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How to Get Your Foot in the Door of New Accounts

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Getting your foot in the door of new accounts is the most difficult step of the sales process. In this webinar recording and slide deck we provide a process for how to do that. You can watch the video fo this presentation on our blog or youtube channel here https://salesscripter.com/how-to-get-your-foot-in-the-door-of-new-accounts/

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How to Get Your Foot in the Door of New Accounts

  1. 1. How to Get Your Foot in the Door of New Accounts
  2. 2. Level Set
  3. 3. 1. Identify the product you want to lead with 2. Identify the target buyer type 3. Build your message 4. Find contacts 5. Send emails 6. Make calls
  4. 4. What do you want to lead with? Products Services Features Product Groups Events Sales Process Step Everything
  5. 5. 1. Identify the product you want to lead with 2. Identify the target buyer type 3. Build your message 4. Find contacts 5. Send emails 6. Make calls
  6. 6. Broad Buyer Categories Businesses Individuals Families Retirees Homeowners College grads
  7. 7. Size Small Businesses Large Corporations Multinational Corporations High net-worth individuals Low income families Revenue between $1 million and $10 million Employee count between 1,000 and 10,000
  8. 8. Industry Construction companies Retail businesses Manufacturers Healthcare Government agencies (Local, State, Federal) Education
  9. 9. Department Finance IT Operations Human Resources Sales Marketing
  10. 10. Title C-Level VP Director Manager
  11. 11. 1. Identify the product you want to lead with 2. Identify the target buyer type 3. Build your message 4. Find contacts 5. Send emails 6. Make calls
  12. 12. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain Points) Questions probing for problems (Pain Questions) Customer examples (Name Drop) Features, Differentiation, ROI, bragging points, etc. (Product / Company) Goal: Starting conversation (close for next step)
  13. 13. Product Target Value Pain Points Pain Questions Name DropProduct Details Company Facts
  14. 14. [Product] [Target] [Value] [Pain Points] [Pain Questions] [Name Drop][Product Details] [Company Facts] Building Blocks
  15. 15. 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:
  16. 16. [Value] [Pain Points] [Pain Questions] [Name Drop] [Product Details] Email Messages [Last Attempt]
  17. 17. [Value 1] [Pain Points 1] [Value 2] [Name Drop] [Pain Point 2] Email Messages [Product] [Value 3] [Pain Point 3] [Name Drop 2]
  18. 18. How to Do Cold Emailing https://salesscripter.com/how-to-do-cold-emailing/ More info on creating your cold emails:
  19. 19. [Value] [Pain Points] [Pain Questions] [Name Drop] [Product Details] [Company Facts] Call Script
  20. 20. How to Make Cold Calling Easy https://salesscripter.com/how-to-make-cold- calling-easy/ More info on creating your call script and cold calling:
  21. 21. 1. Identify the product you want to lead with 2. Identify the target buyer type 3. Build your message 4. Find contacts 5. Send emails 6. Make calls
  22. 22. 1. Purchase a list / contacts 2. Mine existing CRM data 3. Company website 4. Main switchboard / gatekeeper 5. LinkedIn
  23. 23. Getting Email Addresses [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
  24. 24. Email Guesser
  25. 25. 1. Identify the product you want to lead with 2. Identify the target buyer type 3. Build your message 4. Find contacts 5. Send emails 6. Make calls
  26. 26. Automate
  27. 27. Track Email Opens and Clicks
  28. 28. 1. Identify the product you want to lead with 2. Identify the target buyer type 3. Build your message 4. Find contacts 5. Send emails 6. Make calls
  29. 29. Lead Scoring
  30. 30. [Value] [Pain Points] [Name Drop] [Product Details] [Company Facts] Voicemail Messages
  31. 31. [Value] [Pain Points] [Name Drop] [Product Details] [Company Facts] Voicemail Follow-Up Email Messages
  32. 32. How to Effectively Use Voicemail as a Sales Prospecting Tool https://salesscripter.com/portfolio-items/sales- prospecting-module-10-how-to-deal-with-voicemail- when-prospecting/ More info on how to best use voicemail:
  33. 33. Use Some Sort of Call Cadence
  34. 34. Be an Inch Wide and a Mile Deep Not a Mile Wide and an Inch Deep Mile Wide Mile Deep
  35. 35. Hit the Prospects from Different Angles Cold Email Call Voicemail Voicemail Follow-Up Email Call Call Call Cold Email Call Call Voicemail Voicemail Follow-Up Email Call Cold Email Call Voicemail Voicemail Follow-Up Email CallCall Cold Email Call Call Voicemail Follow-Up Email Voicemail
  36. 36. 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
  37. 37. Organizational Movement CEO/Owner Marketing Sales Finance IT Operations HR Horizontal Movement
  38. 38. 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
  39. 39. • 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.
  40. 40. Sales Objection Rebuttals that Defuse Common Sales Objections https://salesscripter.com/sales-objection- rebuttals-that-defuse-common-sales-objections/ More info on how to get around objections:
  41. 41. How to Consistently Get Around Gatekeepers When B2B Cold Calling https://salesscripter.com/how-to-consistently-get- around-gatekeepers-when-b2b-cold-calling/ More info on how to get around gatekeepers:
  42. 42. Summary Have a good message Hit the prospect many times in many ways Automate your efforts Track and collect data Make targeted calls Use a call cadence and organizational movement Prepare for objections Prepare for gatekeepers
  43. 43. Please Like Comment Share Subscribe Thank You!!!
  44. 44. SMART Sales System S M A R T ales essaging nd esponse actics
  45. 45. Cold Calling Objections Gatekeepers Sales Messaging Voicemail Qualifying Closing Sales Process Rapport Building Interest Cold Emailing Setting Appointments Building Credibility Call Cadence Methodology Salesperson Manager Cold Calling Scripts Objection Responses Key Questions Marketing Tools Voicemail Scripts Meeting Scripts Email Templates Software Platform CRM Email Automation Resources and Services Books Training Videos One-on-One Coaching Sales Consulting Live Sales Training Completely Aligned 2 Part System
  46. 46. Cold Calling Objections Gatekeepers Sales Messaging Voicemail Qualifying Closing Sales Process Rapport Building Interest Cold Emailing Setting Appointments Building Credibility Call Cadence Methodology Salesperson Manager Cold Calling Scripts Objection Responses Key Questions Marketing Tools Voicemail Scripts Meeting Scripts Email Templates Software Platform CRM Email Automation Resources and Services Books Training Videos One-on-One Coaching Sales Consulting Live Sales Training Completely Aligned Only Use the Methodology
  47. 47. Cold Calling Objections Gatekeepers Sales Messaging Voicemail Qualifying Closing Sales Process Rapport Building Interest Cold Emailing Setting Appointments Building Credibility Call Cadence Methodology Salesperson Manager Cold Calling Scripts Objection Responses Key Questions Marketing Tools Voicemail Scripts Meeting Scripts Email Templates Software Platform CRM Email Automation Resources and Services Books Training Videos One-on-One Coaching Sales Consulting Live Sales Training Completely Aligned Only Use the Software
  48. 48. 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
  49. 49. 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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