Cold CallingBest Practices

Learning Objectives

To learn and utilize a proven cold-calling structure to success

To practice and sharpen our cold-calling skills

MAKE CALL Process

Express Thanks

Make a Short Intro

Ask for the Decision Maker

Key in on the Best Way to

Communicate

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MAKE CALL Process

Learn Pre-Meeting

Facts

Communicate a Short Intro

Ask QuestionsListen

Give Insights

Leverage Power

Statement & Ask for a Meeting

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Cold Calling Goals

What are THREE goals of yours when you are cold calling?

Phase 1: Gatekeeper

IDEAL STATE: Find the name of the Decision Maker before you call.

Phase 1: Gatekeeper

Group Question: What are the goals of a typical

gatekeeper?

MAKE a Short Intro

This should include…

Name

Company

Purpose

DO NOT try to be tricky

or hide your motivations for

calling!

Make a Short Intro

ASK for the DM

How do you typically ask for the decision maker?

Ask for the Decision Maker

KEY in on the Best Way to Communicate

Key in on the Best Way to

Communicate

PHONE? EMAIL? TEXT?

IN-PERSON?

WHAT TIMES?

EXPRESS Thanks

Be sincere, restate game plan if needed, and remember their name!

Express Thanks

Phase 2: Decision Maker

Group Question: What are the goals of a typical decision maker?

COMMUNICATE a Short Intro

Communicate a Short Intro

This should include…

Name

Company

Purpose

ASK Question; Listen; Give Insight

Ask QuestionsListen

Give Insights

1. Ask open-ended questions

2. Listen thoughtfully

3.Respond with an insight that allows prospect to see the opportunity (and listen

for buying signal!)

ASK Question; Listen; Give Insight

Ask QuestionsListen

Give Insights

Open-Ended Questions

Prepped Before-Hand

Leading…

ASK Question; Listen; Give Insight

Ask QuestionsListen

Give Insights

Listen Thoughtfully

It is a CONVERSATION

ASK Question; Listen; Give Insight

Ask QuestionsListen

Give Insights

Utilize a Prepared Insight

Should be relevant to question and response

Sets You as Consultant

Category, Company, Competition, Client, Consumer

LEVERAGE a Power Statement

Leverage Power

Statement & Ask for a Meeting

What is a POWER STATEMENT?

Tie it all together and close on appointment

LEVERAGE a Power Statement

Leverage Power

Statement & Ask for a MeetingNo more than 1-2

sentences.Don’t forget to ASK FOR THE MEETING

Learn Pre-Meeting Facts

Learn Pre-Meeting

FactsDon’t be afraid to follow up with

NECESSARY questions after a face to face meeting is agreed to.

Explain the WHY behind the questions.

Questions?