2 The Top 10 Dumb Cold Calling Mistakes that Ensure Failure and Rejection By Art Sobczak Copyright 2010 Art Sobczak This Special Report MAY BE forwarded, shared, and duplicated ONLY under the condition that it is not changed or edited in any way. For any exceptions, please contact Art Sobczak, (402) , or Reprinting or Excerpting Portions of this Report may be reprinted in your electronic or print publication if printed exactly as they appear. This credit line must also accompany the piece, in its entirety: (Reprinted from The Top 10 Dumb Cold Calling Mistakes that Ensure Failure and Rejection, By Art Sobczak, based on the best-selling book, Smart Calling. To get a copy of the report, and other free tips, resources, and articles how to avoid cold calling, go to ) We are quite flexible and easy to deal with if you d like to reprint or use this Report in another way. Please contact us. Art Sobczak Business By Phone Inc Stevens St., Omaha, NE (402)
3 1 By Art Sobczak The Top 10 Dumb Cold Calling Mistakes that Ensure Failure and Rejection Perhaps you had interest in this report because of any of the following, -you ve been told I m not interested, or have been hung up on more times than you care to admit, - you are repulsed by the cheesy techniques you have heard or even experienced from other cold calling salespeople, - you tense up at the thought of calling people you don t know, - you sound like a blabbering fool when you get on a phone call because you don t know what to say, or you avoid making calls for fear of that, -you need to get new business, but aren t quite sure what to say on the phone in order to make that happen, - you d rather have needles stuck in you than place a cold call, or, - perhaps you have your own reasons for not wanting to get on the phone to drum up business. Relax, I m here to help. There s no shame in feeling those emotions. In fact, I ve felt most of them myself. And I ve watched and listened to other people experience them, both as a sales trainer, and a buyer receiving those horrible calls. That s why I devoted my entire business life over the past 28 years to finding, testing, refining and sharing ways to avoid placing cold calls, avoiding rejection-inducing mistakes, and saying and doing the right things to get more success and income by using the phone. I ve personally worked with tens of thousands of sales reps over the years in the sales training programs I ve delivered, and have touched millions more with my articles, newsletters, books, audios and videos. (If you re not familiar with me, Google Art Sobczak and you ll see this is not my first rodeo). I ve become successful because I help others become successful. And I want to do the same with you and your prospecting.
4 2 My newest work, Smart Calling-Eliminate the Fear, Failure, and Rejection from Cold Calling is a book that shows you how to do exactly that. Of course, I encourage you to get the book (it s so inexpensive, I was initially mad at my publisher for pricing it so low). I must admit, it is some of my best work. Others agree, since we hit #1 on amazon.com s bestseller list for Sales books the day it was released and they sold out. In this Report, which is based on the book, I have compiled for you some of the top mistakes I see cold callers make that pretty much ensures they will get blown off the phone. Just by reading this Report, and following the Tips you will become better. So let s dive in! Dumb Cold Calling Mistake 1: Making it About YOU and Not Them This will be a real shocker to lots of cold callers reading this: the people you call do not care about you at all. They don t give a rat s behind about what you want to do. They are not concerned about your quota. That YOU think you have a great product or service? Not a blip on their radar. What s that you say you need to get in front of 10 new prospects every week? No one cares, aside from you. The problem, the Dumb Mistake, manifests itself when the cold caller then acts and sounds like, well, a cold caller. Really, many of the other Dumb Mistakes stem from this one: the caller doesn t prepare adequately, doesn t research the prospect, throws together a Dumb script that actually creates resistance, or worse, wings it every time with the first thing that comes to mind, which is usually about, the cold caller and what he wants: He wants to talk about his products, discuss what it would take to do business together, or set a up a time to get together. The reason caring about yourself does not work is that on the other end of the phone you have a prospect who cares mostly about you guessed it--the prospect. About what he or she will do next, and how it will affect him or her. And that is what you need to care mostly about as well: the prospect. If you want any chance at all at being successful with prospecting everything you think about, do, and say needs to be about the prospect. So get over yourself. You are not going to buy from you. From this point forward, it is all about them. The interesting dynamic at work, though, it is OK for you to want the prospect to do something. Actually, that s a key element of the Smart Calling process, your Primary Objective. However, you accomplish it only by making it all about them. The great motivator, Zig Ziglar, says that You can get whatever you want in life by helping enough others get what they want. So, what do your prospects want, and how can you possibly help them get it?
5 3 Smart Calling Tip At the beginning of your prospecting session, first, get into your All about them mindset. Then, you need to crawl into the minds of your prospects to define the possible value you might be able to deliver. In the book, we define that as your Possible Value Proposition (and go through exercises to help you come up with them), which is specifically what you might be able to help them gain, or avoid. In what ways might you help them increase revenue, lower costs, avoid risk or otherwise benefit? Get specific with your descriptions, as we will use them later. Dumb Cold Calling Mistake 2: Not Getting or Using any Intelligence About the Prospect A magazine writer is assigned an interview with Oprah Winfrey. He begins his conversation by saying: So Ms. Winfrey, let s start with this what is it exactly that you do? Ridiculous, right? Such a scenario would never take place. Now imagine this: A sales rep phones a company, gets someone she believes to be a decisionmaker on the phone, and says, Hi, I m Erin Nelson with Able Supply, a company that sells maintenance supplies. I d like to tell you about our products and talk about becoming a vendor for you. Now -- what is it that your company does? Though equally absurd, conversations like these occur every day: unprepared salespeople blindly make phone calls, using tired old-school sales techniques, hoping that because they picked up the phone and made a call that they will find someone who will agree to what they want to accomplish. Let s look at a prospecting call opening from a sales rep who gets it. Hi Michael, I m Pat Stevens with Insurance Partners. Hope you enjoyed your golf vacation. In speaking with your assistant, Suzanne, I understand that you are evaluating your competitive edge in the employment market and what you can do to attract and keep the top talent in your various locations. We ve been able to help other companies in the same situation lower their recruiting and hiring expenses, and increase their retention of managerial staff. I d like to ask a few questions to see if I could provide you some information. Pat was able to do a number of positive things in this opening:
6 4 He used Michael s first name, since he knew that Michael was somewhat of an informal guy who no one called Mr. Johnson, and hated to be called Mike. He knew Michael is a huge golf nut, and just returned from a golf weekend He mentioned Michael s assistant Suzanne, adding credibility He knew that the company had recently missed out on some managerial candidates who were hired by the competition because of a better benefits package, as well as some existing employees who left for that reason He did not talk about insurance or benefits, but instead, results-- the precise results that addressed the issues that Michael now faced. And all of that took place in the first 10 seconds or so. Later in the call Pat also: Asked questions to which he pretty much already knew the answers about the company s growth plans, their position in the marketplace, and the existing benefits package and how people felt about it. Commented on the great article that Michael had written for Construction Executive magazine. Asked about Michael s experience working with one of his company s competitors prior to coming to work for this company two years ago. As a result of all of this, Michael of course viewed Pat not as the typical sales rep, but as someone who understood his business and what he was concerned about right now. Plus, he liked Pat. And Pat got an appointment. How did Pat accomplish all of this? The same way you can. Pat did his research. He did Smart Calling. There s no excuse NOT to. He used several search engines and other online resources and social media sites to get personal and professional information about Michael, his company, and industry, and very importantly, what Michael was concerned about right now. Then Pat used social engineering, the process of speaking with other people within Michael s company to gain intelligence about the company s current situation regarding their recruiting, hiring, and retention issues, and present benefits package. He also learned about Michael personally from his assistant Suzanne and a few others in the department.
7 5 Smart Calling Tip Can you see the difference between this Smart example and a typical cold call, where the sales rep knows nothing about his prospect, and is simply smilin and dialin, repeating the same tired lines and closes to everyone who will listen? Of course you can. In the book, Smart Calling, we show you exactly how to do Social Engineering to get others to give you valuable information about your prospect and company, and share a number of other resources you can use to collect information you never thought you could find. There is no reason other than laziness to ever place a cold call. Use these ideas to gather information before you dial to make your calls Smart, and successful. Dumb Cold Calling Mistake 3: Trying to Go Through, Around, Over or Above the Screener Here s another area where lots of bad information has been repeated over the years. Nonsense like, Don t give them any information. They can t buy from you. Wrong. Sometimes they can indeed buy from you, and often, they may influence a decision. The one thing they can do is make sure that no one will buy from you. Answer their question abruptly, and make a demand of your own. As in I m with AB Company. Will you connect me please? Oh, so that will intimidate them into putting you through? Right. People generally don t respond all that favorably to a rude demeanor. Just tell them, It s a business matter that I need to speak with him personally about. You might as well say, I'm a cheesy, self-important salesperson and I don t respect you. Here s a key point that cold callers don t get: assistants and screeners hold the key to the buyer s door. Treat them like dirt and you have no chance. Instead, pay close attention here, Treat the screener as you would the buyer.
8 6 That s right. With the utmost respect. And if they want to know why you re calling you need to be prepared to tell them. Plus, by working WITH screeners instead of against them, you can actually get them to be your advocate in getting to the buyer. And I have countless examples of how a screener was actually an influencer, or sometimes an actual buyer. Smart Calling Tip In addition to treating the screener like the buyer, anticipate the question, What s this in reference to?, and prepare and practice your answer so it rolls smoothly off your tongue. And what exactly should that be, you might be wondering? Easy. It s a version of your interest-creating opening where you are hinting at the possible results you might be able to deliver for them something they might have some interest in based on your research. Notice I said results. You do not, I repeat, DO NOT want to talk about your products or services. It s easy for screeners to say, We already have that and are not interested. Dumb Cold Calling Mistake 4: Opening Statements That Create Resistance You ve got about 10 seconds to grab a prospect s attention and say something that will cause them to think, OK, this sounds like it might be worth listening to. The Dumb Mistake is that most callers say things that create resistance almost instantly. Over the past 27 years of studying and doing sales, and listening to tens of thousands of calls (and mistakes) I ve compiled over 20 of these opening mistakes that I share in Smart Calling. Let s look at a few of the major and most common ones. - Wanted to introduce myself and company to you. This isn t a cocktail party or a networking mixer. Remember who they care about: themselves, not you. It adds no significance and takes up valuable time. -Any mention of products or services without an accompanying results statement. As in I m with Dunlap Services, a local messenger service. I d like to talk to you about your messenger needs. In response, people can very easily say, We don t need that or We re satisfied with who we re using if you mention a product or service without the result. Products and services can incite resistance. Results are much tougher to reply negatively to.
9 7 -Asking for a decision, or even hinting at one. For example, I d like to talk about becoming one of your vendors. I would like to talk about developing a relationship with your company. We have some great products and would like to come out there and discuss them with you. Would 3:00 Thursday be good? Hmm, kind of puts it in perspective, doesn t it? Granted, all of those requests could be the end result, but it is far too early to ask for a decision, or even hint at one, in the opening. Important point: When your call arrives, prospects are not in the preferred state of mind to hear a request for a decision, or even the insinuation that you are going to ask for a decision of any type. We must first earn the right to someone s time by piquing curiosity and quickly communicating some possible value. And we must keep earning it throughout our calls (and visits) to make appropriate recommendations when the time is right, and then secure commitments. So, what to do? Make sure that you are developing opening statements that hint at the value you might be able to provide, and avoid the common mistakes. Smart Calling Tip In the book, we cover all the mistakes to avoid, so certainly it should be no surprise that I suggest you get it if you haven t already. In fact, Chapter 9 alone, where I go through all of these mistakes will pay for the entire book. We also go through the proven process for creating interest. For now, here s a very basic template you can fill in the blanks on: Hi Mr. Prospect, I m with. I understand that your company is in the process of (fill in with your acquired Smart intelligence). We ve worked with a number of other firms in similar situations, helping them to (fill in with the results you deliver) and (another result they might want). I d like to ask a few questions to see if I could provide you some information. Dumb Cold Calling Mistake 5: Voice Mails That Create Resistance I m amused when people ask me what that one voice mail message is that will get their calls returned. I always tell them it s the one that is interesting to your prospect. I m not trying to be a smart ass, it s true. And know what? It should be almost identical to your opening statement that you ll use with them live. I mean, really, why would you say something different.
10 8 Your voice mail message should essentially have the same goals as your opening: to put them in a curious, interested frame of mind, and get them to want to participate in a conversation with you. It should not be tricky, gimmicky, evasive, deceptive, or salesy. The same mistakes that cause someone to put up resistance in an opening will evoke the same emotions on voice mail. What s worse, is that when you commit these mistakes on voice mail, you pretty much ensure you won t get a chance to ever talk to them. They will not return your calls, and avoid future calls. Smart Calling Tip When you prepare your interest-creating opening, also be prepared to deliver it as your voice mail message. The main difference is that I suggest you end it by saying, and I will CALL YOU BACK on Friday to determine if it would be worthwhile to provide you some more information. If you d like to reach me before then, my number is Dumb Cold Calling Mistakes 6 and 7: Inadequate Questioning, and Premature Elaboration One mistake leads to the other so I m presenting them together. Recall the last time you were at a social gathering where you mixed with the crowd and made new acquaintances. Think of the person who, within seconds of conversation, bored you to tears and caused your eyes to glaze over like marbles. You rather would have stuck the toothpicks from your snacks under your fingernails than endure more time with this person. And why were they boring? It's likely they spoke about things of no interest to you. Probably about themselves, for the most part: What they did, what they own, who they are, what they're going to do, their kids...it was all about them. Certainly not your favorite topic. What they didn't do was ask about YOU. Conversely, think of the people you've met that you instantly liked. Among other characteristics, they took interest in you, and listened. They prompted you to speak. Notice anything similar here? These same points apply perfectly to prospecting and sales calls.
11 9 Further, an accompanying problem with inadequate questioning is that you have no idea what someone is really interested in. Common sense says that if you make a pitch or presentation without knowing what the prospect wants and needs, you will be wildly off target. Let s put it in a different context: if someone asked you to stop by a store and buy a birthday gift for his daughter s friend, because he won t have time to do it before taking her to the birthday party, would you likely buy something that the birthday girl would enjoy? Of course the odds are stacked greatly against you. You know nothing about the other girl, such as her age, her interests, and very importantly, what SHE might want. Making a presentation with adequate questioning results in the same dilemma. It's pretty elementary: talk about yourself and your products without first asking questions and you create resistance and objections. Focus on them, and you create interest, cooperation, and, sales. Premature Elaboration To reemphasize, this is the result of inadequate questioning: presenting too early, and like the term it sounds like, that s a bad thing. It causes you to say things that are of no interest to the listener. It's good to listen to recordings of your calls and examine some of the routine phrases you use to explain your company and capabilities. Some of these might be uninspiring, or worse, resistance inducing. Yet you're using them consistently. Examples to watch out for: "We've been in business for over years." Or, "We're the largest..." And that helps me... how? "We're the most experienced in the industry." According to what criteria, and how does that affect me? "We're the most respected..." Oh really, by whom? That's as meaningless as when CNN says they're the most respected name in news. "We're a national company with 30 locations." What if I'm a little company doing business in my local zip code?
12 10 "We have a commitment to quality." That's nice. Who doesn't? How will that help me, specifically? "We were the first to..." So? What have you done since then, and how will it help me? "We provide cost-effective solutions..." Uh-huh, and that means... what... exactly, as it relates to what I want? The way to guard against using benefit statements that aren't, is to ensure you begin your call with a value statement to get them talking, and then move to your questions. By questioning before presenting, you ensure that your description of benefits instead becomes a RECOMMENDATION, instead of Premature Elaboration or presentation. Think of that word as opposed to "presentation". A presentation consists of what the speaker wants to talk about. Boring. A recommendation is always based on gathering information, and then forming the best solution for the situation. Ask more about them, talk less about yourself, and you'll be more interesting. And you'll sell more. Dumb Cold Calling Mistake 8: Not Ritualizing Your Calling Successes in all parts of life are a result of consistent behavior. You don t get in shape by exercising sporadically, when you get around to it. (Actually, being out-of-shape is a result of consistent negative behavior.) The best athletes, musicians, and anyone who strives to excel reaches their levels of success and excellence by committing to ritualized behavior practicing and performing at a predetermined time, and for a planned length of time. The same goes for your Smart Calling.
13 11 A Dumb Mistake cold callers make is fitting in a call here or there. But, whaddya know, they have a customer question they need to attend to. Maybe they d rather call some familiar customers who might not buy anything, but nevertheless, the calls are easier. Perhaps they get distracted and get on Facebook for some mindless and unproductive surfing. In contrast, the Smart Caller commits to calling and nothing but calling for a preset period of time. How much time and when of course depends on what you re looking to accomplish. But whenever it is, say Monday-Wednesday from 9-11:00 a.m., you do nothing but work on calling. No checking s, writing proposals, texting, BS ing with coworkers at the coffee pot no, you do nothing but call. You re in the zone. And when you are in that zone, stay with it! One of the greatest baseball hitters ever, Ted Williams, said that when he was on a hitting streak (which was often) he could see the rotation of the seams on a baseball traveling more than 90 miles per hour. Hall of Famer George Brett said the ball looked as big as a beach ball coming in. You also probably have some way to describe that great feeling you have when you re on a roll, and successes are coming for you at every turn. So when you re on a personal hot streak keep going! Don t stop to dwell on the success too long. Take advantage of the groove that you re in and keep plugging away. Try to beat your best results ever. Success has an uncanny way of piling up when you are in a zone. Smart Calling Exercise Right now, if you indeed are serious about prospecting success, define a period of time that you will actually commit to do nothing but call. Dumb Cold Calling Mistake 9: Feeling Rejected After Calls It has been said that by the time a child is 10 years old, they have heard NO something like 10,000 times. And as those of us who have or had kids know, the initial resistance doesn t bother them. They keep plugging away. They don t say, Aww geez, I got a no. I guess I will just get depressed, feel rejected, and forget about ever asking for ice cream again. Absurd, right? So we re going to think and act more like a kid, and view rejection and what we re doing with our prospecting in a different light. Let s face it, just the thought of cold calling is perhaps one of the most distasteful activities that most people could imagine. Part of it stems from the old myth that has been perpetuated over the years: You need to love the rejection.
14 12 Huh? If I love something, I want more of it. The Dumb Mistake that many cold callers fall victim to is actually believing this, and therefore it becomes reality. They DO feel rejected after calls. And I don t care what type of New Age mantra or chant you want to repeat to yourself about loving rejection, I don t think it s humanly possible, IF you are a sane human being. Ok, then, what is the answer? There are two. First, understand that rejection is not an experience. It s a definition of the experience. There are people who obviously like opera. I would rather have my chest hairs removed with tweezers (sorry for the visual). This should not come as a shocker to you, but not everyone will go along with what you d like to accomplish on your calls. Duh, no kidding, right? We are going to hear no s. Big deal. So what? Basketball players shoot and miss. Baseball players swing and miss. Like them, we don t need to get every one. What we CAN T do is view the misses as something so distasteful that it paralyzes us into inaction and puts us in an overall crappy mood. So change your definition of rejection. Getting a no on a call is not being rejected. Perhaps your family throwing you out of your house, telling you to never show up again, and being told you are a horrible human being might be rejection. (Sorry if that was close to home no pun intended for some people.) Better yet, here s the real key to not being rejected, one that I ve been teaching for years: get a win on every call. It s not that tough. It could be as minor as keeping the door open for a future contact. It might be leaving someone with a positive impression of your company. It might simply be the satisfaction that you now know this person is not a prospect. It is about your attitude. I call this your Secondary Objective for your call. It s important because at the end of a Smart Calling session you can say to yourself, I accomplished my Primary Objective three times, and my Secondary on the other calls. That s a lot better for your mental health than, I got rejected 20 times today. I should try to love it though. Not happening, my friend. Smart Calling Exercise What can you accomplish at minimum every time you pick up the phone? That is your Secondary Objective, and what is will ensure that you are never rejected again.
15 13 Dumb Cold Calling Mistake 10: Sounding Like a Cold Caller If you are prospecting, they are not waiting for your call. If you just happen to get them on the phone, and if anything in the first 10 seconds your tone, lack of preparedness, lack of a gripping, interest-creating opening, or anything else gives them the slightest inclination you are a typical cold caller, you are outta there. Quickly. It happens every day. On tens of thousands of cold calls. Maybe you have been there. But you don t want to be that guy. Or woman. No one does. And that s why most people hate cold calling. Yet, they don t know how to avoid those mistakes, they keep making them, and they keep getting beat over the head with rejection. Or, they quit calling. Leaving themselves with the same problem they had before: no new business, yet the NEED for it continues. The answer of course, is Smart Calling. I ve given you lots of mistakes to avoid, and plenty of tips, ideas, and phrases you can use to help make your calls smarter. However, you need more than I ve given you here. That s on purpose. I want you to succeed. And to succeed, you need to do more than read a Special Report. If you are truly, really serious about being successful at prospecting which means being good at it you need more than what s in this report. You need the Smart Calling system. The great news is that it doesn t require a big monetary investment. It s actually crazy what booksellers are making it available for. The cover price is less than $22, and sometimes you can find it discounted for less than that. Two beers at a major league ballpark is more than that. Get the book. Trust me. You will get everything you need to Smart Call, and become proficient at it. And if you are really serious, I invite you to check out my other resources, which includes the Smart Calling Course, comprised of audio, workbook exercises, and more. For the small percentage of achievers who truly want to excel and quickly go to the highest level, check out my Premium Access to the Smart Calling member site, and ultimately my Telesales Success Platinum Inner Circle, where I provide personal coaching. Here s to your Smart Calling success!
16 14 Never Cold Call Again, AND Get a Win on Every Prospecting Call Do you dread calling prospects? Are you sick and tired of rejection? Prospecting for customers is a necessary part of doing business, but you don t have to suffer through it anymore. There s a better way Now Art Sobczak is sharing his proven system for selling by phone in Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling. Instead of using tired old formulas and scripts that customers recognize and dismiss from a mile away, you'll find an intelligent method for engaging prospects in conversations that get results. Art Sobczak works with thousands of sales reps each year helping them get more business by phone. In Smart Calling, he lets you in on what he s learned from more than 25 years' experience. You ll get the field-tested, practical information you need to make your calls work. Filled with hundreds of real-world stories and example conversations, Smart Calling shows you how to: Engage prospects with effective opening statements Gain inside information using the latest "social engineering" techniques Get screeners, gatekeepers, and assistants working for you Deal effectively with buyer resistance Get prospects to take action Stay motivated Never be rejected again And more! Nobody likes cold calling, and for good reason. Most of the time, cold calls don't work and end up wasting everyone's time. Smart Calling gives you a new and better way to approach prospects and win sales. So forget about cold calling; get Smart Calling. Don't pick up the phone without it! When you order your copy today, you ll receive instant access to hundreds of dollars worth of bonus gifts from leading business experts, including Zig Ziglar, Sam Richter, Jill Konrath and many more. Buy Smart Calling Today and Receive Your Bonus Gifts! "If you make cold calls, and want to make them smarter, better, more fun, and actually convert them to sales, THIS IS THE BOOK! Buy it to increase your call to sale ratio, and your sale to bank account ratio." - Jeffrey Gitomer, author of The Little Red Book of Selling
16 Questions Sales Managers Must Ask Here are 16 critical questions sales managers should learn to ask their salespeople about any pending sale. If managers make a habit of asking these questions during
Sales Aptitude report for: Sally Sample Date taken: Thursday, December 20, 2012 11:42 PM For more information or help reading this report call: 555-234-5678 This report is a tool for the interview process
Business Building Tips Contact Marketing After 9 years of involvement with Network Marketing, I came to a point in my recruiting where I needed another way to find more good quality people to join my Team;
42 TELEMARKETING TIPS YOU CAN USE RIGHT NOW TO GET MORE BUSINESS AND AVOID REJECTION Telemarketing, telesales, cold calling... whatever you want to call it, the professional use of the phone in sales is
Dialog: VIP LESSON 049 - Future of Business A: We really embarrassed ourselves last night at that business function. B: What are you talking about? A: We didn't even have business cards to hand out. We
Top Ten Mega Marketing Mistakes That Gun Shops Make A Special Report By Gene Kelly, President of The American Gunsmithing Institute I can t emphasize enough how important it is to identify mistakes, because
Guide for Local Business Google Pay Per Click Marketing! Guide for Google Pay Per Click Marketing - Leverage The Power Of Adwords To Grow Your Business FAST You re about to discover the secrets of fast
Why Your Job Search Isn t Working 6 mistakes you re probably making and how to fix them I t s easy to think that your lack of success in finding a new job has nothing to do with you. After all, this is
Google Lead Generation For Attorneys - Leverage The Power Of Adwords To Grow Your Law Business FAST You re about to discover the secrets of fast legal practice success with Google AdWords. Google AdWords
1 Google Lead Generation For Attorneys Leverage The Power Of AdWords To Grow Your Law Business FAST You re about to discover the secrets of fast legal practice success with Google AdWords. Google AdWords
COLD MARKET LEAD SCRIPTS COLD LEAD BUSINESS SCRIPT I use several different introductions when it comes to calling purchased leads or leads that I have generated on my own through different ads. You will
Guided Voicemail Scripting Toolkit A guide to conducting well-run Guided Voicemail campaigns Guided Voicemail - Scripting Toolkit P a g e 2 Virtual Causeway 22 King Street South 5 th Floor Waterloo, ON
Copyright (c) 2015 Christopher Small and The Art of Lawyering. All rights reserved. 1 In this special report, I ll be sharing with you the ten biggest mistakes that lawyers make when marketing their law
I M NOT AN ADDICT How could I be an addict? My life is great. I live in a very good area of Los Angeles, drive a nice sports car, have a good job, pay all my bills, and have a wonderful family. This is
Scripts for Recruiters Companion Script Guide for The New Recruiters Tool Kit www.greatrecruitertraining.com Copyright 2010 Scott Love 1 How to Use This Guide Use this companion script guide while watching
This is the most effective and powerful script for securing appointment with FSBO's you will ever put to use. This scrip will increase your appointment closing ratio by 50-60%. The thing to keep in mind
7 Secrets To Websites That Sell By Alex Nelson Website Secret #1 Create a Direct Response Website Did you know there are two different types of websites? It s true. There are branding websites and there
To Any REALTOR Who Wants To Quickly Sell More Homes... It s The Easiest Way To Get The Best Listings In Almost Any Area* No Cold Calls or Door-Knocking No Chasing FSBOs or Expireds No Wasting Time, Energy,
How to Overcome the Top Ten Objections in Credit Card Processing Handling the Top Ten Objections Objection #1 I have a contract That s exactly why I m calling you, you see most people we work with have
c01_1 09/18/2008 1 CHAPTER 1 Attitude Is Everything in a Down Market COPYRIGHTED MATERIAL c01_1 09/18/2008 2 c01_1 09/18/2008 3 Whether you think you can or you think you can t, you are right. Henry Ford
6 Steps To Success With Your Web Agent Solutions Website By Jay Kinder and Michael Reese Introduction Congratulations on your decision to join the Web Agent Solutions family. It s an enormously effective
The Ultimate Guide to B2B Telemarketing Contents What is Telemarketing?... 3 Data...4 What data do you need?...5 How to keep your data clean...6 The telemarketing campaign messaging... 7 The call...9 How
Energy, Momentum, Motion Changing Community Perception Strategies for Reversing Outmigration Copyright 2012 by, Inc No part of this presentation can be reproduced or distributed without written consent.
RECRUITING TIPS & SCRIPTS 1 & WHAT TO SAY TO NEW EXPERIENCED AGENTS table of contents Attracting New Agents Key Tips for Speaking with New Agents Interviewing a New Agent Inviting a New Agent to a Career
Dialog: LESSON 120 - MBA A: What are you doing tomorrow? B: I'm starting my MBA. A: I thought you hated business. What changed your mind? B: I do hate it, but I need to start making more money. A: MBA's
experience. insight. impact. Two Keys to Marketing: Success: Cold Calling & Prospecting This article appeared in OHR Tracker, Summer 1999. Author: Carolyn Merriman, president Warming Up to Cold Calling
Brought to you by: http://privatemailingclub.com http://adtroopers.com http://trafficcoupons.com Do you ever have the feeling that there is something that other people know about making money online that
Basic Sales Training Basic sales training for people new to sales, and self employed and small business owners that sell products and services. This free sales training program from www.sales-training-sales-tips.com
Special Report: Appointment Setting How to Write an Effective Cold Calling Script 2011, Wendy Weiss Appointme nt Setting How to Write an Effective Cold Calling Script 2011, Wendy Weiss All rights reserved.
LEAD CONVERSION SECRETS OF TOP ADVISORS Introduction When you re in the insurance business, you re in the business of selling something that everyone needs: protection for their families and assets. As
EXCLUSIVE REVIEW and $14,597 WORTH BONUSES!. Introduction Publish Academy, a comprehensive and life-changing digital publishing program with over 12 years in the making, I sincerely appreciate your interest
Thank you for purchasing Instant Mobile Lead Machine! You now hold every single thing you ever need to do to make ridiculous money offering mobile services to business owners. My name is Max Berry. I have
Corporate Recruiter Tells All Tips, Secrets, and Strategies to Landing Your Dream Job! By Ryan Fisher INTRODUCTION It pains me to see so many people working day after day at unsatisfying jobs with limited
TRANSCRIPT OF EPISODE 14 OF THE INVEST FOUR MORE PODCAST Wholesaling Mark Ferguson Mark: Hi everyone. Mark Ferguson here with another episode of the Invest More Real Estate podcast. Today is just going
Seven Things You Must Know Before Hiring a Real Estate Agent Seven Things To Know Before Hiring a Real Estate Agent Copyright All Rights Reserved 1 Introduction Selling a home can be one of the most stressful
PRE-TOURNAMENT INTERVIEW TRANSCRIPT: Tuesday, January 27, 2015 LYDIA KO MODERATOR: Happy to be joined in the media center by Rolex Rankings No. 2, Lydia Ko. Lydia, you're coming off winning the CME last
Option Profit Basic Video & Ecourse The following is a brief outline of the training program I have created for you What Will You Learn? You will be taught how to profit when stocks go up and how to "really"
The Five Biggest MISSED Internet Marketing Opportunities Most Lawyers Don't Know About Many lawyers and other professionals equate internet marketing with Search Engine Optimization (SEO). And while SEO
Page 1 of 13 Sales Aptitude Assessment Questions The following questions are to determine what type of sales person you are and where you fit in our sales organization. We want to make the right decision
How to Study Mathematics Written by Paul Dawkins Before I get into the tips for how to study math let me first say that everyone studies differently and there is no one right way to study for a math class.
INTERVIEW TIPS If you've been invited to interview, it means you've passed the first part of the screening process. Congratulations! Your CV must have demonstrated that you have relevant experience for
The Hottest Recruiting Scripts in MLM by Eric Worre It s a stone cold fact that we have a better way, now let s go tell the world For more information on how to become a Network Marketing Professional,
The Little Red Book of Selling By Jeffrey Gitomer Why do people buy? is a thousand times more important than How do I sell? 1. I like my sales rep. Liking is the single most powerful element in a sales
PHONE MARKETING SECRETS 11 Fatal Mistakes You Make Answering Your Business Telephone That Can KILL Your Profits by Michael Senoff Dear Student, I m Michael Senoff, founder and CEO of HardToFindSeminars.com.
WAYS TO 5IMPROVE OUTBOUND SALES PERFORMANCE: Best practices to increase your pipeline table of contents Intro: A New Way of Playing the Numbers Game One: Find the decision maker all of them Two: Get ahead
Creating Your Follow Up System Create an 8 series autoresponder sequence for a prospect Create a 6 series autoresponder sequence for one of your products or services Create a content template for a newsletter
Reputation Marketing Reputation Marketing Welcome to our training, We will show you step-by-step how to dominate your market online. We re the nation s leading experts in local online marketing. The proprietary
Contents 1. The best laid plans... 3 2. Playing to the right audience... 3 3. Quality not quantity... 4 4. You only get out what you put in.. 4 5. Less is more... 5 6. Did you get my message?... 6 7. If
home find jobs post resume career tools recruiters More Recruiter Resources View Article Archive Sign up for Newsletter Submit an Article Last Week's Articles Clarify Expectations and Follow-Up with Those
Returning to Work is a Lot of Work Back in Motion Rehab Inc. January 2014 Returning to Work is a Lot of Work! There are a lot of reasons people have to take time off work. Sometimes people experience injuries
The 7 Biggest Marketing Mistakes Small Business Owners Make and How to Avoid Them www.basicbananas.com BASICBANANAS Ph:+611300691883 ABN43239027805 POBox502,Narrabeen,NSW2101,Sydney,Australia The 7 Biggest
10 Tips for Improving Business-To-Business Telephone Sales Results by Ronna Caras President, Caras Marketing & Training Results happen every time we dial the telephone. They just aren t always the results
Email Marketing Now let s get started on probably the most important part probably it is the most important part of this system and that s building your e-mail list. The money is in the list, the money
Tech savvy? UNIT 9 Lesson A Tech support 1 I have no idea why... A Unscramble the questions. 1. which battery / Do you know / should / buy / I /? Do you know which battery I should buy? 2. they / where
7 Proven Steps to Generating a Steady Stream of Hot Leads with Short and Simple Prospecting Emails 7 Proven Steps to Generating a Steady Stream of Hot Leads with Short and Simple Prospecting Emails p.2
Overcoming Your Content Marketing Challenges How to create great content your readers will share. 2012 Copyright Constant Contact, Inc. 13-3660 BEST PRACTICES GUIDE SOCIAL MEDIA MARKETING Engage your readers
56 Key Profit Building Lessons I Learned from Jay Abraham s MasterMind Marketing Training. Jay Abraham is a man you should all know. If you do not - go to the library and start learning - just do it! He
If you woke up this morning and said: I want to up my HVAC sales right away then this is for you. Create A Rushing River Of Qualified HVAC Leads This Season - Specifically Aimed At Your Business With This
Recruiting-101 s Five Steps to a Scholarship Offer June, 2008 1 Introduction First off, I want to personally thank you for taking a look at what I feel are five necessary steps to earning a college scholarship.
What s in your tool kit? Goal Setting & Work Shasta County Health and Human Services Agency Department of Social Services CalWORKs Employment Services Program Goal Setting & Work 11/08 Goal Setting Action
Creating Effective Podcasts for Your Business Podcasting is an exciting new way to communicate with people both inside and outside your organization. Effective podcasts build a loyal audience that keeps
Rocco s Proven Phone Script Hello. Hi. This is representing. I m assigned to the area and my company asked kdme to give you a call. 18 Rocco s Proven Phone Script They received your card in the mail and
Direct Selling Marketing Secrets By Darnyelle A. Jervey Incredible Factor Business Coach and Marketing Mentor email@example.com 1 P age Table of Contents Welcome 3 Why Marketing?...5 15
Building your Ambit Energy Empire People spend months doing the business, then get a check and think, this isn t working. That s not true! What they are doing isn t working. The most important reason why
Module 12: The Job Search Process Transcript The Employers Problem (video clip 1) To understand how to look for a job, you need to understand the perspective of the people whose attention you re trying
Three Attributes of Every Successful Merchant Services Program-20140604 1602-1 [Start of recorded material] [Starts Mid Sentence] thank everyone that s joined the call today. I know everybody is busy with
Good CAD / Bad CAD by Tony Richards Looking for a new computer-aided dispatch and/or records management system? Trying to figure out exactly what you should be looking for? What distinguishes good from
Written by: Jennifer A. Young www.bestonlinepsychics.net Page 1 Table of Contents Chapter Title Page 01 Consulting a Psychic 03 02 Why Should You Consult a Psychic? 04 03 What Is a Psychic? 05 04 Choosing
The Easy Way To Flipping Domain Names Published by http://rebirthmediagroup.com Disclaimer: The rights of this ebook are owned by Rebirth Media Group. You are not allowed to copy, reprint, or sell this
DEFINE YOUR SALES PROCESS TO GROW YOUR BUSINESS Internet Marketing 101: How Small Businesses Can Compete with the Big Guys DEFINE YOUR SALES PROCESS TO GROW YOUR BUSINESS A strong and effective sales team
Expired Listings First Call to Expired Listings Seller Number One Agent in Properties Sold: Script #1 Brad McKissack, Denton, Texas Millionaire Real Estate Agent Tip! If you get an answering machine, instead
Secrets From OfflineBiz.com Copyright 2010 Andrew Cavanagh all rights reserved The Lucrative Gold Mine In Brick And Mortar Businesses If you've studied internet marketing for 6 months or more then there's
Student s Name: Date: / / Lesson One: Introduction to Customer Service 1. Customer service is a relatively complex puzzle. While engaging customers, we are attempting to offer services in a manner that
You play at the level you practic Role-play your scripts daily! B patient! I'm fearless, I'm powe unstoppable! Follow the numbers RECRUITING SCRIPTS ou play at the level you practice. play your scripts
The 12 Step Follow Up System Finally A Follow Up System That s Simple, FUN and Most Importantly PROFITABLE! Copyright 2013, All Rights Reserved Nancy Matthews Page 1 Congratulations! Welcome you to the
The Four Sentence Elevator Pitch Turn prospects into customers Andrew Winig (781) 646-9543 http://improvandy.com Copyright 2010 by ImprovAndy All rights reserved Table of Contents Turn Prospects into Customers...3
15 Toughest Interview Questions and Answers! Reference: WomenCo. Lifestyle Digest, firstname.lastname@example.org 1. Why do you want to work in this industry? I love to shop. Even as a kid, I spent hours flipping
SAMPLE THANK YOU NOTES Thank You - In Person Visit (Prospect) 1. Thank you for stopping by today. I look forward to working with you in the future. 2. It was a pleasure to meet you today. We pride ourselves
9.5 Secrets to Building a Successful Prospecting Plan We all know prospecting is like doing our worst chore. But you can t succeed at sales with out being a great at prospecting. When prospecting you need
Chat Tuesday, January 10,2012 Vinnie_ASI Today's chat topic: Using LinkedIn to Get Sales Leads 01:15 Is anywhere here? 01:59 Is anyone here? Hi and welcome to today's chat. The topic: Using LinkedIn to
DEVELOPING A SOCIAL MEDIA STRATEGY Creating a social media strategy for your business 2 April 2012 Version 1.0 Contents Contents 2 Introduction 3 Skill Level 3 Video Tutorials 3 Getting Started with Social
I work with entrepreneurs and sales professionals to cut all the fat & waste out of your marketing and make your sales efforts 500% more effective Guaranteed! Smartphone Users: Scan QR with RedLaser or
TELEPHONE SKILLS & TELEPHONE SALES You never get a second chance to make a first impression! Do you want to add new customers and increase sales? Viable solutions, such as database software packages, employee
Cold Calling Made Easy In my many years of sales and marketing work with small businesses, many of them would ask me all kinds of questions about cold calling like the ones below. They would profess to
Finding a Job When You Have a Record Looking for work Y ou want a job. The fact is, to have any kind of future, you need a job. But you re probably asking yourself, Yeah, right, but who s going to hire