If You Want To Be A Winner, Change Your COLD CALLING Philosophy Now!

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Welcome to the ten minute MBA, I'm yourhost Scott D, clary on the ten minute Mba, I give you tools, techniquesstrategies, tips that you can use to start scale or grow your business.Today, I'm going to be walking you through some things that you shouldthink about when you're trying to cold call potential clients. Now one of thebiggest challenges that people have in building a business is finding newclients, mostly because there's so many different ways that you can findclients you can go to trade shows, you can email, you can message on Linkedinand you can also call. But calling is the most nerve racking thing and it'sthe thing that people usually want to do the least, but I would argue thatit's still one of the most effective ways to get a sale to get a deal, and why is that? You might ask? Wellit's because calling somebody if you...

...can connect with them. It still has apersonal element to it that an email or a linked in message just does not have.Obviously, the best possible way is to go meet somebody in person, but withthe current environment and the and obviously were becoming more remote andmore global. It's not always easy to go to a trade show or to sit down forlunch or dinner with somebody, and obviously it's a little bit timeprohibitive and Cosmaiti to do this. So the next best thing buildingrelationships with people, actually communicating talking to people wouldbe cold. Calling most people don't enjoy doing it. If you can get it andnail it and do it right, you will stand out and after a few hundred calls, itwill be as simple honestly as tying your shoes, cold calling is effectiveand inexpensive and it can help you get a lot of new customers quickly. So,first, let's walk through some of the steps of cold calling and then we'llspeak about some best practices or...

...mindset that you need to have goinginto cold calling. So first you have to get a list. You have to get a list of aspecific type of customer that you're trying to sell to. So if you arepulling together a list, firstly, you want to understand your customerprofile. So what type of company are you selling to what type of companysize? What type of industry are they in company profile or otherwise known asideal? Customer profile is not something new that is exclusive tocalling you'd have to figure it out. If you were marketing to a certainaudience segment, you'd have to figure out. If you were emailing to a certainaudience segment or even targeting a certain audience on lengthen, youalways have to figure out your customer profile, and then you have to figureout your buyer persona, so the actual person within the company that you'retrying to sell to who will be making the buying decision. So is it a CMchief marketing officer, CEO Chief Executive Officer, director sales,director, finance, chief, legal officer,...

General Counsel, who is it that'sactually going to be buying your product or service? So once you figureout the company and the person you're going to get a list of these peopleyou're going to get a list of these avatars of these personas, and that iswhat you're going to use to call again. So there's various tools that you canuse to pull lists. You can buy lists. I know when I first started in sales. Iwas just going into a phone book, but I would suggest purchasing a list orpotentially using a tool like a signal hire to find the phone numbers ofpeople who you want to reach out to so after you have this list, you're goingto want to prepare you're going to want to prepare by not only researching eachand every individual who, before you call just a quick cursory review of whothey are, what they do. So you can have an educated conversation with them, butyou also want to put together a little bit of a script, not to sound like arobot, but remember if you are starting...

...cold calling for the first time you aregoing to be a little nervous. There are a million and one cold, calling scriptsthat you can find online and honestly, I'm a big advocate of Youtube and selfstudy. If you are having trouble finding a script, go to youtube andlook for the top rated video on cold calling scripts and there's a prettygood chance. It'll be some pretty good information and the script shouldinclude the points that you want to touch on some of the information thatyou want to get out of the customer and then setting next steps so that youmake sure that you build report. You get the information that you need toget out of the call so that it's a good call and you can qualify the leadproperly and then, most importantly, what are the next step? So what are youasking the customer to do or what are you saying that we should be doingtogether? You know Miss Customer to move this conversation forward, so youhave these items written out just so that you don't forget, and if you dofeel like you stumble and you d cave...

...under pressure, then you can write outa script. Just be careful not to sound like a robot, because that is the firstthing that will push some one away and make them hang up on you after you'veprepped, you have some sort of script or guideline for the call. You need tocall call and call some more. You should set a number a target number ofcalls, based on the time that you've blocked for cold calling. So if you'veblocked off two hours or four hours set a target number of calls that you wantto hit and make those calls and do not stop until you make that amount ofcalls in that period of time and try and time block so that you're hyperfocused on making calls and getting through x amount of calls. If you feellike it's too overwhelming to start then start off with doing five callsand then go perhaps get a drink of water then do ten calls then do then dothirty calls and if you're getting a lot of hang ups, that's okay! You justyou'll start to understand how many meaningful conversations you're goingto have throughout the day and how many short conversations or hang ups orvoice, mails and you'll start to...

...understand what a good productive daylooks like set that as your target and try and beat that every single day andlet's not get a twist at the success rate per call, is usually quite low.The real power lies in the fact that you can make a ton of calls in arelatively short period of time and after you have figured out yourcadens for making calls. You know what a good amount of calls looks like andyou're comfortable pounding the phone for a few hours at a time. You need tokeep good record, so it's helpful to keep track of the following. No answercall them back later. Follow up if you're asked to call back for anyreason, make a note of the reason, then, of course definitely follow up, becausethe number one reason why sales people do not close deals is because theydon't follow up when somebody asked them to follow up and then thoroughlywrite down. Any other information about the prospect or the call or theinteraction such as perhaps they don't have the budget right now or perhaps,even though you thought they were the best possible persona that you shouldreach out to they actually weren't for...

...a variety of reasons, or perhaps theyjust didn't want to talk to you, because they had a lot of other thingsgoing on in their day. Any of these things, you should start to note,because these are going to be learnings for you, as you repeatedly go out andcall and prospect into your potential customer list and then, lastly,evaluate yourself at the end of each session, evaluate yourself. How welldid you do? What could you have done better? Take a really good hard. Lookat yourself. have some introspection have some self awareness, because whatwill elevate your cold calling game which will in turn increase the amountof revenue clothes is whether or not you are improving and to improve. Youhave to be aware of how well you're doing, and if you do this every singleday for two or three hours, you will establish a proper process.You will get the information you need to improve your process. You willbecome more comfortable, more confident...

...and all around better collar, whilesimultaneously just being more efficient and effective. So a few other things that I just wantto point out that our good mindset things when you're going to start coldcalling prospects. Actually, let's do one practical thing and then a fewmindset things so first tactical thing cold calling should be part of a toll,a total holistic sales process. I do not believe that it makes sense for youto just cold call. I think that you're leaving a lot of potential opportunityon the table. So if you are cold calling you should also be sendingemails. You should also be prospecting on Linkedin. Ideally, if you're talkingabout a larger product or an enterprise sale be to be enterprise sale, youwould actually be calling emailing and prospecting on Linkedin all against thesame potential customer, but I would still say, even if you aren't alwayshitting the same customer across three or more mediums, you should definitelybe running a campaign on email running,...

...a campaign on Lindon and Colt. Hauling,but it does help a little bit if you are working off the same list, becausethat means you will be top of mind for whoever you're trying to get in touchwith. So now. Let's move on to a few mindset, things so number one you'regoing to face a lot of rejection, embrace that rejection. It's going tomake you a better sales person, if you are scared of rejection, you're goingto have a tough time, really improving your game because you're just not goingto lean into it so actionable item. If somebody rejects you know that that'spart of the game everybody gets rejected, but ask them why they don'twant to talk to you just say that you're trying to improve and you'retrying to grow your business from scratch, and you need some feedback andthey'll give you honest feedback and they'll actually funny enough nowengage in a conversation because they sympathize that you're trying your best.Not a hundred percent of people are going to do this, but if you ask whythey don't want to talk to you and...

...explain your coming from a place oftrying to learn and understand, you will get some very positive feedbackand you'll probably actually build some connections, and also, I would say Iwould roll play with Pierce. I would cold call, leave, voice, mails and thenlisten to them and listen to them from the perspective of somebody who isn'tcalling leave yourself a voice malt and listen to it and think would I actuallyrespond to that. If somebody left me that voice mail, second mindset thing,you always have to go in being a human, not a robot. We spoke about scripts.Scripts are great to guide you to keep you on track. I cannot tell you andreinforce this enough. You are a human selling to another human. Of course youhave your points you want to hit, but please be a human. It is much betterfor you to stumble as a human than sound like a robot, because people areempathetic to humans who are trying to do their job. They are less forgivingfor somebody who sounds like they're...

...reading from a list, so it's good topractice your script as well, so that you don't sound like a robot practice.Your points memorize run. Some practice call some role playing some Democlatahead of the actual call, so that you sound more like a human, because, themore you practice practice makes perfect. Even if you are reading from alist of points, you will start to sound more human, just because you're morecomfortable with the actual content that you're discussing with the personyou're trying to reach to reach out to. And lastly, whenever you start callingfocus on learning before sales- and this is really important, becausepeople who focus on sales get discouraged, because I can guaranteeyou when you first start cold, calling you're going to suck at it, you'rereally going to suck at it and you're going to be nervous as hell, and it'sgoing to feel like absolute just, not a good time, because it's intimidatinghaving live conversations with somebody who doesn't want about doesn't want totalk to you. That's an intimidating...

...thing, so focus on learning. Being theend result versus selling being the end result and tie your own success to howmuch you learnt how much you took away, how much that you, after the end of theday, you were able to think through and focus on certain points that you couldpotentially improve. Don't focus on how many sales you made, because if youalways focus on sales, you made especially day one. You were going toget highly discouraged and with such a difficult task, combined with the factthat you could be discouraged, it doesn't make for a very positive mentalstate when you need to be in a good place to be able to cold call and selleffectively, so focus on learning learning should be the KPI day oneuntil you are comfortable. You have a cadence, you know what good looks likeyou have your kpis. You are making sales, then you can focus on improvingyour numbers, but focus on learning first and sale. Second anyways. That'sit a little primer on cold calling,...

...hopefully that helps people make theirfirst calls and can get you your first sale. Remember, if you have anybusiness questions, any start up, questions don't worry. I got you. Thishas been another ten minute. NBA have a great night I'll, see you tomorrow,Great Night I'll, see you tomorrow great a.

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