“ How to turn Cold Calls into Warm conversations with trigger events, Social connections,Social triggers and gain an ‘internal credible referral’ to get 300% more meetings booked with any company you desire”
1) Groups, Groups & Groups Join 50 LinkedIn groups. What you should do is join five LinkedIn groups and then join another 45 LinkedIn groups where your customers are hanging out and where they are getting information from , where they’re getting their resources from and insights from
— Offer information that’s meaningful and helpful to your group share information, be a thought leader and he cites the insights to your group, strive to be seen as the subject matter expert in your space
Join groups to start conversations.
Moderate a group start a thread
Do Linked-In– in mail you can in mail 50 people a day on LinkedIn and when you’re in the same group as these people you can get about 80% conversion rate from a conversation or a spammed email to booked meeting
Point to note -you should try to join groups of 5000 members or less anything like 40,000 or 100,000 members is too many you can’t stand out it’s very difficult
2) Be Daring, Be different, Be First .
As Oren Klaff says from http://www.pitchmastery.com The most horrible type of the prospecting call is one that the prospect can predict the end of the call at the beginning.
This is the problem with most cold calls the prospect can predict the end of the call in the very beginning.— Such as you’re going to say you’re solution or system is the best and you’re the greatest and you’re the leading provider asked for a meeting, that’s predictable… then your prospect is going to retreat or be BORED and reject you ..
As Oren Klaff says what really works is
Novelty-
“ Holy noodle ..I can’t believe I caught you in the office … I’m on your web site looking at your picture right now .. Wow with an awesome picture like that I thought you’d be out with your agent signing autographs
Intrigue – Yea … hey ..I was on your website doing some research on _________ , gathering some data in this are..and I was told to give your VP of I.T. a call..I don’t really know what’s its about …something to do with Cloud , IT or Mobile, Servers stuff –some issues you guys are having .
Pattern interrupts
Is your Internet down over there ? ..Oh it’ seems OK ,..VOIP phones — geee..did you ever have a day when everything went perfect — you know .. . ? —- I need one of those..
.. Hey its Murray here with ________ I know your probably really swamped right now ..if we could deliver a solution that could ___________, would I be able to have a 3 minute conversation with you on the calendar this week ?
Tension
Humor–
Oh.. John hasn’t worked here since 2010 — holy noodle ..he still owes me $50 for Lunch …–Hmm…I think he said the company would pay for it.. If you look out the window Im in the white car … yea that’s me — just kidding ..
Hey, who has a focus and attention on subject area.
Social relevance
Social name drops and referrals
Hey it’s Murray here, I just got off the phone with ( Referral) and we were talking about some of your 2014 objectives & initiatives you have on your plate and a few obstacles in the way( things that effect him )
And I believe you are the resident expert and authority on ( subject area )
If you have 3 minutes I like to listen to understand more and we just might have some new , innovative ideas and options that can ( price-less answer looking for )
Mention of second-degree LinkedIn connections
Mention of LinkedIn groups this
3) http://www.jobchangealerts.com subscribe to this free service – Every day you get an email sent to you with all the people in your Linked-In network that have changed their careers and Jobs
“ Hey John Its Murray here, congratulations on your new career over at ________, that’s awesome !! Just read on Linked –in that you are running the helm of the ship over at _______, you’re in my network on Linked-in…. …
4) Aaron Ross who wrote – http://www.predictablerevenue.com The best-selling new book on predictable revenue in 2014
He believes like we all believe that you should not be cold calling today in this 2014 I would personally say this from an expert who has Built out over 389 Inside sales and Tele-Sales departments in over 43 industries .
In this day and age with all the social media with http://www.data.com , http://www.linkedin.com,http://www.salesloft.com,, and all the other sources you can get the personal names and direct phone number and direct email from all of these list sources so you don’t have to cold call in the raw anymore
A cold call is calling someone you don’t know and is expecting your call people hate being surprised, they hate it, you hate doing it and it sure doesn’t work as good as permission-based Warm calling and intelligent outbound prospecting
You’re just a ‘Cowboy or plain Dumb not to use these tools today ..
Aaron’s simple approach came from working at sales force.com in 2003 and he had to cold call and he hated it so what are you did was he came up with this idea that went like this
5) He would research in LinkedIn and jigsaw the top top decision-maker in the ‘Target’ company . Then he would send a spam email to the top decision-maker in the company, the top CEO or president of the company
— No more than 130 characters 3 paragraphs, No Selling in it all.
He would say stuff like this…
“ Hey I’m just trying to see if there’s a fit or a match I don’t want to waste your time I was looking for your help I’m wondering who has the focus or attention on your industry/ subject, maybe you could steer me in that direction ?
OR
“ Hey I’m looking for help I’m not sure you know who I should talk to I I don’t know who is in charge of this could you possibly point me in the right direction of the person who’s in charge of________________?
“ Hey I’m in a looking for help but I’m not sure where to begin… I think I’ve got something really interesting but I don’t know -not certain … Wondering if could you point me in the right direction with the person who had a focus our attention on_____________”
He would have his business developers in salesforce.com send out 30 of these a day, 150 of these a week,and about 600 per month.
Out of the 600 spammed emails to the top decision-maker in the company he would get an internal credible referral 54 to 110 times
9%-18%
So think about that – 54 – 110 Out of 600 Top level decision makers would respond to a Spammed E-mail asking for help to get pointed in the right direction …
–Isn’t that Incredible
Aaron and the Salesforce.com team it till this day today in 2014 uses the exact same process and is a $ 3 billion-dollar company
–– $ 24 Million in re-curing revenue a month
For more free tips or if you want to talk about How to Build a $ Mufti-Million producing Inside Sales and Out-Bound Prospecting department at your company
Call me on my cell # anytime 604-307-2431
http://www.increased-revenues.com/
Regards –Murray Warren