COLD CALLING TIPS AND MILLION DOLLAR SALES PROSPECTING SECRETS

Ken Krogue & Grant Cardone

Definitions: Cold Calls… Warm Calls… Hot Calls…

Grant

Definitions: Cold Calling… Warm Calling… Hot Calling…

Ken

SOCIAL SELLING

CURRENCY

h"p://bit.ly/No1SocialCurrency  

THE POWER OF ‘COLD CALLING’

KEYWORDS

COLD CALLING VS

WARM CALLING

DEFINITION

INSIDE SALES Professional Sales

Done Remotely

2.00$2.25$2.50$2.75$3.00$3.25$3.50$3.75$

2008$ 2009$ 2010$ 2011$ 2012$

Millions'

Outside$Sales$Inside$Sales$

Source:  2009  infoUSA/MIT  Study  

15x

2009 / 2013 MARKET STUDY

MOVE THE LEVERS…

THE COLD CALLING LEVERS 1.  More Calls 2.  Better Calls 3.  Faster Calls 4.  Persistent Calls 5.  Specialized Calls 6.  Complex Calls 7.  Simulated Face-to-Face

SPECIALIZATION

Generalist

Sales Support

Lead Gen Closer

Inbound Outbound Segments

TRANSACTION VS COMPLEX CALLS

# Quantity

% Quality

Transactional (small business)

Relational (enterprise)

SIMULATE FACE 2 FACE

TOP CHALLENGES Sales Rep

71%

55%

45% 43% 38%

Accessing a Decision Maker

Leads Manager Calendar Events

Motivation Lack of Product Knowledge

Rep

7 CONTACT METHODS 1.  Immediacy 2.  Persistence 3.  Time of Day 4.  Day of Week 5.  Optimal 6.  Direct Dial 7.  Caller ID

CONTACT METHOD #1

Immediacy

100x Contacts 21x Qualify 39:22 Hours

DECAY & DELAY

0%

10%

20%

30%

40%

50%

60%

70%

0 1 2 3 4

Show Rate Qualify Rate Close Rate

63%

38%

7%

52%

33%

7%

48%

31%

3%

32%

18%

3%

28%

9%

0%The Downside of

Specialization

CONTACT METHOD #2

Persistence

1.5 attempts

CONTACT METHOD #3

Time of Day

147%

49

CONTACT METHOD #4

Day of Week

49%

50

CONTACT METHOD #5

Optimal

10am to 2pm

FranklinCovey – 3:30pm next day

51

CONTACT METHOD #6

Direct Dial

Rep Avg Meetings/mnth % Direct Numbers

1 11 51%

2 13 45%

3 20 76%

4 22 74%

5 29 87%

6 33 97.6%

51

CONTACT METHOD #7

Caller - ID

52

57.8%More Likely toAnswer PhoneFrom a Local Number

TollToll FreeBlocked

BEST

WORST

LEAD GEN MEDIA

62

SOCIAL SELLING BONUS #1

DOWNLOADS

BLOG FORMS SLIDESHARE.NET

(PRO)

SOCIAL SELLING BONUS #2

JOB POSTINGS

LINKEDIN MONSTER

CAREERBUILDER CLASSIFIEDS

SOCIAL SELLING BONUS #3

REVERSE

CUSTOMER REFERRALS

#1 SAE

SOCIAL SELLING BONUS #4

JOB CHANGE ALERTS

WITH LINKEDIN

& IFTTT

PHONE ATTITUDE 1.  Believe you can sell anyone 2.  Believe your product is worth 10X 3.  Willing to call back until 4.  KNOW your pitch 5.  Have a big claim that can be validated 6.  Everything to gain nothing to lose 7.  Believe you are lowest price/best value 8.  Treat everyone respectfully 9.  Never depend on one call

WARM CALL DEFINED Warm calling refers to calling a prospect with whom you’ve had some prior connection between yourself and the prospect. Warm calls could come from: •  Industry events •  Previous sales call •  Referral •  Appointment •  Internet lead •  LinkedIn •  Response to an ad “Obscurity  is  the  single  biggest  threat  to  your  business  –  get  everywhere!”  -­‐  Grant  Cardone  

WARM CALL WARNING

“If you are in any doubt about the temperature of the call you are best to treat it as cold and start over.” Grant Cardone

STRUCTURE OF CALL

1.   Intention or Purpose 2.   Big Claim 3.   Pricing 4.   What is the problem 5.   Close

PARTS OF THE CALL

1.  Greeting (one name only) 2.  Reason you are calling and Big Claim 3.  Qualify the lead

a.  Recurring problem b.  Magic problem c.  Money question d.  Decision makers

4.  Appointment 5.  Close

“Grant  Cardone’s  materials  changed  my  perspecGve  and  my  rouGne.”  -­‐  James  Garlin  

NAIL THE FIRST 20 SECONDS

1.  Who are you 2.  WIIFM 3.  Why are you calling them 4.  Where did you get their name 5.  What’s in it for the buyer 6.  Check the trust

ADVANCED TIPS

Do I have your attention?

ADVANCED TIPS

Texting the client during the call will increase your chances of getting an appointment by 500%.

33%  execs  say  they  are  sGll  referencing  informaGon  from  their  mobile  devices    when  a  purchase  decision  needs  to  be  made.  (Forbes)  

SECONDARY PURPOSES OF THE COLD CALL

1.  Identify decision makers 2.  Identify influencers 3.  Determine what is needed 4.  Create interest 5.  Get an appointment 6.  Get contact information for follow up 7.  Move from cold to warm 8.  Add to your pipeline

QUESTIONS?

Linkedin.com/in/KenKrogue @KenKrogue KenKrogue.com

Forbes.com/sites/KenKrogue

Linkedin.com/in/GrantCardone @GrantCardone

GrantCardone.com

Entrepreneur.com/author/GrantCardone