Category: cold calling tips

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Cold Calling Tactics in a WFH World with Mark Hunter #382

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Cold Calling Tactics in a WFH World with Mark Hunter #382

What’s the future of sales look like in a Work From Home (WFH) world? What happens when your prospect is not in the office, not answering their desk phone, rarely on LinkedIn and not responding to email?  What’s a salesperson to do?  In this episode returning guest Mark Hunter shares cold calling tactics in a WFH world. He gives practical advice on cold calling, leaving voicemails and how to follow up with an email. If you feel like your prospecting is in neutral,  this is the episode for you.

Cold Calling is Not Dead

A year ago when everyone was working at home it was easy to get someone on the phone. But now a year later, it’s turned a  360. Nevertheless, there are limits to what social media can do to warm up a cold call.

One cold calling tactic Mark recommends is to no hesitate calling their cell phone. If they’ve given it to you (like on a business card), you have permission to call. The trick is to make sure your call HAS VALUE!

Leave voice mails, with each voice mail sharing little more about the benefits your solutions can provide.  Be very specific when prospecting. Know your niche, know the EXACT title and role of your ideal prospect.

Lead with a question, when every you engage, either in person, on the phone, via email or social media. Make it easy for them to respond and for you to discover if they are qualified,

How To Find Mark Hunter

You can find Mark all over the internet sharing cold calling tactics.

Use this link to get the  14 Things Great Salespeople Do:   https://thesaleshunter.com/14-things-great-salespeople-do-ebook/

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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The Art Of The One Call Close with Freddy Freundlich #349

Freddy Freundlich

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The Art Of The One Call Close with Freddy Freundlich #349

Freddy FreundlichOur guest today is Freddy Freundlich. Freddy is a one-call closer and author of the soon to be released in 2021  book, “The Art of the One Call Close – A sale of five or five million, learn how to walk in and walk out with the real deal!”.  In this episode Freddy and I chat about how all sellers aspire to close a deal immediately, but other than small ticket items, the vast majority sales professionals don’t. Freddy’s  unique methodology teaches how to get deals on the spot, or the very least getting that much closer to a real deal.

What is a One Call Close?

What’s the definition of the One Call Close?  It’s when you attend a sales call and leave the meeting with a signed deal. Despite what most think,  big things can be closed in one call. The meeting maybe hours long, but it’s possible.

With Freddy’s process, he believes anyone can speed up the sales cycle. Think about the easy conversations you have in real life. In those situations you’re not trying to sell someone. You don’t have fear. Instead: 

    • Be real when you meet with sellers.
    • Don’t accept maybe’s, but be OK with No’s and of course Yes’s
    • It’s OK to get a qualified “no”
    • Believe that every conversation has the opportunity for good.
    • If you have enough conversations you  will meet qualified buyers who agree to buy.
    • Do your homework and  make sure you have all the decision makers. Make sure you have enough  time allocated to have the buyer fully vet the purchasing decision.

Three Steps Once You’re in the Door

According to Freddy use these simple three steps that focus on the buyer. Keep in mind that you’re not selling to a company, you’re always selling to a person. At the one call close ….

    1. Open – Don’t break the ice when you first meet. Go right to the meat of the meeting.  Find the “prospects powerpoint” –  It’s either a burning desire or painful pain-point
    2. Middle – Once you understand the powerpoint, you can bridge your solution to solve their powerpoint. Get a commitment the solution is a fit.
    3. Close – Ask the question, “if I could ensure you could get a good night’s sleep from here on out would you be willing to commit today?” 

If you sell this way, you will make a friend for life and a loyal client. The close is the easiest part of the sale using Freddy’s process.

How To Find Freddy Freundlich

You can contact Freddy with the links below and find his book on Amazon.

This is the Book: The Art of the One Call Close

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes Closing Sales Tips

Let’s keep the babble going. Listen here for past episodes on closing deals.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Cold Calling is Not a Numbers Game with David Walter #346

david walter

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Cold Calling is Not a Numbers Game with David Walter #346

david walterIn this interview we meet David Walter, author of the new book; “The Million Dollar Rebuttal and Stratospheric Lead Generation Secrets: Cold Calling is NOT a Numbers Game!”.  Today David reveals B2B secret cold calling formula of getting to Yes quickly. He believes that the more often  a buyer says yes, the more likely they will buy. Abandon the number games myths and start helping your buyers with their problems.

Numbers Games Myths

While attending college David became one of the top calling reps for MBNA American Bank taking over 40 credit card applications on average during each four-hour shift. After college, he took over the marketing for his father’s HVAC business and was able to generate over 1,000,000.00 dollars in revenue by running radio and newspaper ads!

David’s claim to fame came from setting a record of 15 appointments a day every day for 6 months straight while working in the call center of a PEO firm, This is when he got his super powers by tapping into his subconscious mind and became the Super Hero of Cold Calling! Then he started and ran his own call center for 13 years working with some of the largest IT companies in the world and some of them made millions

Not a Numbers Game but Cold Calling with Yes

When trying to schedule a meeting,  immediately go to the elephant in the room, you’re trying to sell them something. Accept that everyone says they are just looking. Instead ask,

    • “Pat this kind of a cold call, we do X,Y and Z . Let me stop you first, I know you have an XYZ and you’re happy with it right?”
    • “Your a savvy business owner. If a perfect solution dropped in your lap you would take a moment to look at it, right?”
    • “I’m assuming you’re open minded, right?”
    • “Would you be open to scheduling a time to meet?”

Since the buyer said “YES” many times, they are far more likely to agree to meet.

Message Leader for the Cold Call

Find a “message leader”. This is a value proposition that is unique and interesting. Find something that separates your solution from the rest. Compliment the buyer  and their business. Intrigue them in a manner they are open to hopping on a zoom or phone call.  According to David, happy people are your best prospects. Don’t assume everyone is ready to buy. It’s not a number game.

How To Find David Walter

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes on Cold Calling Tips

Here are past episodes you DON’T want to miss!

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Sales Failure is a Rite of Passage with Kyle Coleman #345

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Sales Failure is a Rite of Passage with Kyle Coleman #345

Are you perfect? I know I’m not. In fact failure, has been a reoccurring event throughout my life. But it’s from that failure, I’ve found a path to success. Winning sales is founded on sales failure, which according to our guest is a rite of passage. Just like past guests Nikki Ivey and Josh Roth, this week we meet another member of SDR Defenders, Kyle Coleman. Kyle is a strong proponent for SDR, Sale Development Reps. They have cold calling responsibilities they shoulder day after day. In today’s episode, Kyle shares advice on cold calling confidence, professional growth, and why you need to work for a company that you believe in. Unless you’re 100% happy with your current job, this is the episode for you.

The Sales Failure We Overcome

Many sellers chase a paycheck instead of job that fits their lives. This is an accident waiting to happen. What separates the good from the great is how sellers respond to mistakes. Confidence is the ability to course correct, experiment and take action. Sales failure is sales opportunity.

Next be noteworthy. If you can stick out from the competition, you can find success. It’s a very noisy world. Get your buyers to STOP and listen. Do this by understanding your buyer persona. Know what matters to prospects and frame your solution to help.

Finding a Job That Works

If you don’t believe in the thing you’re selling, it will always hold you back. Kyle seriously vets employers before accepting a position. Do the same thing. Your next position, should set you up for a growth path. This position should create opportunity for you to grow your job skills. When you are successful in this new job, money and appreciation will follow. Don’t chase money, chase opportunity.

Take Action Advice Avoid Sales Failure

1. Wash you hands.
2. Focus on your LinkedIn network. Become known and grow your own brand.

How To Find Kyle Coleman

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes for SDRs

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Cold Calling is Not Dead with Tony Morris #333

Tony Morris Cold Calling

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Cold Calling is Not Dead with Tony Morris #333

Tony Morris Cold CallingMark Twain famously wrote that “reports of my death are greatly exaggerated”. According to guest Tony Morris, the same is true for cold calling. Often times, the quickest and fastest way to connect with a prospect is to pick up the phone. In this episode, Tony shares how to prepare for a cold call. Secondly he explains how to make a pitch that adds value. He also shares scripts. stories and examples of voicemails that have a 1 in 3 chance of getting returned.

Cold Calling Process

Tony advised that sellers do their homework before calling.:

    • Know why you’re calling and results wanted. Have two goals, a primary and a secondary e.g. primary set an appointment, secondary, get a number or lead on the decision maker.
    • Know your pitch adds value. Don’t talk about what you do, talk about what you did for a client.
    • Example script: “I’ve helped people with these results………. What are you doing to get results?”
    • Voicemail scripts: “Hi NAME, this is Tony, could you give me a ring?”   This has a 30% return rate.  Another examples “This is Tony at PHONE, I want to talk to you about  cut off)”   Make it sound like the call got disconnected.
    • Have a hot list that you’ve prepared, work this everyday.
    • Shares success stories and even leave testimonial recordings with follow up emails.

How To Find Tony Morris

You can find Tony online here….

Website – tonymorrisinternational.com
Twitter – tonymorrisinternational
Facebook – tonymorrisinternational
LinkedIn – Tony Morris Killer Sales

Thank Our Sponsor Sharetivity

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach with LinkedIn. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker. One click personalization.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes on Cold Calling

Consultative Selling

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Defending Sales Development Reps (SDR) with Nikki Ivey #322

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Defending Sales Development Reps (SDR) with Nikki Ivey #322

Our guest is Nikki Ivey  a member of SDR Defenders an advocate for sales development reps (SDR). Today she shares strategies and tactics for business development, old habits we need to stop, and new areas where we should focus our energy. This episode is all about respecting the profession of prospecting and the people that do it.

Your SDR Gets No Respect

Sadly this is the case for most SDR professionals:

    • Generate 60% of organizations pipeline, yet lowest paid
    • SDR Considered entry level
    • Something a robot could do

SDR Strategy

Nikkie feels strongly that it’s the SDR mindset that matters most:

    1. Have empathy for buyers
    2. Understand the buyers industry
    3. Look for context when positioning your product or service
    4. Help the account reps close the deal
    5. Tactics  should include tone, cadence and make sure all questions are personalized and relevant

SDR KPIs

What are the metrics we should use to measure SDR success?

    • Meetings held
    • Minimum number of dials per day (<50)
    • Retention of closed clients

How To Find Nikki Ivey

Nikki is easy to find on LinkedIn and here true self on Twitter. Look here for SDR defending….

Instagram.com/knownikkiivey
10 Questions Every SDR Must Ask in an Interview is located here:

https://www.sdrdefenders.com/content

 

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes on SDR Prospecting

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Mental Triggers for Sales Success with Matt Hallisy #303

Matt Hallisy Sales Babble

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Mental Triggers for Sales Success with Matt Hallisy #303

Matt Hallisy Sales BabbleIn this episode our guest Matt Hallisy shares a story about how he failed at door-to-door prospecting,  then failed on the phones at a call center but then was able to turn that failure around and become a successful sales manager. He did this by understanding and revealing the buyers mental triggers.  Terrific topic and relevant advice to all Sales Babblers.

A World Bombarded with Sales

Buyers are inundated by sellers, you are one in a thousand. Their mental triggers look poorly on your interruption.  To cut through requires a different paradigm, a way to break the pattern.

New Cold Calling Goals

Your interrupting a prospect when you cold call. So it’s no surprise people have little interest in talking. Let’s take a different approach,  a Outcome Based Mindset:

    • Set a new goal to NOT close a sale, but to be human
    • Get to know the person
    • Create a conversation
    • Become curious on their interests and aspirations
    • Slow down

Know that in any conversation there is the influencer and the influenced. Decide who you want to be in the call. Know the mental triggers. The opportunity could go away in a moments notice. Just be aware. Listen, converse and trust they will find you and your product interesting.

14 Must Use Mental Triggers

Matt and I spoke about the mental triggers he’s found in his experience. We only spoke about a few, here are the rest.:

        1. Authority
        2. Community
        3. Anticipation
        4. Reciprocity
        5. Social Proof
        6. Scarcity
        7. Curiosity
        8. Leader of Men
        9. Storytelling
        10. Common Enemy
        11. Controversy
        12. Celebrity
        13. The Reason Why
        14. Competition

How To Find Matt Hallisy

Matt is the Founder of the Sales Cheat Code.  You can connect with him all over:
www.salescheatcode.com
CLICK HERE to schedule an appointment with Matt.

Thank Our Sponsor Sales Nexus

Sales Nexus tip for this week – Know What To Ask

Get the free download here  for the 12 Sales Tips to Steal  for 2020  Success  and 4 Steps to Market Domination 

Selling With Confidence Sales System

This online course helps non-sellers who aspire to grow their persuasive skills in order to find great leads, close more sales and accelerate their business. All this and at the same time, not be pushy!  Click here and learn how you can start selling with confidence today.

Babble Me

Maybe you’d like to share your musings on the podcast? If so “babble me” an email here, or if you can’t wait chat Pat now. Or leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 


Listening Options

 

Past Must Listen Selling Mindset Episodes

Don’t miss these  past episodes. Let’s keep the babble up!

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How To Power up For Profits with Kathleen Gage #280

Kathleen Gage Sales Babble

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How To Power up For Profits with Kathleen Gage #280

Kathleen Gage Sales BabbleIt’s a noisy world in the land of marketing, ads and sales. Are you finding it difficult to be seen for the value you bring? Our guest Kathleen Gage is a business strategist who has made it her mission to teach solo and small business owners how to become visible to their market through the power of clarity of their message and to package their core message into speaking engagements, books, information products and consulting and coaching services. In this episode Kathleen shares how it’s essential for experts to know how to stand out in a noisy market. To do that, they must be very committed to who they are and have the willingness to take risks and play full out. In her view, this is the surest path to power up for profits.

From Sales to Profits

Without sales you can’t have revenue. Without revenue you can’t have profits. So what can you do to grow sales?

    • Don’t listen to the naysayers on sales. It’s not a dirty word.
    • Pickup the phone and call your network.
    • Engage the prospect in the call. It will take 4-6 conversations to close many deals.
    • Build your network but ensure they are venues with qualified candidates.

Cold Call Script

This is the script that Kathleen commonly uses when speaking to qualified prospects:

    1. Greeting “Hello”
    2. what they want
    3. what they’ve done in the past
    4. See if they’re a match
    5. Share the offer
    6. Let them know you would LOVE to work with them
    7. Ask for the sale “Would you like to get started?”

How To Find Kathleen Gage

Kathleen’s Power Up For Profits Websites include:

PowerUpForProfits.com/Checklist (how to get on a podcast!)

This Kathleen on LinkedIn  linkedin.com/in/kathleengage

You can also find her on Twitter @kathleengage

Cold Calling Tips and Past Episodes

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Prospecting and Cold Calling for New Sales with Steve Kloyda

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Prospecting and Cold Calling for New Sales with Steve Kloyda  #277

Sadly my past guest and good friend Steve Kloyda  passed away on June 27th, 2019.  Steve was a two time babbler on the podcast.  He was the host of the “Get In the Door” podcast and recently published a new book  “The Art of Prospecting: Your Guide to Get in the Door“   I’d like honor Steve and rerun an interview we did in 2015.  Steve’s wit and wisdom is spot on when it comes to prospecting and cold calling for new sales leads. His timeless message and book is a must for all any sales professionals looking to get a foot in the door.

The Prospecting Expert

When Steve started in sales his first lessons included:

  • How to connect with the senior VP, President, or business owner.
  • How to educate them on his service. 
  • How to ask for the business.
  • How to get around voicemail, gatekeepers or no answer.
  • His first script was ….

“Hi I’m Steve Kloyda do you have a moment to talk?

The purpose of my call is to let you know about XYZ stock how many shares do you want to buy?”

  • Steve was taught to make 100 dials everyday.  For each call is task was to paint a picture in the mind of the listener on what he was trying to communicate.
  • From this he learned the fundamentals of successful sales prospecting.

How To Prospecting From Scratch

If you’re starting from scratch, it’s hard and takes energy but it can be done. Steve recommends:

  • Make a list of every company in your area.
  • Find the executive team and connect on LinkedIn.
  • Call them but makes sure every call and voicemail adds value.
  • Find qualified candidates to get an appointment.
  • Each voicemail must add value.You have only one opportunity to make a great first impression.

This is Steve’s script with urgency and a compelling reason:

“Hi this is Steve Kloyda with the Prospecting Expert my phone number is NUMBER,

The purpose of my voice mail today is that we have created an XYZ that provides a BENEFIT

Pat if you want to learn more about our unique XYZ give me a call at your earliest convenience my phone number is NUMBER or if you prefer to email me at EMAIL.

And Pat I want to thank you for the time to listen to this voicemail and I look forward to speaking to you soon.”

Gordon Gecko on the original “Wall Street” is a Steve’s favorite example working with the GateKeeper Natalie.

“What’s on your mind, why should I even listen to you?”

Steve’s Last Sales Nugget

This week’s Sales Nugget: Praise Your Competitors

This week’s Quote: “I will speak ill of no man and speak all the good I know of everybody” ~ Benjamin Franklin

How Find Steve Kloyda

Steve’s book can be purchased here:  The Art of Prospecting: Your Guide to Get in the Door

How to Prospect and Generate Leads

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Digital Prospecting vs Cold Calling with Ken Guest #267

ken guest sales babble

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Digital Prospecting vs Cold Calling with Ken Guest #267

ken guest sales babbleToday’s guest is Ken Guest, an associate at the Ruby Group.  Ken  has extensive experience in sales and is the author with Mike Jones a new book titled “Digital Prospecting – Finding, Nurturing, and Closing Sales with Social Technologies”.  Ken and I talk about ways to use social media to learn about prospects and then use referral selling to make connections.

Social Prospecting not Social Selling

Ken believes it’s difficult to sell with social media. Better to leverage the information in social media to better understand the buyer.   He believes in connecting with all the people you already know in LinkedIn. Once connected, look if they know anyone who might be a qualified prospect. If they do ask for an introduction.

Ken found that on average, 7 out of 10 people will know the person well enough they will agree to an introduction. Also, 4 out 7 will  agree to a first time conversation. Not all clients will not give you referrals. But that’s OK, the vast majority will.

Make the introduction through an email.  When you get it,  “reply all”, taking ownership to set up a chat. The follow up emails should look like you typed them. To your best ability,  customize the email for the reader.

Two Week Cadence

Ken believes you should wait two weeks between sending emails.  Don’t look too needy. People are busy, give them time to agree and chat. You will get a response.  Digital prospecting via referral selling is the foundation of Ken’s entire prospecting process.  He even sends prospects homework (cross-out the topics you don’t want to talk about) to ensure their time is respected.

Cold Calls and Cold Emails

There is a very low response rate when coldly reaching out. In some situations you have no other recourse. But if you can avoid it, do.

  • Make sure the emails look personal.
  • Speak a bit about your value proposition.
  • Benefits they will experience.
  • Reference people and companies they MIGHT know.
  • Share how prior to working with us, companies have found some good experience.
  • At the end of the email, “…it would be disrespectful of me to presume anything about your business. If you would be open to a conversation  I would certainly welcome it and if you have no interest feel free to let me know that too.”   

Again use the two week cadence. Expect a 11% response rate. Not all bought. Forward back the original email and get a 17% response rate.   In two weeks,

“I’ve sent you a few emails, I haven’t heard back  and have the feeling you simply have no interest. in learning about me or how I work with companies and you’re too polite to tell me that. If you could be kind enough to confirm my suspicions I won’t bother you anymore. ”  The response rate is 71%   Less than 10 people would say “don’t bother me”.  Most would be apologize why they’re not responding due to time.

How To Connect with Ken Guest

This is Ken’s email:   ken,guest @ sandler.com

Connect with Ken on LinkedIn: https://www.linkedin.com/in/kjguest/

To get his book “Digital Prospecting”  you can find it at shop.sandler.com

Lead Generation Strategies

Overcoming Sales Fears