeks) Name Drop Message Email #3 Delay (1 or 2 weeks) Qualify Message Email #4 Delay (1 or 2 weeks) Product Message Email #5 Delay (1 or 2 weeks) Last Attempt Message Email #6 Delay (1 or 2 weeks)
  31. 31. Demonstration
  32. 32. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  33. 33. What Makes this Possibly Work • A good pitch with the right benefits and pain points • Not sounding like a salesperson • Persistence through multiple messages • Power in numbers
  34. 34. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  35. 35. How to Guess an Email Address [First Name]_[Last Name]@websiteaddress.com [First Name].[Last Name]@websiteaddress.com [First Name]@websiteaddress.com [Last Name]@websiteaddress.com [First letter on first name][Last Name]@websiteaddress.com [First Name][First letter of Last Name]@websiteaddress.com [First Name][Last Name]@websiteaddress.com [Last Name][First Name]@websiteaddress.com [Last Name].[First Name]@websiteaddress.com [Last Name]_[First Name]@websiteaddress.com First Name]-[Last Name]@websiteaddress.com [First letter on first name]-[Last Name]@websiteaddress.com First Name]-[First letter of Last Name]@websiteaddress.com [First letter on first name].[Last Name]@websiteaddress.com First Name].[First letter of Last Name]@websiteaddress.com [First letter on first name]_[Last Name]@websiteaddress.com First Name]_[First letter of Last Name]@websiteaddress.com
  36. 36. Demonstration
  37. 37. Building a Good Sales Pitch Creating Good Emails Creating Email Threads What Makes this Possibly Work Getting Email Addresses Adding Phone Calls
  38. 38. Demonstration
  39. 39. Our Next Webinar How to Outsource Your Cold Calling to Work-at-Home Agents • February 8, 2017 • 1PM to 2PM CST • https://salesscripter.com/event/how-to-outsource-your-cold-calling-to-work- at-home-agents/
  40. 40. SMART Sales System S M A R T ales essaging nd esponse actics
  41. 41. SMART Sales System Sales Methodology Software Platform Professional Services
  42. 42. SMART Sales System Sales Methodology Software Platform Professional Services
  43. 43. 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
  44. 44. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
  45. 45. 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
  46. 46. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

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