How to generate leads without making cold calls

How to Generate Leads Without Making Cold Calls

Michael HalperFounder and CEO

SalesScripter

Networking Email Phone Website / SEO

Email Marketing PPC Content

Marketing

Sales Prospecting Marketing

How to Be an Awesome Networker - YouTube

Build Email Drip Campaigns that Convert Sales - YouTube

How to Build a Cold Call Script that Works - YouTube

Building a Good Sales Pitch

Creating Good Emails

Creating Email Threads

What Makes this Possibly Work

Getting Email Addresses

Adding Phone Calls

Some Examples of a Not So Great Sales Pitch

Thanks for connecting. A lot of new things are going on with my company and I would like to share them with you in the near future.

We help business owners acquire financial freedom in their business through coaching, training and personal development. I welcome the opportunity to work with you.

Hi Michael,XXX specializes in accounting and financial services at affordable rates.

We have experienced CPAs, and staff to handle all your bookkeeping, financial and tax needs.

We offer per hour as well as dedicated outsource staff at a lower payroll cost then any in-house staff.

Take advantage of our current 30% off any service, ends July 30, Book keeping rates start at $15/hr(after discount).Free trial, if you are not satisfied after 10hours of work, then you don't pay.Call us at XXXXXXXXXX

Hey,

I would like to introduce myself as a part of XXXX - A leader in data driven marketing solutions. If you're looking to acquire new customers or launch a new product or expanding your target market, you can gain access to all relevant databases from our repository of more than 32 million datasets worldwide.

Do, let me know a good time to connect over the Phone and Email to discuss further strategies for your business.

We also provide Integrated Marketing Solutions like:SEO (Search Engine Optimization)Digital MarketingEmail MarketingWeb DevelopmentEmail AppendingData Provisioning360 Degree ProfilingEmail Verification & validationMultichannel Prospect ListsHTML Design/Creative ServicesMarket ResearchEvent Marketing ServicesCRMSales Lead

I hope everything is going great and thank you for connecting with me! I wanted to reach out and ask how you are handling your payroll and HR for your company? I am sure you have everything taken care of, but if there is any opportunity for myself and XXXXXX to earn your business, I would love to talk with you about what myself and XXXXXXX has to offer a business your size.

I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best way to reach you? I look forward to hearing from you!

Hi Michael ,

On behalf of my team at XXXXXXXX, it would be a pleasure if you would allow us to help you expand the reach of your business through multi-channel marketing such as;

- Appointment Setting- Telemarketing / Voice Campaign- Email and Social Media Marketing- Database Services with some value-added services.

If you would like to know more about our services, as well as pricing and how our services work, drop us a message with your number to reach you best or book an appointment online;

Hey Michael, I hope you’re doing well today. I’ll keep this short and to the point: we recently launched [product name] after three years of development. It's a total game changer. Basically, [product name] uses [product explanation]. It's a self-service platform unlike anything you may have seen. The kicker is that our service is inexpensive and fast. Do you have time this week for a quick call or demo to discuss how we could help you?or can you tell me who I should speak with? Best,[contact name]

Ben

efits

Product Selling

Prod

uct

Com

pany

Feat

ures

Func

tiona

lity

What we say when talking with prospects

Very inward focused – me, my product, my company

• Foundation of knowledge• Focus of training• Wealth of experience• Where we have interest• What leads to us getting

paid

• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations

It is what we are trained to do

Inte

rest

Consultative SellingVa

lue

Pain

Qua

lify

Cre

dibi

lity

Obj

ectio

ns

Prospect Focused

What we say when talking with prospects

• Get outside your comfort zone

• Identify how you help • Focus on the problems

that you solve

• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations

Building Your Sales Pitch

Your Product

1. Gym Membership

Features

2. Weights3. Exercise equipment4. Classes5. Pool6. Sauna

Product


The Value You Offer

1. Lose weight

2. Get healthier

3. Get more attractive

4. Decrease stress

5. Increase energy

6. Decrease medical expenses

Product Value

Your Product

1. Gym Membership

Features

2. Weights3. Exercise equipment4. Classes5. Pool6. Sauna


The Pain You Resolve

1. Can be difficult to lose weight

2. Not as healthy as they should be

3. Don’t have self confidence

4. A lot of stress in daily life

5. Often tired and fatigued

6. Spending too much on medical expenses

Product Value Pain

The Value You Offer

1. Lose weight

2. Get healthier


4. Decrease stress

5. Increase energy



Questions Should Ask

1. How important is it for you to lose weight or get in better shape?

2. How much of a priority is it for you to get healthier or live a healthier lifestyle?

3. How do you feel about your level of self-confidence?

4. On a scale from 1 to 10, how stressful do you think your daily life is?

Product Value Pain Qualify

The Pain You Resolve

1. Can be difficult to lose weight


3. Don’t have self-confidence

4. A lot of stress in daily life

5. Often tired and fatigued

6. Spending too much on medical expenses



Building Interest Points

1. ROI

2. Differentiation

3. Product details

4. Benefits

5. Company Facts

6. Customer Example

Interest

The Value You Offer

1. Lose weight

2. Get healthier


4. Decrease stress

5. Increase energy




Name Drop Example

1. A mid 30s woman joined our club about a year ago.

2. She got involved in our workout classes and also ended up changing her diet at the same time.

3. After 3 months, she lost 20 pounds and since then has lost 40 pounds, she actually is in some new serious relationship, and says that overall she has transformed her life and is happier than ever.

Interest Credibility

The Value You Offer

1. Lose weight

2. Get healthier


4. Decrease stress

5. Increase energy



Product Value Pain Qualify Objections

Objection Responses

1. Lose weight


3. How do you feel about your level of self-confidence?

4. Differentiation

5. After 3 months, a member lost 20 pounds and in a year lost 40 pounds

Interest Credibility

Value Offered

Pain Resolved

Questions You Should Ask

Building Interest Points

Name Drop Statement

Building Your Email Messages






Adding Phone Calls

Use Brevity

Try to avoid sounding like a salesperson that is trying to sell something.

Don’t create emails that look like mass emails.

Focus on the Immediate Goal

Stage GoalsInitial Contact

Cold CallInbound CallEmailEvent

2 to 5 minutes80% on prospect20% on you

Appointment

Phone CallFace-to-FaceDiscovery

20 to 30 minutes50% on prospect50% on you

Presentation

DiscoveryPresentationDemonstration

1 to 2 hours20% on prospect80% on you

Pre-QualifyGather high-level informationBuild interest in having conversationSchedule the Appointment

Use a Multi-Touch Mindset

Educate the Prospect

Demonstration






Adding Phone Calls

What is an Email Thread?

Value Message

Email #1

Pain Message

Email #2

Delay (1 or 2 weeks)

Name Drop Message

Email #3


Qualify Message

Email #4


Product Message

Email #5


Last Attempt Message

Email #6


Demonstration






Adding Phone Calls


• A good pitch with the right benefits and pain points

• Not sounding like a salesperson

• Persistence through multiple messages

• Power in numbers






Adding Phone Calls

How to Guess an Email Address

[First Name]_[Last Name]@websiteaddress.com [First Name].[Last Name]@websiteaddress.com [First Name]@websiteaddress.com [Last Name]@websiteaddress.com [First letter on first name][Last Name]@websiteaddress.com [First Name][First letter of Last Name]@websiteaddress.com [First Name][Last Name]@websiteaddress.com [Last Name][First Name]@websiteaddress.com [Last Name].[First Name]@websiteaddress.com [Last Name]_[First Name]@websiteaddress.com First Name]-[Last Name]@websiteaddress.com [First letter on first name]-[Last Name]@websiteaddress.com First Name]-[First letter of Last Name]@websiteaddress.com[First letter on first name].[Last Name]@websiteaddress.com First Name].[First letter of Last Name]@websiteaddress.com[First letter on first name]_[Last Name]@websiteaddress.com First Name]_[First letter of Last Name]@websiteaddress.com

Demonstration






Adding Phone Calls

Demonstration

Our Next Webinar

How to Outsource Your Cold Calling to Work-at-Home Agents

• February 8, 2017• 1PM to 2PM CST• https://salesscripter.com/event/how-to-outsource-your-cold-calling-to-work-

at-home-agents/

SMART Sales System

SMART

ales

essaging

nd

esponse

actics

SMART Sales System

Sales Methodology Software Platform Professional Services

SMART Sales System


Sales Training

• Recorded Training Videos

• Live Sales Training (virtual)

• Live Sales Training (in-person)

• Custom Sales Training

SMART Sales System


• Sales Pitch Builder

• Library of Scripts and Templates

• CRM Functionality

• Email Automation

• Library of Scripts and Templates

• CRM Functionality

• Email Automation

SMART Sales System


Sales Consulting

• Sales Pitch Development

• Sales Process Mapping

• Script Assessment

Sales Coaching

• One-on-One Sales Coaching

• Weekly coaching

• Coaching Hour Blocks

Contact Us

Michael HalperFounder and CEO

[email protected]

@salesscripter

mailto:[email protected]

How to generate leads without making cold calls

Business

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