Your host Steve Wallace lets you in on his thoughts and tactics for Cold Calling.
Guests on this call:
MaverickApp owner, Brent Hale.
He shares his own dash of wisdom, and a bit of laughter.
MaverickApp marketing gal, Risa Auger.
She doesn’t say much, but she’s rooting for great questions and taking notes!
Health and wellness business owner, Heather.
She’s a possible MaverickApp user!
About this LIVE session:
Cold and warm calling is better than networking because it is directly about selling and making a deal. Networking is great for just that, making connections that lead to more later and adding to your resources. But cold calling specifically leads to sales.
Setup for success every time:
- Get your list ready.
- Get your phone ready.
- Get your notebook and pen ready.
CLOSE all your other things and focus on just your list.
The important thing while you are working through your list is just to DO it and do it again. You are contact humans, there is no way to script out that level of variability.
Call 1: CEO, left a message
Short and sweet, with a reason to call back
Insinuates that you are known
Brent asks when a longer message is needed. Listen in for Steve’s answer!
Call 2: Edwin, Owner/Principle, EGLA technologies (Intellectual Property Law support)
Verify it IS a cold call when they sound a bit clueless
Quickly give the best-case scenario of your offering to ask about pain points
Ask how things are going, what the results are, with their current plan
Acknowledge what is working — share how you can add to that
Be honest when you are not a fit, and use the fusions and conversations to qualify the need and use case.
Provide further information when you promise it.
Book that appointment!
Call 3: director of sales + ops — missing phone number, so Steve skips this
Call 4: Regional sales manager
Left overview voicemail
Sometimes you have technical difficulties.
Call 5: CFO. Steve’ phone misbehaves, so skip!
Many times, you will leave a LOT of messages
Call 6: Glenn. Steve leaves an intriguing statement about why he’s calling.
Call 7: Executive Director
Call 8: Bill Blankman, independent consultant
Listen to concerns and objections carefully
Let them talk if they want to
Be open to networking and being a referral to further the convo later — having a consultant or referral source is always a good thing!
Slightly pivoting and winning at a different outcome is still a win.
Call 9: CEO
Given the option, some people will want to hang up
Call 10: COO, Mr. Barrow
Steve calls this the “how to get to the right person” call
Should you expect a call from someone you left a message with a “gatekeeper” for? NO. But, keep calling!
Call 11: President, communications company
Left a generic voicemail, sometimes that’s ok!
Call 12: VP of Sales — their message is in French. Steve does not speak French, so it’s OK to move on.
Call 13: CEO
Another voicemail, another chance to practice your quick pitch.
Call 14: Reed.
A live convo!
And, he’s remembering that he has seen the MaverickApp name before
Share how you can make what they are already doing, even better
Have a follow-up sheet ready to go that you can send out shortly, but make sure that you are sending EXACTLY what they are looking for.
Set your follow-up email in MaverickApp right away with details from the call.
Big takeaway: People don’t do big deals without talking to a person and building a relationship.
Keep moving, if one call doesn’t work, it’s onto the next one.
Steve’s guide to sales success!
- Send emails from MaverickApp
- Use the opens to make calls
- Follow up using the MaverickApp platform
Give “being silly” a chance on voice mail.
Most often, people will not call back a cold call, even when you leave a GREAT message. The idea is to get the person on the phone. So, it is ok to call back later. This is why you keep detailed notes.
Listen in to hear his “silly” voicemail that really works!