I’ve never agreed with those who advise us to never leave a voicemail when we prospect. Never underestimate the power of someone hearing another human’s voice and; Never underestimate the “I’m pissing you off” factor when you keep calling but never leave a voicemail. I block phone numbers when people do dopey sh*t like that. … continue reading »
Most sales reps were never properly trained to use the phone! They kid themselves into thinking that if they simply make MORE calls; That will fix the glitch but; There’s only so long they’ll continue with something they dislike and that gets them sh*tty results. That’s when they start to avoid the phone and; They … continue reading »
I have a riddle for you; Who DOESN’T have 23 minutes, 15 seconds to get back on task? Answer; That person you’re about to cold call! According to a study by the University of California, Irvine, 23 minutes, 15 seconds, is the average amount of time, it takes for a person to get back on task, after … continue reading »
If you cold call, there’s some bad news that really SHOULDN’T shock you. Ready? According To An IBM Study, 98% Of Cold Calls Fail! For the optimists reading this, LeapJob did a similar study and found that it was more like 97%! So you can have the best product, service, company, or heck, you could be … continue reading »
There’s a really simple email that I’ve been sending since 2010 that has generated hundreds of phone appointments for me. Happy to share it with you but; Don’t even think of dismissing it because of its simplicity unless; You’re a competitor of mine! Ready? Here goes . . . Each week; Go to your LinkedIn … continue reading »
When it comes to training sales reps to make cold calls, there’s way too much emphasis on how to handle objections instead of; What to say and do to reduce the probability of getting them in the first place. When was the last time you stepped back and looked at your approach? Do you think … continue reading »
I designed 5 templates to help with your cold calling efforts. 1 is to help you craft a better dialogue with special attention to the first 8 seconds of your call. Why? Because that’s when you’re prospect decides is you’re worth listening to further. The other reason is that MOST sales reps, lead with the … continue reading »
Imagine if your car happened to break down on the highway and I pull up in my “Paul’s Repair Service” truck. How Likely would you be to reject me? Wouldn’t it be great if we could find prospects with that type of urgency? The good news is that we actually can when we find “Trigger … continue reading »
According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment. So most people read about a report like that and they automatically put another nail in the cold call’s coffin. Instead, why don’t we explore WHY 98% of your cold calls are basically useless! 1) Because many … continue reading »
Sometimes, finding the time to prospect is a challenge and a half! You have clients who need attention, fires to put out, administrative tasks, meetings etc. How can you possibly find the time to hunt under those circumstances? Here are a few things you can do to get and keep prospecting on your calendar; Embrace … continue reading »
I look forward to hearing from you!
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