Does Cold Calling Still Work?

1. Does Cold Calling Still Work? Michael Halper Founder and CEO SalesScripter

2. Lead Generation Tools • Phone Prospecting • Email • Professional Networking • Social Media • SEO • PPC • Direct Mail Prepare Yourself for a Golf Metaphor

3. Driver 3 Wood 3 Iron 5 Iron 7 Iron 9 Iron Pitching Wedge Sand Wedge Putter Clubs in a Golf Bag SEO Content Marketing Social Media Marketing Email Marketing Pay-Per-Click Social Media Prospecting Events / Networking Email Prospecting Phone Prospecting Sales and Marketing Tools Distance Accuracy / Reach

4. A Normal Round of Golf Driver 13 3 Wood 2 3 Iron 2 5 Iron 4 7 Iron 4 9 Iron 8 Pitching Wedge 18 Sand Wedge 6 Putter 25 Total 82 Time 4 Hours Using Only a Putter Putter 500 Total 500 Time 8 Hours Never Using a Putter Driver 13 3 Wood 2 3 Iron 2 5 Iron 4 7 Iron 4 9 Iron 8 Pitching Wedge 88 Sand Wedge 6_ Total 152 Time 5 Hours

5. SEO Content Marketing Social Media Marketing Email Marketing Pay-Per-Click Social Media Prospecting Events / Networking Email Prospecting Phone Prospecting Sales and Marketing Tools Marketing Sales

6. SEO Content Marketing Social Media Marketing Email Marketing Pay-Per-Click Social Media Prospecting Events / Networking Email Prospecting Phone Prospecting Sales and Marketing Tools Build Email Drip Campaigns that Convert Sales Some Webinars Recordings How to Effectively Use Email as a Prospecting Tool How to Effectively Use LinkedIn as a Sales Prospecting Tool How to Be an Awesome Networker How to Build a Cold Call Script that Works

7. Prospects are extremely busy Tremendous competition / Gets a lot of sales calls Prospects are not in “buying mode” when we reach them Guard will be at a medium level Prospects do not answer their phone Prospects are putting gatekeepers in our way Challenges

8. Use a Multi-Touch Approach • Plan and expect to contact the prospect many times in many different ways – Calls – Emails – Voicemails – Voicemail follow-up emails • Don’t make conclusions based on responsiveness – Assuming prospect is not interested – Feeling like you are not doing a good job

9. How

10. Build a Powerful and Concise Pitch • Use very brief emails and voicemail messages • Educate the prospect on why they should talk with you in your voicemails and emails • Focus on: – Improvements you can make – Problems you help to fix – Ways that you differ – ROI you deliver

11. How to Build a Strong Sales Pitch that Will Increase Sales Results https://salesscripter.com/portfolio-items/video- intro/ Building a Powerful Sales Pitch Webinar:

13. Try to avoid sounding like a salesperson that is trying to sell something.

14. Product Selling • Talks about products • Talks about company • Tries to sell the product • Salesperson does most of the talking • Pitch centers around explanations and descriptions • Talks about the product to try to make the prospect interested Consultative Selling • Talks about making improvements for the prospect • Talks about helping to fix the prospect’s problems • Asks good questions • Prospect does most or equal amount of talking • Pitch centers around probing sales questions • Talks about benefits, problems, ROI, client examples to make prospect interested Sound more like a business person, a consultant, or an advisor.

15. What is Consultative Selling and How to be a Consultative Salesperson https://salesscripter.com/what-is-consultative- selling-and-how-to-be-a-consultative-salesperson/ Consultative Selling Webinar

17. Don’t Sell the Product, Sell the Meeting Stage GoalsInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule the Appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule the Presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)

18. I am not interested. We do not have budget right now. We aren’t looking at making any changes right now. We already use somebody for that. Call me back in X months.

19. How to Consistently Get Around Sales Objections Webinar Recording https://salesscripter.com/sales-training-webinar- how-to-consistently-get-around-sales-objections/ More info on objection handling:

21. Try to avoid sounding like a salesperson that is trying to sell something.

22. Defusing the Prospect’s Guard • Confirming availability with a pattern interrupt – Have I caught you in the middle of anything? • Performing a soft disqualify – I actually don't know if you need what our services provide. – I actually don't know if you are a good fit for what we provide. – I don't know if you are the right person to speak with. – I am not sure if we can help you in the same way that we help our other clients.

23. How to Perform the Perfect Takeaway https://salesscripter.com/portfolio-items/sales- prospecting-101-module-11-how-to-perform-the- perfect-takeaway// More info on performing a takeaway:

25. How

27. You can spend up to 50% of your time talking with with gatekeepers. Gatekeepers Voicemail Prospect

28. 1. Understand the gatekeeper 2. Prepare for objections 3. Treat like the prospect 4. Ask probing questions

29. How to Consistently Get Around Gatekeepers when B2B Cold Calling Webinar Recording https://salesscripter.com/how-to-consistently-get- around-gatekeepers-when-b2b-cold-calling/ Gatekeeper Webinar:

30. SMART Sales System S M A R T ales essaging nd esponse actics

31. SMART Sales System Sales Methodology Software Platform Professional Services

32. SMART Sales System Sales Methodology Software Platform Professional Services

33. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training

34. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation

35. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks

36. • By creating clarity for what to say and do, we will help you (your salespeople) to be SMART. • By asking good questions, you will appear SMART. • By appearing SMART, you will be able to make a better impression with the prospects you talk to. • Having more information will make you SMART and this will help you to make better decisions regarding what you do with your time and the prospects your pursue. • By making SMART decisions, you will be more able to use your time wiser and get the most out each day and week. • By being SMART, you will position yourself to sell more and your job will be easier and less stressful. SMART Sales System

37. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools

38. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

Does Cold Calling Still Work?

Does Cold Calling Still Work?

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Does Cold Calling Still Work?