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Cold Call Training & Products
By Leslie Buterin | January 26, 2009
Leslie: I am entering a new field of sales as a Financial Analyst. I need advice, training that will help me in cold calling face to face with homeowners as well as business owners. Mostly small businesses that don’t have gatekeepers.
The company I am working for has extensive training but I want to be a step ahead.
How can you help. Webinars, books, training etc.
Answer:
The answer is the same if you are cold calling executives, gatekeepers, business owners, even direct consumers — figure out your prospects real reason for buying your kind of product/service and craft your USP around that reason.
Financial Analysis is too broad of a term to use it during cold calls.
Here’s why … that phrase can mean you help them build wealth; help them reduce risk; help them reduce tax liability; help them analyze their insurance coverage for potential areas of risk … and that just to name a few things Financial Analysis can mean!
So drill down to what it is that your prospects value enough to spend their precious time to discuss with you whether or not to part with their hard-earned dollars.
All over this blog you will find my products and products/links to other people for whom I havea great deal of respect. On this site alone you can find books, live webinars, past webinars, and more.
Since last Summer, readers have been clamoring for coaching for customized answers to their questions. That’s subject is not yet addressed on the blog … so here is a long write up about one-on-one coaching — where we get to it and resolve each issue quickly.
COACHING
What makes our approach to cold calling different from all other is this – you do not research your prospect companies; you do, however, let your prospect companies know what you can do for them. You are positioned as one “Top Dog” calling another.
One-on-one time gives us the opportunity to address your specific questions and to customize responses for your unique product and/or service.
We do two sessions for each topic. The first session allows me to let you know what you are doing right, tell you what you must stop doing, identify the missing pieces and give you homework.
The second session gives you closure on that topic and the time to discuss next steps for coaching as appropriate.
On average – provided you do your homework—each topic we address is thoroughly discussed with just two 30-minute coaching sessions. During which, you receive powerful answers to your pressing questions.
Warning, I am not all “smoochy” during our coaching time together!
My goal is to answer as many of your questions as possible, as thoroughly as possible during our 30-minutes together. Come to our sessions with your questions organized and you will be astounded at how much we accomplish together.
We are able to record each coaching session and to send you an audio link at no additional charge. Our clients particularly like this no-cost, value-add. They report learning at a deeper level as they listen to the MP3 from 5-7 times. Repeated listening is a powerful because repetition is a critical component of adult learning.
Consider leveraging your initial coaching sessions with a “check up” call every six months or so to maintain, tweak, and improve your cold calling results.
If you’re new to the idea of coaching you’ll want to know the kinds of outcomes that are produced during these calls. Although this is by no stretch of the imagination a comprehensive list, you will get an idea of the kinds of topics your colleagues utilize coaching calls for:
- Well-crafted benefit statements … that boost your self-confidence and are easy to remember
- Unique Selling Proposition (USP) that positions you as the expert you are – and presents you as the “Alpha Dog”; the Top Dog in your industry
- Powerful testimonials to use in your script; written; email; and Voice Mail communications … the very words that make your prospects sit up and pay attention
- Compelling documents to send to prospects who ask for “something in writing” – and makes them welcome your follow up call
- A crystal-clear impact statement that tells your prospects what’s-in-it-for-them … and why they must do business with you or risk losing out
- Identifying cold calling stuck spots – better yet, how to move past them
- The voice mail messages to leave … and how to get a high number of call backs
- Review of upcoming major account cold calls – figure out what to say and just as important what not to say
- Answers to the odd questions that come up during the course of your day … answers that will propel you over any hurdles and get those appointments for you
- A sounding board for your thinking – rooting out your prospects’ unspoken objections and giving you ways to articulate those objections as strengths of yours
- Autopsy of current cold calling scripts … we look at 5 critical points where your scripts can make a turn for the worse and keep you on the path to success
- Creation of new cold calling scripts – perfect for you if you’ve never had a best practices script, we’ll build it right the first time
- Identification of your high-leverage points … ways you can double, triple, even quadruple your results with seemingly slight changes in your cold call strategy
- Cold calling metrics to measure, monitor – you will learn about the best systems on the market for cold calling and how to profit from them, big time
- Define your “ideal” client … so that your list is chock full of those who are most likely to do business with you, and less likely to waste your precious time
- Discuss a variety of cold calling resources – the kind of discussion that is for insider’s only, we’ll figure out what is best for you and why. You’ll know your ROI before you invest one cent of your budget.
Coaching clients boast an immediate Return On Investment of 3 to 10 times their initial investment – some even add several zeros to their ROI!
Here are your first two steps: Buy two coaching sessions , then, email me with a day/time or two that work well for you. Buy two coaching sessions
Have a topic in mind and feel ready to start?
Best,
Leslie Buterin (like butterin’ bread)
Topics: Cold Call Training |
November 10th, 2009 at 12:19 pm
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