IBM released a study where they found that 97% of all cold calls never result in an appointment. LeapJob was less optimistic and found that number to be more like 98%!
Sounds pretty grim, no?
While you could easily point your finger at cold calling, and even jump on the bandwagon that feels the cold call is dead, a lot of it has to do with the person making those calls.
I know, Ouch!
But let’s be completely honest;
Most sales reps weren’t properly trained to leverage the phone.
They know they’re supposed to research but don’t know WHAT they should be looking for.
There are also those who spend either no time researching or way too much time.
There are those who don’t know how to warm up the call by leveraging additional forms of outreach. You do know that you’re allowed to do that, right?
Many reps don’t know how to craft an “objection resistant dialogue” and either end up “winging it” or sounding like they’re reading from a script.
They don’t turn the call into a “visit” because they’re too busy spewing a “sales pitch”.
They fail to capture interest during the first 8 seconds of a cold call, and get ushered quickly off the phone. The same can be said with the emails they’re sending in that they lose the recipient’s interest in the first sentence or two.
They don’t know how to handle the typical objections in a way that doesn’t sound cheesy or cliched, or that redirects the conversation back to asking for the appointment.
They either don’t leave a voicemail message or worse yet, they leave one that’s typical and reeks of “me too”. And to be completely blunt, they leave a voice mail that results in disregard and DELETE! Kind of like those emails they’ve been sending too!
They don’t know how to make the phone PART of a bigger communication plan that includes OTHER forms of outreach.
So before you blame the cold call itself;
Ask your ego to leave the room and take a hard look in the mirror!
Join Us For Our Cold Calls That ROCK Webinar!
Here’s what I’m going to share . . .
- How to research a potential client WITHOUT becoming a full time research analyst.
- 2 ways to get WARM Introductions.
- 5 Email Templates That WARM up a cold call.
- How to craft an objection resistant dialogue that gets their attention in the first 10 seconds.
- How to proactively prevent skepticism, doubt, resistance and, I might as well say it; OBJECTIONS!
- How to respond to typical objections like “Not interested/No need” “Have a supplier/Under contract” “Too busy”.
- How to respond to typical stalls, like “Call me back next month, next year, after the holidays, next millennium etc” “Send me your information” etc.
- A 3 step formula to help you regain control of your calls.
- 4 ways to beat nervousness and call reluctance.
When?
December 1st at 11:30 am EST and don’t worry if you can’t make it that day. Sign up anyway and I’ll send you the webinar replay and all the goodies listed below!
Here’s what you’ll get;
(1) 90 minute webinar
Worksheets
Webinar Replay (In case you can’t make it or you’d just like to go back for more)
5 Email Templates
How Much?
$99
So if you’d like to bring your phone skills up a notch or three, click HERE to secure your spot!
