F*ck cold calling how to generate your own leads 10-22-13
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Collin Stewart, Co-Founder & CEO voltageCRM.com [email protected] F*ck Cold Calling How to Generate Your Own Leads (no CRM, inbound, PPC, $, or SEO required)
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Transcript of F*ck cold calling how to generate your own leads 10-22-13
Collin Stewart, Co-Founder & CEO
voltageCRM.com [email protected]
F*ck Cold CallingHow to Generate Your Own Leads
(no CRM, inbound, PPC, $, or SEO required)
Acknowledgments Strategic Selling - Miller Heiman !
Predictable Revenue - Mack’s notes !
High-Output Sales Course - thinkific !
Prospecting Blueprint - Google Docs !
Research & Development - Jerry Situ
PurposeProactively identify Ideal Potential Clients & open a dialogue with them.
ToolsGoogle Apps (Gmail & Sheets) Yesware (yesware.com) Rapportive (rapportive.com) Google Search
StopTake 5 minutes and install these tools.
The ProcessGenerate a list of ideal customers Email the CEO Set up a call with the decision maker ... Close
Ideal Customer ProfileList the core business problem that you solve. !
Identify the types of companies that would benefit most by solving that problem.
StopList: !
- 3 core business problem you solve. !
!
- 3 traits of a company that your product will benefit most.
Finding a Free ListLook for: Industry Associations Events Conferences Local Business Associations !
Find: Member Lists Directories
Search Google:“Association Name” + !
“Member Directory” + !
“filetype:xls” !Other search ideas: !“Region” + “Industry” + “Filetype” - Ex. “vancouver designers filetype:xls” !“site:MemberDomain.com” + “filetype:xls”
Data.comGreat for: !
Quickly creating a free list !
Understanding your potential market size !
Go to connect.data.com and select “Advanced Search”
StopTake 5 minutes and find a list. !
Take another 5 minutes and create a list on Data.com. !
!
!
!
Note to self... show them Data.com trick.
ProspectingFind the CEO’s name Use Google to find their email Email them & ask for referral Set up a discovery call with the DM
Find the CEO’s name“CompanyName CEO” !
“CompanyName President” !
“CompanyName [Prez/CEO] LinkedIn” !
!
Check their “About Us” page
Find the CEO’s email“[email protected]” !
“@domain.com email” !
No luck? Search for a salesperson’s email.
Stop.Go find someone’s email address.
Email the CEOSubject: Best point of contact !
Body: Hi FirstName, !
Who is the best point of contact to discuss [the word descriptor]? !
- Your Name
Setup a discovery callBody: Thank you [Name of CEO]. !
Hi NewContact, !
Do you have time for a quick call to discuss [three word description]? We have/are building X and would like to see if [CompanyName] would be a good fit. !
- Your Name
Stop. Hammer time.Homework. !
Find 10 email addresses. !
Send 10 initial emails.
Having a Sales ConversationUnderstand the Current Situation Identify their Values/Goals/Objectives Confirm Your Understanding Identify All the Players !
Answer the question: Should we work together?
DO NOT ANSWER THEIR QUESTIONS!
Video slide -
BenefitsWhiteboard time.
The Selling “V”
Outcomes Solution
Values*
1.
2.
3.
1.
2.
3.
The interviewWho are your best customers? What do they like about you? Dislike? Who are your small/big competitors? What do they do better/worse than you? Where do you see yourself on that scale? !
Walk me through (the core business function you’ll affect). Who’s involved? How will this impact them?
OutcomesDiscuss challenges and opportunities How will solving them affect the core business/bottom line? Use the “5 Whys” technique If you can’t put a $ on it, you haven’t gone deep enough. !
Identify 3-5 core outcomes that will positively impact their business.
ValuesCalibrate your pitch based on their values !
What’s important: - speed - price - quality - service - ease of use !
Ask them to define it - “what does service look like to you?”
ConfirmationList back to them what you heard and ask if you understand correctly. !
Ask if you’ve missed anything. !
Once you get the yes, you may start talking about what you can do for them.
STOP!Do not pass Go Do not collect $200... !
Until you’ve had a conversation with each buying influence.
Buying influencesLarge & complex sales will have multiple buying influences and will require you to repeat the above steps with each group. !
Don’t forget about: !
Economic - one that writes cheques Technical - one that assesses the details User - one that uses or whose job will be impacted by your solution
Close the Next Step“It looks like we understand what you need and can provide a solution that will help you with X, Y, & Z. !
What do you think our next steps should be?” !
Always ask for a commitment for the next action.
The pitchReview the 3-5 outcomes you identified earlier and match them with the benefits your product provides. !
Ask, “does that sound like it will work for you?” after each outcome.
Proposals suckTake good notes & write them up immediately after your meeting. !
Fill out the Selling “V” and you’ll have a great outline for your presentation/proposal/etc...
