The Financial Advisor’s Summit - August 10th - 12th

The Financial Advisor’s Summit

August 10th - 12th

And

August 17th - 19th

Join Wendy Weiss, The Queen of Cold Calling, for:

Recession Prospecting: How to Build a Strong Sales Pipeline in a Weak EconomyYou will learn:

• How to hook your prospects so that they want to speak with you.
• When they say “hello,” what should you say?
• Getting your prospects to commit.
• Pareto’s law—what it is and how it works.
• To move beyond the Numbers Game to Momentum.
• 4 strategies to fill your sales funnel and ensure that it stays full.

You’ll be able to listen to experts as they share all of their sales magic and you won’t have to pay one dime to attend.

FREE to Attend but space is limited.
Register Now to Reserve Your Spot! 

Cold Calling Tips from the Queen of Cold Calling

1. If your prospect is using a similar product/service, most likely that prospect believes the product/services to be of value in some way. That means that your prospect needs you or someone just like you to provide the value they want.

2. If your prospect is already using a similar product or service, then making the decision to purchase this particular item is part of their job. And they are supposed to do their job to the best of their ability. Part of that would be finding the best for the least, staying on top of new developments in the field, exploring options, contingency planning… Meeting with you works to your prospect’s advantage. By introducing yourself and your product or service, you are helping your prospect to do her job.

3. Once you have scheduled a new business meeting, make sure that you confirm the prospect’s name, title and address. Also, make sure she has your name, your company name and telephone number. Repeat the date and time of the meeting at least twice. You want to make sure that you are both talking about the same date.

4. When you give your prospect your contact information and when you are repeating the meeting date and time, use your voice to direct your prospect to write everything down. Speak s-l-o-w-l-y and distinctly, at a pace that they can write. Your prospect will interpret this way of speaking as a direction to write. This way, they, too, will have the meeting in their calendar, and there should be no mix-ups.

Cold Calling Tips from the Queen of Cold Calling

1. If you keep reaching a secretary or assistant, do not call that lead more than 3 times in one day. This is one reason to keep adding new names to your list. If you keep reaching voice mail, however, you can call as often as you wish.

2. Enter all the information you gain from a prospect into your database! The better your records, the easier your calls will be.

3. If you are put on hold at the switchboard, go on to another call. If you are actually holding for your prospect and you’ve been on hold for a while, you can hang up and then call back. Say, ‘I was holding for (prospect’s name), and I was disconnected. Is she available?’ This way, you’ll either get through to your prospect or find out when to call back.

4. If you are setting up meetings for someone else, you can say things about that individual that they themselves cannot. Don’t be afraid to gush. Point out all relevant personality traits: ‘She is so talented.’ ‘She is so down-to-earth.’ ‘She really understands this business.’ You get the idea. Coming from a second party, these types of statements are very powerful. If you say them about yourself, however, you simply sound like a braggart.

Cold Calling Tips from the Queen of Cold Calling

1. Having a script frees you to be yourself. You are prepared, you know your product, features and customer benefits, and you know what you want to achieve with the telephone call. You are ready for any objection your prospect may voice. You can relax-you can be yourself.  
2. If your prospect is already using a similar product or service, then making the decision to purchase this particular item is part of their job. And they are supposed to do their job to the best of their ability. Part of that would be finding the best for the least, staying on top of new developments in the field, exploring options, contingency planning…  Meeting with you works to your prospect’s advantage. By introducing yourself and your product or service, you are helping your prospect to do her job.

3. Once you have scheduled a new business meeting, make sure that you confirm the prospect’s name, title and address. Also, make sure she has your name, your company name and telephone number. Repeat the date and time of the meeting at least twice. You want to make sure that you are both talking about the same date.

4. When you give your prospect your contact information and when you are repeating the meeting date and time, use your voice to direct your prospect to write everything down. Speak s-l-o-w-l-y and distinctly, at a pace that they can write. Your prospect will interpret this way of speaking as a direction to write. This way, they, too, will have the meeting in their calendar, and there should be no mix-ups.

Cold Calling Tips from the Queen of Cold Calling

1. Think of your cold call as the beginning of a sales relationship.  Pick one tip to implement today. Take action now to change your prospecting results.
2. Follow up. Follow up. Follow up.
3. Do what you say you’re going to do. If you tell your prospect that you will call next Thursday at 3:00 p.m.–call your prospect next Thursday at 3:00 p.m.
4. Use a system to track your leads. Use it consistently.

The Cold Calling Tips Podcast with The Queen of Cold Calling - Cold Calling is a Numbers Game—Not

“Make 100 dials/day, everyday, because cold calling is a numbers game.” The more dials, the more success. But is that really true?The Queen of Cold Calling explores the myths surrounding cold calling. What is true and what will simply burn you out and waste your time.

 

 The Queen's Podcast - Cold Calling is a Numbers Game—Not: Play Now | Play in Popup | Download (361)

Cold Calling Tips from the Queen of Cold Calling

1. The way to be comfortable and increase your success in prospecting is to do your homework and prepare ahead of time. When you prepare for your calls before you actually get on the telephone, you will be in a much stronger position than if you simply “wing it.” To be prepared, know what you want to accomplish on the call and how you plan to present yourself, your product, service and/or company.

2. There are three key elements you’ll need to address in order to prepare for your prospecting calls: The What, Who and Where. What are you selling? Who is going to buy it? Where will you find them?

3. The “What” encompasses the benefits and/or value that your customers and future customers receive from using your products or services. This is sometimes called a “value proposition” or WIIFM, “What’s in it for me?” from your prospects’ point of view. If you are able to quickly help your prospect understand the value you are offering you will be able to gain that prospect’s attention and have a conversation.

4. The “Who” is out of everyone in the entire world, who might conceivably buy what you’re selling, who is most likely to buy what you’re selling? Who is mostly likely to buy a lot of what you are selling? And who is most likely to come back and buy again and again? These are the prospects that you want to call. Introductory calling should be very targeted. The more targeted you are, the better your results.

Cold Calling Tips from the Queen of Cold Calling

1. Make sure there is a match between your prospects’ needs and your offering. Make sure your prospect understands the match.

2. Prepare for questions and objections by writing down the questions and objections you believe you may hear. Make sure to come up with great responses so that you are prepared for when you hear these questions and objections.

3. Respond to questions and objections. Questions and objections are a good thing. It means that your prospect is thinking about what you are discussing and seriously considering doing business with you.

4. Be relevant. The more relevant you are to your prospect, the greater will be their interest in your product/service. Conversely the less relevant you are, the less will be their interest. There is a direct correlation, so only present those aspects of your products/services that are relevant to your prospect’s specific challenge. Generic does not work.

Cold Calling Tips from the Queen of Cold Calling

1. Before you start making your calls, find out what is the usual title of the decision-maker for your product or service. When calling, ask for the person who has that title. This way you will avoid the question: “Are you the person who purchases….”

2. When trying to find your prospect, call the highest-level person that you believe might be the decision-maker. If that person is not the decision-maker, generally, they will know who is. That person may even be reporting to them.

3. Develop your qualifying questions to ask your prospect, questions whose answers will confirm that you are indeed speaking with the decision-maker. Examples could be: “How often do you use this type of service?” “Who is your current vendor?” “What are your concerns about this service?” Everyone will have different qualifying questions. You need to decide what makes a prospect qualified to do business with you.

4. Some things are out of your control. If a prospect does say “no”, ultimately, that is out of your control–but what is within your control is continuing to prospect and continuing to make calls. It is also within your control to improve your cold calling skills, take seminars, read books or hire a coach–then, fewer prospects will say “no.”

Cold Calling Tips from the Queen of Cold Calling

1. Prepare for introductory calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service.
2. Understand the goal of your telephone call. Ask yourself the question: “When I hang up the telephone, what do I want to have accomplished?”
3. When you are making introductory calls adopt the attitude that you expect to speak with your prospect. Expect that your call to be put through and that your prospect will want to speak with you. You have something of value that is of benefit to your prospect. This attitude will help you sound confident and in control.
4. When speaking with a gatekeeper, remember to always use directed words, such as: “What” or “When….” If you ask, “Do you know what time Ms. Decision-Maker will return?” the gatekeeper can simply answer “yes” or “no.” However, with directed words, if she knows, she must give you an answer.