Keys To Cold Calling
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Transcript of Keys To Cold Calling
- Free Webinar: 4 Steps to Win Sales through Cold Calling http:
//tinyurl . com/ccayza Psychology of Cold Calling
- Caller Reluctance is Natural
- Warm Referral v. Cold Contact
- Expect a Conditioned Resistance
- Psychology of Cold Calling
- Typically only 5% of your target market is actively looking at any given time
- Optimize Your Time with a Plan Low Priority Low Urgency Low Priority Low Urgency High Priority Low Urgency High Priority High Urgency Priority Urgency Cold Calling is here Free Webinar: 4 Steps to Win Sales through Cold Calling http: //tinyurl . com/ccayza
- Property of Turnkey Meeting - Confidential Optimize Your Time
with a Plan
- Plan Calling Time Effectively:
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- Before 9AM & After 5:00PM (may avoid Gate Keeper)
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- Friday afternoons
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- Avoid Monday Mornings
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- Preparation should be done the day before
- Block Out Specific Times & Targets to Call
- Have a Tracking System
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- Send emails after calling : Top of the pile
- Optimize Your Time with a Plan Planned and consistent hunting will optimize your sales cycles You will actually WARM your prospect list as you go along. Eventually, calling your targets will seem natural, like you know them, their organizations, and their admins Free Webinar: 4 Steps to Win Sales through Cold Calling http://tinyurl.com/ccayza
- Property of Turnkey Meeting - Confidential Prepare for Your
Prospects
- Know the specifics about who you are targeting (reference your playbook)
- COOs; Director of Supply Chain Management; Director of Logistics
- CFOs; Directors of IS
- Transportation; Shipping; Manufacturing; Heavy Equipment
- US - Northeast
- $20MM+
- Does not outsource fleets
- Fleets greater than 50
- Prepare for Your Prospects
- Research relevant information:
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- New regulations
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- Law suits
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- Threats in the Industry
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- Competitors
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- Strategic Initiatives
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- Mergers/ Acquisitions
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- Mentally Prepare for Success Free Webinar: 4 Steps to Win Sales through Cold Calling http: //tinyurl . com/ccayza
- Set Goals & Measure
- Track Calls
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- Number of Attempts
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- Number of Live Conversations
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- Number of Voicemails
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- Number Blocked
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- Number of Meetings Set
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- Calculate Time to Achieve Your Goals
- Mary at ABC seems to be in her office in the mornings
- Joes admin at XYZ is out on Fridays
- Expect Success
- Track your message effectiveness : treat failure as a guide