Turn cold calling into Warm Calls

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Turn cold calling into Warm Calls

• Presented by
• Dan Migala, Publisher
• The Migala Report

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Sellingvs.Marketing

• Let 2006 be the challenge of

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Become marketers

• Thomas Jefferson
• Benjamin Franklin
• Thomas Edison
• Babe Ruth
• My dad!
• Gandhi
• My grandmother

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• Need someone to sell to
• Cold calling strategies
• You got skillz!
• Need something new to sell
• Ticket sales ideas
• Group sales ideas

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• Selling is when you sit down across the table
  from someone, look them in the eye and convince
  them to buy or are convinced to buy. Marketing is
  when you create an environment that so perfectly
  matches your prospects goals and objectives,
  that they sell themselves.
• Bob Cramer, Executive Vice Pres. Global
  Sponsorships, MasterCard

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Its hard work!

• Opportunity is missed by most people because it
  is dressed in overalls and looks like work.
• Thomas Edison

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But theres good news

• I find that the harder I work, the more luck I
  seem to have.
• Thomas Jefferson

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Work Smarter, Not Harder

• Turn your cold-calls into warm-calls!!
• Day at the beach
• Christmas bonus
• Three-day weekend
• Cold-calling??

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• Theres a reason theyre still called cold calls
  and its instantly got a negative feel to them.
  The smart sales people dont consider it a cold
  call but they go in with focus and confidence of
  what they want to accomplish. And you can
  instantly tell a difference on this end of the
  line.
• Kris King, fmr. 361 Marketing Exec.

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Smilin and dialin

• Be confident
• Strive to build relationships, not sales
• Balance the control
• Practice, practice, practice
• Dont give up
• Its all about Benjamin!

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• Be confident
• One important key to success is self-confidence.
  An important key to self-confidence is
  preparation.
• Arthur Ashe

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• Be confident
• Do you have a reason for calling?
• Are you addressing their needs?
• If you were them, would you want to buy?
• Can your smile be heard through the phone?

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Build relationships

• Strive to build relationships, not sales
• Dont just think of immediate implications.
  Think long term. Youre not going to sell me in
  one call anyway.
• Tom Padula, Director of Marketing for Carl Buddig

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Build Relationships

• Strive to build relationships, not sales
• Set a goal for the call and get out!!!
• Meeting
• Follow up materials
• Another call
• Cup of coffee
• Arbys

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Balancing Act

• Life is like riding a bicycle. To keep your
  balance you must keep moving.
• Albert Einstein

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Balancing act

• Balance the control
• Dont have verbal diarrhea
• Create an equitable balance of control between
  both sides.
• Always, Always, Always put yourself in their
  shoes

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Balancing act

• Balance the control
• Sales people feel the need to control the entire
  call and we want the same but nobody wins when
  were each trying to dominate and take control.
  The key to building a relationship is to share
  the control on the call.
• Kris King, 361 Marketing

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Balancing act

• Companies have 99 problems and your sales quota
  aint one
• They have questions. You need to have the answers.

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Balancing act

• Balance the control
• It is a weird dynamic because when it is all
  clicking like this the ego of the recipient
  starts to become We can do this. If you keep it
  simple and have the basis of an idea it can be
  very powerful. A good salesperson is a problem
  solver. A great salesperson is a problem
  creator.
• - Bob Sargent, Dir. Sales, KNBR Radio

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Practice, practice, practice

• Do drills
• Monitor yourself
• Monitor your co-workers

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Practice, Practice, Practice

• It sounds kind of strange, but we leave sales
  messages for ourselves daily and try to challenge
  ourselves to see if we would call ourselves back
  if we heard the message. Surprisingly, I realized
  that I would not have called myself back after
  hearing my message and I cant think of any
  reason why someone else would with the same
  message.
• Tad Nelson, Dir. Sales, IRL Racing

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Practice, Practice, Practice

• Voice mails
• Deep breath
• Talk slowly
• Dial with confidence
• Leave number twice

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Dont give up

• What do I think about when I strike out, I think
  about hitting home runs!
• Babe Ruth

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Dont give up

• Charity angles
• Changing objectives
• Newspaper/magazine articles
• Business leads to your customers

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Handwritten thank yous!

• Its all about Benjamin!
• "He that has once done for you an act of kindness
  will be more ready to do you another.
• Ben Franklin

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Strategic plan

• You got skillz!
• Ask, ask, ask
• Tell, tell, tell
• Let me do this
• Hows that sound??

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• Before you make your next cold call, consider
  asking yourself
• Am I a seller or a marketer?

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• "The value of an idea lies in the using of it.
• - Frank Lloyd Wright

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• The future
• Discover new ideas and sales channels that did
  not exist before.
• Learn from the past and keep it simple.
• Good. Better. Best.
• Always strive to be and create the best.
• Evolve your successes. Learn from errors.
• Ask questions