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 most people aren’t picking up their phone anymore. So what do most sales reps do, they figure that means they just need to make MORE calls. Instead, I would suggest that you have . . .
– A plan to use other forms of outreach, working together in support of your phone efforts.
– A warm referral.
– A plan to partner with, instead of trying to plow through that person you refer to as “the gatekeeper.
– A Plan to increase the probability of someone picking up their phone. You might be thinking “How the hell do I do that?” We actually teach the tactic in this online course.
2) You didn’t research properly. There are many reps that are so busy “smiling and dialing” that they miss valuable clues that can be found with a simple click of the mouse and a few short minutes of research. This leads to . . .
– A really bad, typical and “me too” opening statement when you actually DO get someone on the phone.
– Leads you to say stupid sh*t like “What is it that you do?”
– Limits your ability to ask cool questions that could have engaged the other person.
3) Your opening statement sucked!
– It was about YOU and not them.
– It demonstrated you did zero research.
– It was full of “me too” cliched phrases like “we’re a full service” “one source” “end to end” “comprehensive”.
– It was void of EVIDENCE like facts, statistics, studies etc.
– There wasn’t a compelling reason to grant you the appointment.
-It sounded robotic and scripted.
4) Your questions were non existent or they were LAME!
– Good questions create a dialogue instead of a Sales Pitch.
– Great questions lead the other person on the end of the phone on a path of self discovery.
– Great questions emotionally turbo charge someone enough to take action, NOW!
– Great questions create rapport and credibility.
5) You Didn’t Know How To Overcome Typical Objections
– You didn’t have a good response to typical objections. Meanwhile, shame on you for thinking you’d just “wing it”.
– You didn’t practice your responses so they ended up sounding awkward and “scripted”.
– You may have answered an objection like a pro but then failed to redirect the conversation back to an appointment.
I’m going to stop at 5 reasons because I believe its time for the point.
Perhaps the REAL challenge ISN’T in 98% of our cold calls being ineffective;
That type of thinking puts the blame on the cold call.
Perhaps its that 98% of HOW we are approaching this form of outreach is ineffective?
Stop blaming the venue and start working on the part YOU absolutely can control.
I’ll give you a hint . . .
Look in the mirror!
Perhaps Your Phone Skills Need A Little Love?
I have a new, online prospecting course called Prospect Like A Pro!
There are 6 all caps AWESOME, online sessions and (1) FREE Bonus, private, one on one coaching session.
First, let’s talk about the 6 online sessions . . .
Session I Setting Yourself Up For Success
How to find time in your schedule for prospecting WITHOUT working more hours!
How to combat Call Reluctance and Nervousness
How to get into your “Calling Zone” in order to expedite your call effectiveness
Session II 15 Ways To Find Opportunities
How to triple your referrals and get warm introductions
How to find buyers who are 400% more likely to buy NOW!
6 new account acquisition strategies your competitors typically neglect
Session III Creating An Awesome Communication Plan
100 ways for you to mix up your touches.
The 3 touch mini campaign and 5 sample campaigns you can immediately use
Session IV Meticulous Pre Call Planning
How to find the time to plan your calls properly without becoming a full time research analyst.
What to look for and where to look when researching.
Leveraging your research to create a more compelling opening statement.
How to create a more “objection resistant” dialogue.
One common mistake that immediately bores the person on the other end of the phone.
Session V How To “Ditch The Pitch” And Create A Conversation
7 ways for you to create rapport and credibility.
A simple formula to ask better questions and demonstrate your understanding of their challenges and opportunities.
3 awesome questioning techniques (and none of that “open question/closed question” crap)
Session VI Obstacles, Stalls and Objections
How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!
3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.
How to overcome standard objections like . . .
“Not interested”
“All set”
“Already have a vendor(s) for that”
“We’re under contract”
“No time to meet”
“No budget”
How to leverage the heck out of someone asking you to “Send information”
How to leave a better/more memorable voicemail
The Sessions
Each session is approximately 60 minutes and we will also record it just in case you can’t make it or you found me entertaining enough to listen to again.
Each session includes, worksheets, reinforcement emails and templates whenever applicable.
You also get email access to me during the program!
FREE Bonus: Private 1:1 Coaching Session With Yours Truly
Once you complete the online portion of the course, the real fun begins!
You and I are going to go toe to toe in an objection sparring match designed to dramatically improve the quality of your rebuttals and the speed in which you can rattle them off.
I’ll offer additional tips and suggestions and you’ll be given a recording so you can step back and hear how you sound to your prospects!
I know, what you’re thinking . . .
“This is going to be like when Neo stepped in the ring with Morpheus!”
And you’re right!
The FREE coaching session is being offered as a part of our early registration promo and goes away after November 9th. Quite frankly, I may have to pull the plug sooner depending on how many people enroll!
Early Registration Pricing: Enroll BEFORE November 9th for $495 ($100 Savings) Plus the free one on one session ($100 value) = A hefty $200 savings!
For special pricing on 2 or more participants, click HERE to contact me!
We kick off on December 9th so while all your competitors are complaining about the holiday slow down, you’ll be learning 100+ tactics to generate MORE opportunities!
Perhaps it’s time for you and I to start working together?
To join us for the 11:30 am EST online class, click the handy dandy button below.
