Do you make cold calls all the time with the hopes of filling your pipeline chock-full of leads. Let me ask you this. Do you think to yourself, man, I really should be making more cold calls in order to generate more opportunities. Well, either way what I can tell you is that the world of cold calling has changed dramatically in the past few years with the introduction of so many new technologies and the fact that prospects are just so much savvier than they’ve ever been leads to a very new dynamic around cold calls and if you’re doing what you did even just a couple of years ago chances are that’s not going to work in this video. I’m going to show you the truth about cold calling and sales check it out. Number one quit cold calling. If you are making a pure cold call which means getting a contact record picking up the phone and dialing and just giving some automated call. So to speak you’re in trouble. We need to be doing so much more than just the traditional old-school cold calling that we saw in movies like Glengarry Glen Ross and boiler room and all of those things that seem so compelling and we all thought the rise of man if I just made more calls if I just did. More of this good things will happen. The reality is that a true cold called nowadays just doesn’t work. You need to be mixing in so many different strategies with that call in order to make it effective. Number two use a prospecting campaign. So you may have heard my first tip and thought man. This guy’s telling me to just never pick up the phone again. That’s not what I’m saying. I’m saying that when you’re making calls you should use it within a prospecting campaign. So that means. Every tool in Your Arsenal using every single Hospital way to get in front of a prospect. So that means things like cold email LinkedIn messaging or connections Direct Mail voicemails any way that you can get in front of a person to make it so that way by time you actually get them on the phone. They’re saying oh, yeah, I think I recognize this person. They sent me that email or they sent me that white paper Whatever It Is by combining the call. With a prospecting campaign, you are dramatically and significantly increasing the likelihood that someone is going to have a positive response to whatever it is that you’re looking to accomplish number 3 map out your entire. This is an area where so many sales people get it wrong. Even if they’re using email and Linkedin they’re using a couple of different mediums by which they’re contacting people. They’re not really mapping out the whole process. They tend to be pretty haphazard. They send out a message today. And then I I’ll call him tomorrow instead. What you want to do is map out every step of the process. So assuming that a prospecting campaign is let’s say a six-week process. That means that over the course of six weeks. You want to make about 20 touches. Well, what are those two? Consistent and in what order and then What’s the timing of each touch? Assuming that of course that you don’t actually get through to the person or you don’t hear from them. So mapping out your entire process over depending on your sales cycle and the types of people that you’re reaching out to typically over about a six-week process. You want to map out that entire process so that way by time you actually get them on the phone there. Oh, yeah, this is the person who’s been reaching out to me and has been sending me valuable information. Now, you are so much more effective in that Outreach number for script out each step. There is no piece of advice on selling that is both more effective and yet more controversial in the world of selling than scripting. If you are making a call if you are sending an email whatever it is that you’re using to reach out to someone if you’re not following a script or at least a 10. That maybe you’re going to personalize but you need to have that format that process that you’re following each and every time you’re just picking up the phone and saying whatever comes to your head, you’re completely screwed. It’s just ludicrous and imagine watching a movie and the actors are just kind of making up whatever comes to their head. It doesn’t make sense even improv actors when you go to a great improv show. They are making up what’s coming to them, but they’re following a structure of format to make sure that what they say is actually going to be funny and it’s the same thing with sales have your scripted process laid out. So, you know exactly what you’re going to say when you actually get the person on the phone number five do your homework to personalize in today’s world where prospects are more bombarded by sales people than ever before there is nothing that will help you stand out more effectively than good. Malaysian by personalizing your Outreach in a way that is relevant to the conversation. You’re trying to have you are going to show the prospect that you actually care about them that you’ve really done your homework and that you know, what’s going on in their world. One of the best ways to do that homework to personalize is to just use LinkedIn or link to navigator as a way to do some research on the prospect to know some basic ideas where they’re located what it is. That they do what’s their title what they’ve done in the past other companies that they’ve worked at people that work for them or the number of people in their department when you can personalize your Outreach in a way that’s showing that you’ve done your homework you are going to be so much more effective than if you just use a straight templatized approach to outreach number 6 make at least 20 touch. The data shows that top Prospectors are making at least 20 touches to prospects before they determine that someone is not going to be a fit or that it doesn’t make sense to follow up anymore. Now 20 touches doesn’t mean 20 dials. It means 20 different ways that you’re reaching out so that can mean phone calls voicemails emails LinkedIn messages letters stopping in at their office, whatever those different touches are over the course of typically about six. Weeks to make sure that you are doing everything to show that you’re both persistent that you understand them and that at the same time you’re really providing value along the way so that way even if at the very moment they’re thinking I’m busy and it doesn’t make sense for me to reconnect with this person. They’re still feeling like okay. This person is providing value those 20 touches are going to make such a difference as opposed to just making that one dial and then getting up or those two dials and then just giving up number 7. No. He’s very good at my organization. We have an agency where we do outbound cold email prospecting for our clients. And one of the things that we find so valuable is a negative reply a no is actually a really good piece of data because first of all one is it allows you to take them out of whatever sequence you have them in or allows you to take them out of your your prospecting campaign, but it’s also giving you feedback along the way around what kinds of people actually. RF it and what aren’t a fit so obviously yes is good. But no is also good what we want to limit and narrow the field of are the people that we either never hear back from never get through to or just kind of never get anywhere with so appreciate that a no is not a bad thing. If you pick up the phone and someone tells you to take a hike this doesn’t make any sense. That’s great or you send them an email and then they reply with not interested. That’s great. Now, you know that this. And isn’t a fit so you can obviously move on and you’re starting to get that data and those ideas around what is and what isn’t a good fit number 8 always get a clear and scheduled Next Step. This is so key in prospecting. I have a form of clients who are constantly asking me questions and one of the things that I always here are things like hey, I had a great call and they said to get back to me. In two weeks and so when I did that I never heard back from them or I had a good call and then we said, okay. Well reconnect next week to check in and then when I try to check in I never hear from them, they’re gone. This is such a simple thing to change. All you have to do is just get militant about scheduling clear and scheduled next. It’s that’s all it is using the little calendar invite whether using G Suite or whether you’re using Outlook or some other system that I don’t know of in between just use that calendar invite make sure that you ask them. Hey, do you have your calendar in front of you which they always do and get that clear and scheduled Next Step. Even if it’s checking in for 10 minutes on Tuesday of next week. It’s fine make sure that it is clear and scheduled every single time. By the way. This isn’t just for prospecting. This is for everything in sales no matter where you are. Sales process you always want to and every step with that cleared scheduled next up number nine use a something of calendar invites. This is a technique that we’ve recently started implementing that we really love and the reason we love it is because it works when you are prospecting. Particularly by email oftentimes the easiest way to actually get someone to respond is with email. And so let’s say you’re going back and forth on email and they say yeah sure. Why don’t we set up a call? If you reply with wood Tuesday at 3 p.m. Or Friday at 1:00 p.m. Work for you. You have created a step that then requires them to go and their calendar if they think it works then they have to reply back to you and then you’re going back and forth. So instead of. Doing that process. What we do is we use assumptive calendar invites. So if someone replies to us and says, yeah, that sounds like something interesting. I’d be happy to talk about we email them back and we say George really appreciate it. How would Monday at 3:00 p.m. Eastern work for you? I just sent you a calendar invite and if that time doesn’t work, let me know. Otherwise, you can just accept the invite and what we find is that the response is just people accepting that invite done and now you have the call. In your calendar and in their calendar assumptive calendar invites are so powerful and all it means is that you’re sending that calendar invite as the first option and of course you say hey if this time doesn’t work, let me know what does and we can go back from there. And what I find is that the actual close rate for an appointment is so much higher using that approach. So there is the truth about cold calling and sales and if you enjoyed this video that an awesome free training on. Data-driven approach to help you crush your sales goals. Just click right here to get registered instantly. Seriously. Just click right here. This is an in-depth training that will help you close more sales at higher prices all while generating more meetings. Also, if you got some value, please like this video Below on YouTube and be sure to subscribe to my channel by clicking my little face right here you get access to a new video just like this one each week.