set more phone appointments in 2015: how to motivate your team (or yourself) to cold call...
TRANSCRIPT
Set More Phone Appointments in 2015: How to Motivate Your Team (or
Yourself) to Cold Call Successfully
Whatever your resolutions are, you want to connect with more good prospects and turn them into customers…
First, ask yourself:Do you view cold calling as an important tool in your biz-dev arsenal?(It’s fine if the answer is “no”—you shouldn’t waste time on tactics that won’t create leads for your business!)
But if the answer is “yes,” you’ve likely faced some of the following obstacles:● You perceive cold calling to be
difficult/annoying● You see cold calling as “beneath” you● You don’t want to spend hours every day
trapped in a cubicle making calls
Fact: Cold calling isn’t always easy or fun. But if you don’t call, your competitors will. And cold calling is a lot more effective when you do it consistently. Here’s why:
Start 2015 with a commitment to making a certain number of dials every day, week,
or month. Help each other (or push yourself) to meet your objectives. Aim for
consistency over frequency.
Wise Guys Tip
Cold Calling Guidelines:● 3-7 dial attempts = 1 completed call● 8-10 completed calls = 1
appointment● Expect 2-4 completed calls per hour
Be ambitious... but be realistic. Set expectations for success. Don’t let short-
term failure derail your medium- and long-term goals.
Wise Guys Tip
Fact:If you use the right tactics, you can set a lot of appointments on the phone.For example, if you…
Call List Tips:● Call prospects who resemble your clients● Call groups of similar prospects to make your calls
faster, and to focus on shared challenges● Cull your list frequently to ensure it only includes good
prospects● 40-40-20 Rule: 40% of prospecting success comes
from your list, 40% from your offer, and 20% from “creative” (words, tone, etc.)
Pre-Call Planning Tips:● Don’t waste time researching individual
companies● Profile your prospects according to categories● Aim to set appointments with lots of prospects,
not specific prospects● Prepare to accept “no” and move on to the next
good prospect
Tips for When You’re on the Phone:● Focus on your prospect’s challenges and
priorities● Ask questions to get your prospect talking,
and to overcome initial resistance● Sell the benefits of a meeting, not your
product
Double Handshake:“Hello, I’m [NAME]. We haven’t met, but do
you have a moment to speak with me?”“No problem, is there a better time we can
talk today?”
Steer the conversation with questions:“If changing your approach isn’t a top priority right now, what are your top priorities?”
“It sounds like your process is firing on all cylinders! Are there things about your process you wish were better?”
“Wow, I don’t hear that very often. Can you share some of the details of what you’re doing so I can understand what’s working so well (and maybe use it for myself!)?”
“It sounds like things are going pretty well. Are you ever concerned about [INSERT COMMON PROBLEM]?”
“I hear that a lot. What’s the one thing you would change about your process if you could?”
“Boomerang” Message:“Hi [prospect’s first name]. This is [your name], and
you and I have not met. I’m calling regarding [competitor company]. Once again, this is [your name].
My phone number is [phone number]. Again, that’s [phone number]. I look forward to speaking with you.”
To practice for these and other scenarios and to hone your
skills, role play regularly.
Wise Guys Tip
Role Playing Tips:● Practice a range of different scenarios● Review recent real-world challenges● Take turns playing the prospect role● Play the “fly on the wall” role● Offer positive feedback before, and more
frequently than, negative feedback
● Cold call consistently● Set realistic expectations for success● Learn and use tactics that lead to more appointments
○ use a good list○ master efficient pre-call planning○ ask questions○ focus on your prospect
● Role play to discuss challenges and improve your skills
Or will you cold call your way to a more successful 2015 by committing
to:
Set More Phone Appointments in 2015: How to Motivate Your Team (or
Yourself) to Cold Call Successfully
© Business Wise Inc. 2015
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