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.

1. How to Generate Leads Without
Making Cold Calls
Michael Halper
Founder and CEO
SalesScripter

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. Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls

4. Some Examples of a Not So Great Sales
Pitch

5. Thanks for connecting. A lot of new things are going on with my
company and I would like to share them with you in the near future.
We help business owners acquire financial freedom in their business
through coaching, training and personal development. I welcome the
opportunity to work with you.

6. Hi Michael,
XXX specializes in accounting and financial services at affordable
rates.
We have experienced CPAs, and staff to handle all your bookkeeping,
financial and tax needs.
We offer per hour as well as dedicated outsource staff at a lower
payroll cost then any in-house staff.
Take advantage of our current 30% off any service, ends July 30,
Book keeping rates start at $15/hr(after discount).
Free trial, if you are not satisfied after 10hours of work, then you don't
pay.
Call us at XXXXXXXXXX

7. Hey,
I would like to introduce myself as a part of XXXX - A leader in data
driven marketing solutions. If you're looking to acquire new customers
or launch a new product or expanding your target market, you can gain
access to all relevant databases from our repository of more than 32
million datasets worldwide.
Do, let me know a good time to connect over the Phone and Email to
discuss further strategies for your business.
We also provide Integrated Marketing Solutions like:
SEO (Search Engine Optimization)
Digital Marketing
Email Marketing
Web Development
Email Appending
Data Provisioning
360 Degree Profiling
Email Verification & validation
Multichannel Prospect Lists
HTML Design/Creative Services

8. I hope everything is going great and thank you for connecting with me! I
wanted to reach out and ask how you are handling your payroll and HR
for your company? I am sure you have everything taken care of, but if
there is any opportunity for myself and XXXXXX to earn your business,
I would love to talk with you about what myself and XXXXXXX has to
offer a business your size.
I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best
way to reach you? I look forward to hearing from you!

9. Hi Michael ,
On behalf of my team at XXXXXXXX, it would be a pleasure if you
would allow us to help you expand the reach of your business through
multi-channel marketing such as;
- Appointment Setting
- Telemarketing / Voice Campaign
- Email and Social Media Marketing
- Database Services with some value-added services.
If you would like to know more about our services, as well as pricing
and how our services work, drop us a message with your number to
reach you best or book an appointment online;

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. 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. 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. Building Your Sales Pitch
Your Product
1. Gym Membership
Features
1. Weights
2. Exercise equipment
3. Classes
4. Pool
5. Sauna
Product

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. 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. 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. 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. 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. 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. Building Your Email Messages

21. Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls

22. Use Brevity

23. Try to avoid sounding like a salesperson
that is trying to sell something.

24. Don’t create emails that look like mass
emails.

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. Use a Multi-Touch Mindset

27. Educate the Prospect

28. Demonstration

29. Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls

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. Demonstration

32. Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls

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. Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls

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. Demonstration

37. Building a Good Sales Pitch
Creating Good Emails
Creating Email Threads
What Makes this Possibly Work
Getting Email Addresses
Adding Phone Calls

38. Demonstration

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. SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics

41. SMART Sales System
Sales Methodology Software Platform Professional Services

42. SMART Sales System
Sales Methodology Software Platform Professional Services

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. 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. 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. Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter