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CaptainCrunch · 01-07-2014, 02:06 PM

Some ideas that I've found effective.

1) Give a reason for the call. We tend to do an email campaign attaching value to a call before just blindly calling people. Whether we're offering a technology webinar or whatever, and ask for permission to call within that email. It helps you filter the interested from the not interested

2) When you cold call someone you need to ask for permission. "Hi I'm so and so from xyz company, I wanted to introduce you to our blah blah, we've found other similar organizations to you find real value in it, is this a good time to talk or would you like to schedule a more convenient time. This way your trying to get a more engaged person on the conversation.

3) Use a real world example if you can when your talking. "ABC company who is very similar to you uses this product or service of ours and they've found blah efficiency improvement.

4) Keep the person engaged, ask quick questions don't just blast into a scripted cold call

5) Keep it brief and tell them its brief. To be honest the first call is to generate interest. If there is interest you can schedule a more in depth conversation down the road

6) Personally, cause I'm the only sales person in my organization right now and my time is better spent talking to interested prospects and moving them through the sales process to close we engaged a cold calling organization to do the bulk calling for us. We created a script for them and NAIC market segment codes and let them do a bunch of calls and follow ups for us. Its relatively cheap based on the effectiveness of it. If you want to know more about that maybe PM me.

7) based on the above, usually I will end up with about 20 qualified decent prospects per campaign.

8) Cold calling can be efficient with research. Know who you want to talk to that will get you by gate keepers as quickly as possible. Be respectful of their time and roll. But honestly with the advent of hiding behind voice mail make sure you have an efficient voice mail script.

The pre email campaign works at getting around that.

01-07-2014, 02:06 PM	#4
CaptainCrunch Norm! Join Date: Jun 2002 Exp:	Some ideas that I've found effective. 1) Give a reason for the call. We tend to do an email campaign attaching value to a call before just blindly calling people. Whether we're offering a technology webinar or whatever, and ask for permission to call within that email. It helps you filter the interested from the not interested 2) When you cold call someone you need to ask for permission. "Hi I'm so and so from xyz company, I wanted to introduce you to our blah blah, we've found other similar organizations to you find real value in it, is this a good time to talk or would you like to schedule a more convenient time. This way your trying to get a more engaged person on the conversation. 3) Use a real world example if you can when your talking. "ABC company who is very similar to you uses this product or service of ours and they've found blah efficiency improvement. 4) Keep the person engaged, ask quick questions don't just blast into a scripted cold call 5) Keep it brief and tell them its brief. To be honest the first call is to generate interest. If there is interest you can schedule a more in depth conversation down the road 6) Personally, cause I'm the only sales person in my organization right now and my time is better spent talking to interested prospects and moving them through the sales process to close we engaged a cold calling organization to do the bulk calling for us. We created a script for them and NAIC market segment codes and let them do a bunch of calls and follow ups for us. Its relatively cheap based on the effectiveness of it. If you want to know more about that maybe PM me. 7) based on the above, usually I will end up with about 20 qualified decent prospects per campaign. 8) Cold calling can be efficient with research. Know who you want to talk to that will get you by gate keepers as quickly as possible. Be respectful of their time and roll. But honestly with the advent of hiding behind voice mail make sure you have an efficient voice mail script. The pre email campaign works at getting around that.