TLG/002 – Targeted Lead Generation
Cold Calling with Coach Manny 
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Open the top of the funnel and get more leads today.
Subject: Cold Calling
It Does Work!
It is a numbers game.
100 calls – 4 hours.
10 Appointments
1 deal
Minimum
You have to make the calls.
Need to build your sales – get a list, a phone and start making calls
How To:
1/ Get best list
2/ Get a phone
3/ Build a script
4/ Know how to deal with gatekeepers
5/ Block out time
6/ Determine number of calls you are going to do
7/ Pump yourself up
8/ Go for the “no”
What can the technique do for you?
Move faster
Get you in doors
Get new clients
Get dollars coming in
Costs –
Maybe the list, then go.
Don’t ever believe cold calling is dead – it is alive, well and generating business
Consistency – cold calling is a numbers game.
Average: 100 calls, 10 appointments, 1 deal.
Sales Leaders – pick up the phone and make some calls with your team.
How them the way
Pump them up
Greatest enemy of cold calling is hesitation
How to make the calls:
Hi, this is Manny, just calling ——pain statement.
Gatekeepers.
Before 8AM and After 5PM
Become their friend.
Remember their name
Use their name
Use a name they will recognize and respect
Get them talking
Developing a good list:
Never sell up, always sell down.
Call the CEO
Let the CEO refer you – the CEO just told me to call you.
Use an outside firm to make the calls for you if you don’t want to!
Never send things – but you can drop them off
Expectations
18-25 calls an hour
Gatekeeper, voice mail, got through – track these.
Where do you start:
Start
10 calls a day will get you started
Connection Data:
Coach Manny – manny@mannynowak.com
www.coachmanny.com
856 358 4021
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