cold calling techniques
DESCRIPTION
TRANSCRIPT
Cold Calling Techniques
James CheongAugust 2010
A=P=S Formula
• Appointments gives Prospects gives Sales
No. from real world
• 293 > 149 > 49 > 83 >10• 293 calls• Spoke to 149 people• 49 first appoitnments • 83 sales visits• 10 sales
What is your no.?
• 15 Calls > 1 appointments• 5 appointments > 1 sale_____________________________________• 15 calls per day X 5 days = 75 calls• 75 calls ÷ 15 = 5 appointments• 5 appointments = 1 sale per week
Increase Calls only
10% 20%
Calls per day 15 16.5 18.0
Calls per week 75 82.5 90.0
Appointments 5 5.5 6.0
Sales 1 1.1 1.2
Sales $ 750 825.0 900.0
Months 120 120.0 120.0
Total Investments 90,000 99,000.0 108,000.0
Income - 1.7% 1,575 1,732.5 1,890.0
Sales Axis
10% Notes
Calls per day 15 16.5 +10%
Calls per week 75 82.5
Appointments 5 5.9 14
Sales 1 1.1 +10%
Sales $ 750 825.0 +10%
Months 120 132.0 +10%
Total Investments 90,000 119,790.0
Income - 1.7% 1,575 2,096.3
Sales Axis - Bonus
10% Notes
Calls per day 15 16.5 +10%
Calls per week 75 82.5
Appointments 5 5.9 14
Sales 1 1.1 +10%
Sales $ 1,250 1,375.0 +10%
Months 120 132.0 +10%
Total Investments 150,000 199,650.0
Income - 1.7% 2,625 3,493.9
Where to get leads
• Civic Organizations – give talks (I in 10)• Conferences – give talks • The T Call• Newspapers – 6 to 8 weeks old papers• Existing Business• Referral club
Cold Call Mechanics
1. Get the person’s attention2. Identify yourself & your company3. Give the reason for your call4. Make a qualifying / questioning statement5. Set the appointment
Get the person’s attention
• Good morning Mr. Tan
Identify yourself & your company
• This is Sam from IPP Wealth Planners• We are a leading Financial & Investment
company; we have worked with more than 300 doctors & Biz Owners
Give the reason for your call
• The reason I’m calling you today specifically is to set an appointment
_____________________________________• The reason I’m calling you today specifically is
to set an appointment • so I can stop by & tell you about our platform &
services & • how they can help individuals in creating
education fund & personal pension scheme.
Make a qualifying / questioning statement
• Mr. Tan, I’m sure that you, like a lot of other doctors in Pantai Hospital (other IT professionals in MSC),
• are interested in having sufficient fund for children education or for retirement. (+ve response)
Set the appointment
• That’s great, Mr. Tan, then we should get together, how about Tuesday at 9.30 am?
• Good morning Mr. Tan• This is Sam from IPP Wealth Planners• We are a leading Financial & Investment company; we have
worked with more than 300 doctors & Biz Owners• The reason I’m calling you today specifically is to set an
appointment so I can stop by & tell you about our platform & services & how they can help individuals (doctors…) creating education fund for children & personal pension scheme.
• Mr. Tan, I’m sure that you, like a lot of other doctors in Pantai Hospital (other IT professionals in MSC), are interested in having sufficient fund for children education or for retirement. (+ve response)
• That’s great, Mr. Tan, then we should get together, how about Tuesday at 9.30 am?
6 specific telephone tips for cold calling
1. Use a mirror are you smiling?2. Use a timer – 2 to 3 minutes
1. Block out your calling time
3. Practice4. Keep record of your calls5. Tape-record your calls6. Stand upImplement !
4 Common Responses
• No thanks, I am happy with what I have• I’m not interested• I am too busy• Send me some information
No thanks, I am happy with what I have
• Other people told me exactly the same thing you did
• They had the same reaction you did before they had a chance to see what we do complements what they are already doing.
• We should get together • How about Tuesday 10.30 am
I’m not interested
• Well, Mr. Tan, a lot of people had the same reaction when I first called – before they had a chance to see how what we do will benefit them
• We should get together • How about Tuesday 10.30 am
I am too busy
• Mr. Tan, the only reason I was calling was to set an appointment.
• Would next Tuesday 10.30 be okay?
Send me some information
• Can’t we just get together? how about next Tuesday 3 pm?
The Ledge
• Is something you can step on – something you can use to regain your footing
• You know something, that’s why we should get together
• A Ledge uses the 1st questions or negative response as a foothold to turn an external phone-prospecting conversation around
Third Party calls
• I do a lot of Private Pension Scheme with Doctors in Pantai Hospital;
• (Biz owners in PJ); (IT managers in Cyberjaya)….• I was very successful in showing them ways to
create sufficient funds for retirement• What I like to do is to stop by next Tuesday at
3pm to tell you about the success I had with Pantai Hospital
3rd party Referral
• Good morning, Mr. Tan.• This is Sam form IPP Wealth Planners.• We are a leading Financial & Investment company;
we have worked with more than 300 Doctors & Biz Owners
• The reason I’m calling you today specifically is that I just spoke to Dr. Lim. He suggested that I give you a call to set an appointment.
• I wanted to know if next Tuesday at 9.30 am would be okay?