Increase your cold/warm call success by more than 300%

Salesperson: “Good morning, is this Mr.Smith?”

Prospect: “Yes”

Salesperson: “How are you today?”

If this sounds familiar then you've either heard or said,” Ahhh, I'm fine… who's this?”

Increase your call success by more than 300% by doing this:

People, in general, want to know 3 things when someone calls them (including me). They are:

• Who are you?
• What do you want?
• What's in it for me? (Believe me… we all think this)

Introduce yourself:

“Good morning John, this is Nick with GROE.”

Next, earn your right to talk: “I wanted to reach out to you after seeing your post on LinkedIn.”

A little research goes a long way. I use different tools to review their social media to find out what they're interested in and what's important. People will always talk about what's on their mind and social media is an easy outlet.

If they're interested (if you pause after your opener… they'll tell you if they are or not). Start building the relationship right off the bat and earn their trust. If you lie in this statement… you'll be a lot worse off than losing a sale.

“John, you're great at what you do. Ben and Chris couldn't stop bragging about your work. A common problem for great entrepreneurs is finding good clients to fuel their growth.”

Begin to educate them so they can make a decision. It's your job to be their tour guide through the sales cycle.

“We work with entrepreneurs to find qualified leads, onboard new customers and build relationships which turn into long-term customers. Customers are your BIGGEST investors which fuel your growth! We do this by…”

Don't go over everything during your call. They're busy. Respect their time and book an appointment. It gives you more time to do research plus you can request the information you need.

Simply ask for the appointment,” Are you available Tuesday at 2 or 3 pm to go into more detail?

Calling is effective if you have a simple framework to follow. Not every call will lead to an appointment. Not everyone will want to talk to you. Keep dialing and smiling my friends.