002

posted in: TLG | 0

TLG/002 – Targeted Lead Generation

Cold Calling with Coach Manny 0006

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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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