The Sales Podcast
Professional Development
Marketing Automation
About Wendy Weiss
On July 2, 2013, I had a great conversation with Wendy Weiss, The Queen of Cold Calling. Below are the notes I took during our time together:
Only 4 ways to get new business.
- Marketing.
- Referrals.
- Networking.
- Cold calling.
1-3 are great but they are inherently passive. Picking up the phone is the most direct and active way to generate business.
Start with the "C" leads. The "crummy" leads, until you get good.
There is no such thing as a "generic" cold calling script. You must use relevant language and be relevant to the prospect.
What are their issues?
What do I say when the prospect says "I'm not interested?" If you get it all the time you are either not interesting or you are calling the wrong list.
Related Articles:
- The Best Cold Calling Strategy For 2018
- How to tell if you're about to make a really bad prospecting call
- Get The Best Sales & Marketing Training
The prospect wants to know "who you are" and "what you want."
How do I deal with voicemail?
It makes sense to use voicemail as a tool but you need to leave more than one to get a return call. You can't wing it. You need to script it out ahead of time. Make 4 calls, send 4 emails, all at the same time over a regular period, for example. If they are a good enough lead, recycle this process and start it again a month or two or three later.
Fear holds people back from making calls. It's just a form of direct marketing. You don't have to love it. Just do it.
Get "The Cold Calling Survival Guide" and "Cold Calling for Women: Opening Doors and Closing Sales" (affiliate links)
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