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I thought cold calling was dead |
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Cold calling stinks |
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Trial and error, and error, and error |
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Mistakes that cost you |
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Core principles of success |
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How many are reachable and will agree? |
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Point of diminishing returns factor |
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No's are good |
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Best results among a group |
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Overcome gravity |
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Assume everyone has a need |
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Cause for pause |
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4 of 16 core foundation principles |
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Don't be lumped in with the idiots |
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What works works, even if you are not comfortable with it |
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Why "magic words" are not enough |
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Super successful script sample |
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Components of "good script" |
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A worthwhile value exchange. Their time for what? |
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Selling a meeting, not your service |
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Don't confuse being direct with rudeness |
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Why I don't research specific companies |
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Rip out a major inefficiency |
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Is calling small companies different? |
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Are various industries different? |
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Similarities of calls |
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Variations for start-ups or those in a "meet, sell or die" situation |
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Scripts are 20%, this is 80% |
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The process |
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60/30/10 rule |
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60% of success determined before you call |
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Is it a numbers game? |
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How to ID the decision maker |
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3 cycles of 3 call process |
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How often to dial |
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Determining worth of suspects |
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Advanced power calling |
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Integrating other marketing tools |
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Handling objections |
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"Send some info" response |
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Question to ask at end of supposed "dead-end" call |
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#1 reason people don't meet with you |
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3 key suggestions to set more sale appointments |
