![Find the CEO’s name
“CompanyName CEO”
!
“CompanyName President”
!
“CompanyName [Prez/CEO] LinkedIn”
!
!
Check their “About Us” page](https://image.slidesharecdn.com/fckcoldcalling-howtogenerateyourownleads10-22-13-131123134602-phpapp02/85/F-ck-cold-calling-how-to-generate-your-own-leads-10-22-13-14-320.jpg)
![Email the CEO
Subject: Best point of contact
!
Body:
Hi FirstName,
!
Who is the best point of contact to
discuss [the word descriptor]?
!
- Your Name](https://image.slidesharecdn.com/fckcoldcalling-howtogenerateyourownleads10-22-13-131123134602-phpapp02/85/F-ck-cold-calling-how-to-generate-your-own-leads-10-22-13-17-320.jpg)
![Setup a discovery call
Body:
Thank you [Name of CEO].
!
Hi NewContact,
!
Do you have time for a quick call to discuss
[three word description]? We have/are building X
and would like to see if [CompanyName] would
be a good fit.
!
- Your Name](https://image.slidesharecdn.com/fckcoldcalling-howtogenerateyourownleads10-22-13-131123134602-phpapp02/85/F-ck-cold-calling-how-to-generate-your-own-leads-10-22-13-18-320.jpg)
F*ck cold calling how to generate your own leads 10-22-13
- 1. F*ck Cold Calling How to Generate Your Own Leads (no CRM, inbound, PPC, $, or SEO required) Collin Stewart, Co-Founder & CEO voltageCRM.com collin@voltageCRM.com
- 2. Acknowledgments Strategic Selling - Miller Heiman ! Predictable Revenue - Mack’s notes ! High-Output Sales Course - thinkific ! Prospecting Blueprint - Google Docs ! Research & Development - Jerry Situ
- 3. Purpose Proactively identify Ideal Potential Clients & open a dialogue with them.
- 4. Tools Google Apps (Gmail & Sheets) Yesware (yesware.com) Rapportive (rapportive.com) Google Search
- 5. Stop Take 5 minutes and install these tools.
- 6. The Process Generate a list of ideal customers Email the CEO Set up a call with the decision maker ... Close
- 7. Ideal Customer Profile List the core business problem that you solve. ! Identify the types of companies that would benefit most by solving that problem.
- 8. Stop List: ! - 3 core business problem you solve. ! ! - 3 traits of a company that your product will benefit most.
- 9. Finding a Free List Look for: Industry Associations Events Conferences Local Business Associations ! Find: Member Lists Directories
- 10. Search Google: “Association Name” + ! “Member Directory” + ! “filetype:xls” ! Other search ideas: ! “Region” + “Industry” + “Filetype” - Ex. “vancouver designers filetype:xls” ! “site:MemberDomain.com” + “filetype:xls”
- 11. Data.com Great for: ! Quickly creating a free list ! Understanding your potential market size ! Go to connect.data.com and select “Advanced Search”
- 12. Stop Take 5 minutes and find a list. ! Take another 5 minutes and create a list on Data.com. ! ! ! ! Note to self... show them Data.com trick.
- 13. Prospecting Find the CEO’s name Use Google to find their email Email them & ask for referral Set up a discovery call with the DM
- 14. Find the CEO’s name “CompanyName CEO” ! “CompanyName President” ! “CompanyName [Prez/CEO] LinkedIn” ! ! Check their “About Us” page
- 15. Find the CEO’s email “FirstName.LastName@Domain.com” ! “FirstName.LastInitial@Domain.com ! “FirstName@Domain.com” ! “@domain.com email” ! No luck? Search for a salesperson’s email.
- 16. Stop. Go find someone’s email address.
- 17. Email the CEO Subject: Best point of contact ! Body: Hi FirstName, ! Who is the best point of contact to discuss [the word descriptor]? ! - Your Name
- 18. Setup a discovery call Body: Thank you [Name of CEO]. ! Hi NewContact, ! Do you have time for a quick call to discuss [three word description]? We have/are building X and would like to see if [CompanyName] would be a good fit. ! - Your Name
- 19. Stop. Hammer time. Homework. ! Find 10 email addresses. ! Send 10 initial emails.
- 20. Having a Sales Conversation Understand the Current Situation Identify their Values/Goals/Objectives Confirm Your Understanding Identify All the Players ! Answer the question: Should we work together?
- 21. DO NOT ANSWER THEIR QUESTIONS!
- 22. Video slide -
- 25. The interview Who are your best customers? What do they like about you? Dislike? Who are your small/big competitors? What do they do better/worse than you? Where do you see yourself on that scale? ! Walk me through (the core business function you’ll affect). Who’s involved? How will this impact them?
- 26. Outcomes Discuss challenges and opportunities How will solving them affect the core business/bottom line? Use the “5 Whys” technique If you can’t put a $ on it, you haven’t gone deep enough. ! Identify 3-5 core outcomes that will positively impact their business.
- 27. Values Calibrate your pitch based on their values ! What’s important: - speed - price - quality - service - ease of use ! Ask them to define it - “what does service look like to you?”
- 28. Confirmation List back to them what you heard and ask if you understand correctly. ! Ask if you’ve missed anything. ! Once you get the yes, you may start talking about what you can do for them.
- 29. STOP! Do not pass Go Do not collect $200... ! Until you’ve had a conversation with each buying influence.
- 30. Buying influences Large & complex sales will have multiple buying influences and will require you to repeat the above steps with each group. ! Don’t forget about: ! Economic - one that writes cheques Technical - one that assesses the details User - one that uses or whose job will be impacted by your solution
- 31. Close the Next Step “It looks like we understand what you need and can provide a solution that will help you with X,Y, & Z. ! What do you think our next steps should be?” ! Always ask for a commitment for the next action.
- 32. The pitch Review the 3-5 outcomes you identified earlier and match them with the benefits your product provides. ! Ask, “does that sound like it will work for you?” after each outcome.
- 33. Proposals suck Take good notes & write them up immediately after your meeting. ! Fill out the Selling “V” and you’ll have a great outline for your presentation/ proposal/etc...
- 34. Go sell something... now. Collin Stewart, Co-Founder & CEO voltageCRM.com collin@voltageCRM.com