1. “We are interested in others
when they are interested in
us.”
– Dale Carnegie
1st rule of Senator Club:
Introduce yourself to the person next to you.
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2. How to Make Cold Calls
Feel Warmer
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3. Where do great sales ideas
come from?
• Sold telephone services for MLM company
• Sold $25M+ tech companies for investment bank
• Sold two different products at two failed startups
• Sell legal software for tech company
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4. Here’s the Problem with Cold Calls
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5. They make you want to cry
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6. Because of our natural resistance
to strangers
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7. Thanks to operations like this
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8. So, now it’s your job to be
different
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9. Imagine the power of this skill
Customers
Investors
Partnerships
Employees
YOU
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10. Cold Call Fundamentals
Must Know Basics Before Picking Up the Phone
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11. Your attitude makes the biggest
difference
#1 Product your passionate about
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#2 Pursuit of sales mastery
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12. You have one goal on the call
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13. You have one objective
1.
2.
3.
4.
Schedule a call
Schedule a demo
Schedule an in-person meeting
Close a sale (does this still happen on cold calls?)
Choose ONE objective.
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14. Probability of Conversion
Do your research beforehand
Knowledge About Lead
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15. Tools for gathering information
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16. Block out specific time for calls
Data Gathering
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Cold Calls (1-3 hrs)
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17. Cold Call Scripts
Specific Strategies to Jump Start Your Cold Calls
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18. Breakdown of script
• Intro greeting (name, company)
• Reason for calling
• Qualifying (involved, need, current process)
• Ask
• Handle objections
• Ask again
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19. What they need to know now
• Who is this?
• Why are you calling me?
• How do I benefit / What do you do?
• What are you asking of me?
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20. Example of a bad script
Me: Hi John. My name is Ian Adams. I’m calling from Acme Company.
Are you looking to grow your business by 30% or more this year?
Prospect: What are you selling?
Me: We specialize in reducing companies marketing spend while
boosting conversions across 10 of the top social media sites. Does
that sound interesting to you?
Prospect: Yes.
Me: I can stop by to meet next week either Tuesday or
Wednesday, what time works best for you?
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21. Who is this?
Me: Hi John. This is Ian Adams. I’m calling from Acme
Company.
Me: Hey John. It’s Ian over at Acme Company. How are
you?
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22. Why are you calling me?
Me: Are you looking to grow your business by 30% or
more this year?
Me: I noticed a number of your ads on facebook and
twitter promoting X product, and felt you could really
boost your conversions by making just a few small
changes.
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23. How do I benefit/what do you do?
Me: We specialize in reducing companies marketing spend
while boosting conversions across 10 of the top social
media sites.
Me: We work with eCommerce companies like Harry’s to
manage their social media ad campaigns. In
fact, after only 1 month of working with Harry’s, for
every $1,000 they spend now, they get a 30%
increase in conversions.
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24. What are you asking of me?
Me: I can stop by to meet next week either Tuesday or
Wednesday, what time works best for you?
Me: I’d love to learn more about your ad campaigns John
and also share some ideas that have worked really
well for us. Can we find a 15 minute window next
week for a brief call?
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25. Example of a good script
Me: Hey John. It’s Ian over at Acme Company. How are you?
Prospect: I’m ok. What can I do for you Ian?
Me: I noticed a number of your ads on facebook and twitter promoting X
product, and felt you could really boost your conversions by
making just a few small changes.
Prospect: I’m sorry, what do you guys do?
Me: We work with eCommerce companies like Harry’s to manage their
social media ad campaigns. In fact, after only 1 month of working
with Harry’s, for every $1,000 they spend now, they get a 30%
increase in conversions.
Prospect: (thinking)
Me: I’d love to learn more about your ad campaigns John and also share
some ideas that have worked really well for us. Can we find a 15
minute window next week for a brief call?
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26. Your words are powerful
60%
94%
93%
• Excuse me, I have 5 pages. May I use the Xerox
machine?
• I have 5 pages. May I use the Xerox
machine, because I am in a rush?
• Excuse me, I have 5 pages. May I use the Xerox
machine because I have to make copies?
Source: Harvard psychologist, Ellen Langer’s study on the word “because.”
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27. Possible reasons for calling
should be about them
Referral
Press release
Product launch
News about operations
Invited to upcoming event
Congratulations on promotion
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28. Whatever you do, don’t do this
“You downloaded one of our whitepapers.”
“We work with Amazon.”
“We’re the market leader.”
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29. Make this strategy your own
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30. Give it time, stay focused
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31. Homework
• Assignment #1
– create a list of long shot leads
– call them to see what happens
– try 3 different scripts
• Assignment #2
– get cold called
– go to trulia.com fill out an form to be contacted by realtors and
mortgage companies
• Assignment #3
– sign up for trials, demos, newsletters
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32. BONUS MATERIALS
Cold call voicemails
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