How can you differentiate cold calling for awareness from cold calling for interest?

Be friendly and always ask for time. Maybe person is in a meeting or something else. You can always call later. And you call not anyone else

I have been in sales for several industries in 23 years and found success in each one. I have found this to be such an important differentiator when cold calling. How you sell to a warm lead versus a cold call should be different and the focus should be on them... not the sales person. Learning their pain points and customizing the sell to their needs. Value based selling works! Listen, empathize, and ask for an introductory call when THEY have time. It works!

Can we be honest, this doesn't happen! 99.9999% of cold calls awareness-based, or interest-based, will be trying to set a meeting. Long gone are the "market research days" Here's what you need to do this successfully: ?Deep knowledge of the person's role ?Know why you're calling them ?Know what outcome you're looking for ?Confidence you CAN help them ?Discipline to pick up the phone...Make that dial! When you don't have those answers, you resort to "Pitching" and come across as "salesy". If you can answer all of those questions, you should be able to help more people, build rapport, and trust! Relevancy > Personalization But to hit on relevancy, you need to understand the person you're reaching out to. This is the "magic bullet"

When you're cold calling for interest, that means one of a few things. 1) You're calling inbound leads. 2) You're calling leads that expressed intent to buy. 3) You're calling dead opportunities. 4) You're making call backs. 5) You're calling for a transactional sale. It's either a low ticket sale or an upgrade from freemium to paid. These calls should be like mini-discovery calls. They will know who you are and why you're calling, so get right into it. Ask them, "what make you want to [insert buyer intent signal]?" and then shut your mouth and listen. Ask them clarifying questions. Then ask them if they want to see a demo. Simple.

When someone interacts with your content, website, or attends a webinar, are by definition, NOT cold calls. They are warm calls. And should NOT be treated anywhere near the same You should: (5) Reach out to them ASAP (under 5 mins) (4) Have an understanding of the pain point in said content (3) Deep understanding of your prospects (2) Understand how you help with that pain point. (1) Use storytelling about how you solved that for another customer. Most of the time, these are "middle/Top" of funnel prospects, and know they have a problem. So storytelling will have an amplified effect here that: ?Builds trust ?Shows expertise ?People understand stories better than "pitches" ?Highlight the person you helped as the hero, you're the enabler!

True cold calls, no awareness, never heard of you, don't even know you exist: ?Deep knowledge of the person's role ?Know why you're calling them ?Know what outcome you're looking for ?Confidence you CAN help them ?Discipline to pick up the phone...Make that dial! Warm calls, engaged with content, know your brand, understand what you do: (5) Reach out to them ASAP (under 5 mins) (4) Have an understanding of the pain point in said content (3) Deep understanding of your prospects (2) Understand how you help with that pain point. (1) Use storytelling about how you solved that for another customer. See the commonalities? Those are the keys to ALL sales outreach! These will set you apart from 95% of the other sellers in your market!

Most companies cold call, and most follow the old-school playbook: ?Mass blast emails ?No research cold calls ?Generic LinkedIn messages All going for volume! I mean they convert 8% of leads, so 10x the leads, more sales right?!? ?? Here is what true, differentiation looks like: ?Deep understanding of your persona's ?Research based cold/warm calls ?Relevant emails You hear this often as "lead with value", but WTH does that even mean? ??Respect people's time ??That you understand them ??Have an opinion worth sharing ??That their work life, will be better with you in it ??Offer insights on their issues, without an agenda If you can do these, more often than not, you will be able to create vast differentiation in your outreach.

Lately, I have been practicing 10 minutes before I start the day. Practice, Recording, Rewind, Tonality. This gets the process going smoother. Plus, you are all warm-up when picking up the phone starts.

Practice till you can't get the call wrong, not till you get it right! People will hate this recommendation: When you're first learning to cold call, make 100+ calls a day! Own the top of the leaderboard for activity! Here's why: ?Everyone sucks at cold calls when they start ?So you avoid them ?Avoiding them creates hesitation ?Hesitation creates anxiety ?Anxiety will paralyze you from picking up the phone. ?So you don't... By making that many calls: ?You set yourself up to have more conversations ?Get better faster ?Put yourself in a position to hit quota You will: ??Ramp faster ??Know your persona's in depth ??Eventually, learning to love cold-calling Most people won't go through the suc, to get to success, will you?