Preparing for cold calling - Power Hour
Welcome to Week 3 of my virtual coaching programme.
Last week we built out your unique perspective that you have for your customer’s situation.
This week we are going to take that unique perspective and use it to prepare for a cold calling block as we start to open up conversations with real customers.
Cold calling is not dead!
There are a hundred reasons you can give yourself to not pick up the phone:
And depending on how old you are, you may have grown up in a world where you don’t use the phone in your personal communication either.
But the reality is, the phone is one of the best ways to get an immediate yes or no from a customer, so you can move them forward or out.
Emails and LinkedIn Messages just don’t give you that.
Senior executives regularly comment that while their inboxes are slammed with generic prospecting emails, their phones remain silent for much of the week.
So if the phone is the way forward, how do we make it more effective.
“It’s not the phone that’s the problem, its the interruption.
So you better make it worth their time!””
In the last lesson we built out your Unique Perspective - so you have something of value to your customer.
Whilst I have called this session preparing for “cold” calling, I think of “warm” calling.
Imagine you are an Amazon delivery driver calling to deliver a '“package” - everyone loves seeing the Amazon driver arrive!
In this session, you’ll build out a list of 50 similar prospects to call into before drafting a script based on your unique perspectives from last week.
If you haven’t already, get access to all of the programme’s content for free now.
Once you have access then open up the files required for today’s session.
There is the MP4 which is the video coaching session, and a PDF copy of the worksheet.
if you have a printer I recommend printing the PDF worksheet out as it will be easier to doodle on it with a pen.
The format of this Power Hour is:
5 minutes - Introduction
10 minutes - Topic background
5 minutes - Task introduction
15 minutes - Working time
5 minutes - Check-in
15 minutes - Working time
5 minutes - Wrap up
So I recommend having a 60 minute slot available to work through this session as I will give you tasks and you will be working through your own accounts.
By the end of this Power Hour will have created a list of prospects and drafted a script to use in your next calling block.
Enjoy!
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