Cold Calling Sucks!
(AND THAT’S WHY IT WORKS)
Peter Surowski
Co-Founder
Brain Jar
brainjar.net
951-848-5559
[email protected]
Is this for me? Definitely
maybe!
B2B OR B2C WITH A HIGH
PRICE POINT
SOLVES A PROBLEM
PEOPLE AREN’T
SEARCHING FOR
CATERS TO MARKET
WITH MONEY
2
Here’s the Plan
THIS WORKSHOP WILL BE BROKEN UP INTO THREE SECTIONS
01 How to get leads
02 How to make a good cold call
03 Time to make some calls!
3
Cold Calling Suuuucks!
THAT’S WHY SO FEW PEOPLE DO IT.
4
Choose a
Market 01 CAN AFFORD YOU
02 SMALL NICHE
03 NEED YOUR SERVICES
03 YOU ENJOY SERVING
5
How to
Find
Leads
SO MANY WAYS!
APOLLO.IO, ZOOMINFO, LINKEDIN
01 SALES NAVIGATOR, INSTANTLY
02 LEAD MAGNETS
03 GOOD OLD-FASHIONED GOOGLE!
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How to
make a
cold call
SHAKE OFF YOUR NERVES
INTRODUCTION
GATE KEEPERS
OBJECTION HANDLING
ASK FOR THE MEETING
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DON’T FREAK OUT.
Shake it Off!
THERE ARE 8 BILLION
PEOPLE ON THIS
PLANET. IF YOU BLOW
IT, THERE’S STILL
7,999,999,999 MORE
PEOPLE TO CALL.
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No gatekeeper
Intro & “Hey Susan, how’s your day going?“
Gatekeepers “Good, who’s this?”
“It’s Jane with XYZ company. Have you ever heard of XYZ company?”
“No.“ And then an objection. Handle it.
Gatekeeper
“Hi, Susan please.”
“Who is this?”
“Jane.”
“Regarding?”
“It’s about the XYZ service.”
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Objection Handling
NOT INTERESTED NO MONEY TOO BUSY
“I get it, I don’t like being “That’s fine, I’m not trying to sell “No doubt you are. You’re a business
interupted either. But if you anything right now. I’m actually owner, it’s gotta be crazy. But I’m
trying to give you something for free. calling to help you be less busy
you’ll give me just 12 seconds,
Can I have 11 seconds to explain?” while making you more money. Is that
you might find it was worth
worth 12 seconds of your time?”
it.”
EMAIL ME SOME INFO ALREADY HAVE DON’T NEED IT RIGHT
“I’m not much of an email guy. How CONTRACTOR NOW
about we just book a 15-minute call
so I can learn a bit about your “That’s great! I’m glad that’s not an “I get that you don’t need this
business and see if our service is a issue for you. How’s your current right now. But you might one day,
good fit? contractor doing?... Good, but not and when your boss brings it up,
amazing?” imagine how savvy you’ll look when
you’re able to spit out detailed
info about a solution you know of?
Is that worth a 15-minute meeting?” 10
Speak their language
SHUT UP AND LISTEN! IF THEY CUSS, YOU CUSS TOO
The more you let the prospect talk about That’s their way of saying, “You and I are
equals.” You want to agree with this by cussing.
themselves, the more they’ll like you.
REPEAT THINGS THEY TELL YOU SAY THEIR NAME
It will make them feel important and that you understand them. IIt creates an artificial feeling of closeness in them
VALIDATE, VALIDATE, VALIDATE GET DETAILED
Constantly reasuure them their perspectives If you get the chance to talk about their
make sense and they’re right for having them probel, tell a story and get into details.
Make them feel the pain that you solve.
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COST PER
STICK THE LANDING! ACQUISITION
About 45-50 hours
Ask for that meeting!
(average)
4 HOURS
Time to land a meeting
1 out of 10
NUMBER OF MEETINGS
THAT TURN INTO A CLIENT
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Let’s build a list!
ro w s ki
t e r Su
Pe un d e r
Co-Fo ar
in J
Bra n et
j a r .
OPEN GOOGLE OR GOOLE MAPS IN ONE TAB brain -5559
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9 n ja r .
OPEN A SPREADSHEET IN ANOTHER e r @b r a i
pe t
START FINDING PROSPECTS IN YOUR TARGET
MARKET!
GET AT LEAST 15 BEFORE TIME RUNS OUT
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Write a script Peter S
urowski
Co-Foun
der
Brain J
ar
brainja
r.net
951-848
WRITE AN INTRO -5559
peter@b
rainjar
WRITE A FEW OBJECTION RESPONSES .net
WRITE YOUR ELEVATOR PITCH
WRITE A TIME FOR A MEETING
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Start calling! er Su ro w ski
Pet er
o un d
Co-F ar
in J
Bra n e t
ja r .
brain 5 559
4 8 -
USE WHAT YOU’VE LEARNED, AND BOOK A 951-8 ar .net
b r a inj
@
peter
MEETING!
WHEN YOU HIT A SITUATION WHERE YOU DIDN’T
KNOW WHAT TO DO, WRITE IT DOWN! GOOGLE A
WAY TO RESPOND, AND WE’LL SHARE LATER.
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What did you learn? Peter S
urowski
Co-Foun
der
Brain J
ar
brainja
r.net
951-848
-5559
peter@b
rainjar
SHARE A MOMENT WHEN YOU SOUNDED BAD. .net
SHARE AN OBJECTION YOU DIDN’T KNOW HOW
TO HANDLE.
SHARE A MOMENT WHEN YOU VOLUNTARILY
ENDED THE CALL.
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n do this!
You ca
with some help.)
’ll do it faster
(But you
RUN ADS AND SOCIAL MEDIA TO GENERATE LEADS
BUILD WEBSITE TO CAPTURE LEADS AND DELIVER
MAGNETS
COLD CALL TO BOOK THE MEETINGS
951-848-5559
[email protected]
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