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.
You have to make the calls.
Need to build your sales – get a list, a phone and start making calls
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?
Get you in doors
Get new clients
Get dollars coming in
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.
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
18-25 calls an hour
Gatekeeper, voice mail, got through – track these.
Where do you start:
10 calls a day will get you started