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    Posts Tagged ‘Cold Calling’

    Here’s a great Live Asian/ Chinese SEO & Social Media Cold Approach Appointment setting call.

    Sunday, November 19th, 2017

    chinese rich

    ____________________

    Click to hear live call 

     

    `From Not interested…to Alternate Quote in 2 minutes `

    Saturday, November 18th, 2017

    How to walk your Prospect down the Garden Path of Their Decision Making Process… and have them Choose you .

    garden path 2

    How to get your prospect to walk down the Garden Path of the Decision process they made to get their existing supplier or Vendor .

    That they made logical steps to get this vendor and if they did this again .. it could be very worth their while.

    ____________________

    Click audio to hear the 4 Question process to turn around the hardest purchaser to a neutral basis … within 120 seconds
    ________________________________
    This is the # 1 Competitive selling Frame-work 

    Here’s the 4 step process

    1. Agree with them–Not a problem at all

    2. Say , would you mind if I ask How long have you been with
      them ?

    3. ) Then say , “Were you involved with the decision to get this provider back then

      YES — Awesome ?

      If No – Then say , Do you think the Executive team team at that time ….  did any research, comparing or shopping around with other providers to find this excellent provider ?

    4. Hey well , at that time when you got them did you do any research, comparing or shopping around with other providers to find this excellent provider ?

    5. Great , so you subscribe to the idea that it makes good business sense to shop around and review.. cool

    6. So I m sure you feel researching and comparing other products , other vendors a good thing from time to time ,  just to keep them on their toes

    7. You know obviously I called you out of the blue ….

      We’ve been talking for a while now and it’s sounding like there could be some good reason to continue the conversation …

      We would love the opportunity to throw out hat into the Ring , and show you what we’ve created for your peer group , juts to get your opinion and feedback on this

    8. If your flexible lets move this to calendar Invite , lets schedule a quick 10 minute executive web briefing where I can show you all of this , with a subject matter expert , ask questions

    It’s Spring 2017 … Time to get your Outbound Hustle On !!!

    Saturday, April 22nd, 2017

    hustle3

     

     

     

     

     

     

     

     

    Getting Tired of your .05% Return on Cold
    Approach 
    E-Mail marketing ?
    ___________________________

    …Getting a lousy response spamming your Corporate Accounts ?

    __________________________________

    … Are you doing Content Marketing and smoking HOPEIUM hoping that primo perfect accounts are going to blow through your door and ‘Chase you for your business ” ?
    _____________________________

     Possibly its time to learn Murray’s Permission
    based 
    Cold Calling 2.0 Techniques and his Cold Approach 
    E-mail Marketing Secrets …?
    ____________________

    After 21 years of building Outbound New Business
    Development and Telesales departments for over 400 companies , in 49 industries , with over 221 Technology companies, SAAS cloud based Apps and Software companies

    ____________________________________

    I started to see a pattern developing with every account I worked on,

    email 2 july 8

     

     

     

     

     

     

     

     

     

    Companies will do Everything on the Planet Earth to “Get Through ” to Corporate Enterprise Accounts 
    — Content marketing , Sales Force , Marketo , Hub Spot
    — Cold Approach E-mail
    — The Social Media cartel
    — Linked-In
    — FaceBook
    _____________________
    ..And these are all fine and Great, BUT to Think you can’t pick up the PHONE and get into a Conversation with someone you have not met , or been referred to , or who has not “raised their hand” , or Opted in is a bunch of “Malarkey”
    _________________________
    ___________________________

    Corporate Enterprise Sales is fuelled by Meaningful Sales conversations that lead into a Sales process and Outbound Sales funnel Sequence
    ________________________________
    I see it everywhere I go Sales professionals are petrified to PICK up The PHONE and REACH- OUT, it seems they have been told –” Just send out 150 e-mails a day” – They’ve turned into E-mail Monkeys or Avatar’s

    ____________________

    Here’s the Ultimate B2B Outbound ‘Hustle ‘
    Script Builder  :

    ______________________________

    Oh hey I know you’re really super busy I was talking with _referral____and she said you were the resident expert in authority I need to talk to
    ________________________

    You deal with all of the ____________and ____________ over there is that right?

    Great
    ______________

     I just wanted to share with you an idea that can
    ( Monster benefit )
    ________________________

    And I was wondering if  you might be open to some
    new ideas or options that can –
    ______________

    — Benefit 1
    _______________

    — Remove problem 2
    ______________

    Offer benefit 3
    _________________

    Would you give me another 120 seconds on the phone here to see if there could be some synergy or some common ground , I promise I’ll earn the rest …
    _________________
    Another option
    __________

    Hey I respect you’re really busy …..and you deal with all the accounting and HR in Accounts Payable over there that’s what  name Drop Told me
    _________________

    I just wanted to share with you an idea, a new option that hundreds of your peer group are using right now
    _______________________

    And was wondering if we have a solution that will
    _______________

    Benefit 1
    _____________

    Remove problem 2
    _______________

    Offer benefit 3
    ________________

    Would you give me another 120 seconds on the phone here to see if there could be some synergy or some common ground , I promise I’ll earn the rest
    _________________

    Or if your super busy could I get 5 minutes on your calendar for Later this week , say Thurs
    @ 1:00 , thanks
    _________________

    Awesome … here’s the Big Idea in 100 words
    _______________
    Another version
    _________

    Hey I just got off the phone with ___name drop___and your name came up as more of the resident expert in authority I need to talk to you…
    _____________

    Did I catch you at an OK time?
    _____________

    I see you’re the _________, do you have a focus her attention on______________ ?
    _____________

    Great.
    _____________

    My company is and we–what we do
    __________________

     I was researching your company and your objectives for 2017-–I was on your LinkedIn profile and really like that post / that slide share- you did on _________________

    And I was wondering if you’d be open to  some new ideas or options on how toMonster Benefit
    _____________

    Here’s a great Flow
    _______________

    I am MW calling with ________ we help companies in this vertical, to  ——— and ———
    ____________________

    Recently we’ve worked with, name drop and name drop  and delivered significant and substantial benefits such as __________ and __________
    _benefit 1_________
    _benefit 2_________

    And as a result they are able to
    ____________________________

    ———

    ———-
    ———–
    ______________________

    And were confident we can deliver the same
    for your company…
    __________________

     Could I ask you just a few quick questions to see if there’s any chance we could help your company as well?

    _____________________________________
    _______________________________________

     Or was wondering if you could give me 120 seconds on the phone here to see if there could be a fit or a match, I promise I’ll earn the rest .
    _______________________________

    Here are some Live B2B Appointment Setting Calls to Jump-start you into Summer …..
    __________________

    Here’s Murray Warren calling the Top Digital strategy guy for John Elway , famous quarterbacks huge car dealer-ship franchise in Denver
    click to hear live call audio

    ___________________________

    Summers Over 2016 , Time to Scale Up your Outbound Hustle ….

    Saturday, September 3rd, 2016

    As Summer 2016 comes to a close …All B2B Marketers are scrambling to Triple their Sales Pipeline to sell into for Q-4 !!

    summers over 10

     

     

     

     

     

     

     

     

     

     

     

     

     

     

    ___________________________

    Here’s a great Swipe-file of the best Converting Opening statements & Transition and Bridge statements … which are the sleight of hand of Outbound Tele-prospecting , refocus attention ..somewhere else

    __________________________________

    Here is the best “send me info” line ever
    _________________________

    No problem what’s your email?

    _____________________________________

    Great, before I go let me ask you a question to help me tailor the information to your specific needs and circumstances …
    ______________________________________

    How do you currently blah blah blah ?

    ____________________________________

    In addition to yourself who else hope to make the decisions in this area

    Great thanks

    _____________________________________

    Leveraging the referral and the competition in your opening statement

    _________________________________

    Hey I was speaking with __name drop__________, over at, regarding common problem challenge or key business issue, and he mentioned I should give you a call to get your feedback and opinion
    ______________________________________________

    We recently helped __________, Company 2 and Company 3 to avoid major huge problem disaster, while at the same time get–  monster huge benefits
    _____________________-_____________

     And wanted to see if this might be something you’d possibly be interested in also ?
    _______________________________

    And wanted to see if this might be something you would possibly be interested in knowing a little more about as well ?

    ______________________________________

    Can you give me another 120 seconds on the phone here to see if there’s some synergy or common ground , I promise I’ll earn the rest ..?

    ____________________________________________

    Some great cold email approach subject lines

     

    Your article in ________

     

    Your post on _______

     

    Your video about

    ________________________________

    It’s time to crank up your Outbound Hustle , and you can’t expect your sales team to prospect and cold call 300% more and load up the ‘Top of the Sales Funnel ‘

    ___________________________________

    Create a “Specialist” Sales model where – Prospectors and Junior Inside Sales reps reach out and do all the research , prospecting and meaningful sales conversations & Book meetings and appointments for the sales team .

    _______________________________________________

    And then hand-off ‘Open” leads, Discovery Calls , Snap-shot Web Demos and Meetings to the the sales team.

    sales specialization 1

     

    In 2007  it took an average of 3.68 call attempts to reach a prospect

    _________________________________________

    ...Today in 2016 it takes 9 attempts

    _____________________________________

    — It’s 300% harder to reach top level Decision Makers for a productive selling conversation

    ___________________________________________

    Average sales person makes 2 attempts to reach a prospect then gives up

    _______________________________________________

    Average sales person makes 8 dials per hour and prospects for 6.25 hours to set one appointment

    ___________________________________________________

    Average sales person spends 93 hours to 120 hours a month on the phone trying to get through to set up 12  appointments a month

    _______________________________________________

    50% of all sales go to the first sales person to contact and have a meaningful sales conversation with the prospect

    ___________________________________________

    70% of all purchasers that switched to the new supplier said that 100% of them were initially satisfied and happy with their solution when they were approached ..before they switched

    __________________________________________

    — So the questions begs,  is the Bottom 70% of the market that’s not Looking or not interested worth going after ?
    –> I think so ….
    _______________________________

    So just imagine for a moment …. Your sales people over at your company , imagine they didn’t have to waste 80% of their selling time to do all of these selling steps …

    ___________________________________________

    Imagine…. you had an In-house Outbound Sales Development team / person , They did all the research, reaching out and made 1,500 calls per month, sent out 400 cold approach referral emails , got 36 – 65 referrals, got into 220 meaningful sales conversations per month with the right decision makers and Booked 25 – 50 appointments and meetings for the sales team

    specialize 2

    email 2 july 8

     

     

     

     

     

     

     

     

     

     

     

    Here’s a great opening statement formula
    ________________________

    We created a unique approach to ____________, that will –
    ( eliminate pain challenge and hurt )– and the purpose of my call today is to see if there might be some synergy or common ground on what you’re looking for in the area of _______ and what we’ve created for your peer group..

    ________________________________________________

    Can you give me another 120 seconds on the phone here to see if there might be some common ground or synergy .. I promise I’ll earn the rest ?

    ________________________________

    Okay here are some Fall 2016 Back to Business Live B2B Appointment Setting Cold Calls to get you jump started for Q-4 2016 … cheers !!
    _________________________

    click to hear audio –-Here we are calling Printing and Duplication companies all over the USA
    ______________________________________

    Click to hear audio – GPS Fleet tracking and Management App – calling Fleets across Canada

    ______________________________________________________

    Click to hear audio – Calling into printing and Duplication companies USA market

    __________________________________________________

    Click to hear audio – Calling into the mobile , remote Ordering , Inspection App Market with Utilities all over the USA

    ________________________________________________

    Click to hear audio – Testing the script with a huge Freight Forwarding , Cross Border shipping company

    ________________________________________________

    Click to hear audio – Testing the outbound talk talk with a huge SAGE Partner with an E-Commerce App

    _______________________________________________________

    Good Bye Summer of 2016 , I’ll miss the warm days of paddle surfing 2- 4 ft shore break on Bowen Island.

    summers over 8

    End of Summer-Back to Business September 2015 Appointment Setting Tips

    Saturday, August 22nd, 2015

    Here we are at Saturday August 22 — September is fast creeping around the corner , days are getting shorter –However –I was paddle surfing  1 –  3 ft waves on Bowen Island yesterday , it was windy , rough really green water –amazing —
    ______

    Here is my latest September 2015 back to Business Appointment Setting PDF

    – 35 pages of Triple your Meetings and Double your Sales material

    September 2015 -2 Back to Business New Sales Development Playbook ..
    click to read or download PDF

    Get Your Outbound On for Back to Business Selling Season 2015 ….

     

    Click to hear audio
    Here we are calling the biggest publicists of top celebrities in the USA market

    Click to hear audio
    Testing the Outbound Script with Sustainability Coordinators of the biggest Universities in North America

    click to hear live audio

    click to hear live audio

    Here I’m testing the script with the Biggest Leasing and Financial Services company in Western Canada

      click to hear live audio
    Here I have horse- shoes up my butt generating a $30,000 ERP Software lead for Aquilon Software

    ” 80% of success in Sales is just showing up”

    Click to hear live audio

    Testing the script with a Design, Build and Outfit Corporate Office Furnishings Company

    click to hear live audio
    Here Murray Warren is making live calls for a huge Safety Products company in front of 9 sales people and the owner

    click to hear audio

    click to hear live audio
    Doing Outbound sales development testing for a GPS Fleet Tracking company .

     click to hear live audio
    Here is a great permission Based 120 approach opening statement…

    Just imagine a Dedicated Outbound Business Developer working for your company ..that can —

    –> Make 1,300 calls per month

    –> Engage in 220 – 250 end to end Productive Selling Conversations

    –> Book 25 – 50 Presentations, Meetings and Demos for your
    Sales team

    Taking the time consuming burden of “Getting in the Door off your Sales teams plate.


    Cold Approach E-mail Marketing is Back- How to get the Top Executive Officer to refer you to the right ..point of contact .. priceless!!

    Thursday, May 14th, 2015

    Specialized Sales Roles
    +
    Divide the  Labor
    +
    Tripling the Sales Pipeline

    ______________________________
    =  Peace of Mind
    Consistent Revenue Stream

    –Contained here is a copy of the actual e-mail thread with the Biggest Charity in Canada, responding to my clients Cold Approach e-mail referring it to the Referral and CC’ing my client Wayne

    …Also the President and CEO of The United Way responded to my clients cold e-mail in less than 5 minutes

    Cold approach -it worked April 17 2015 click to read E-mail

    And here is the Live Cold Call Followup Booking a Meeting with the Referral — A summer breeze ..

    Click to listen to Live call
    _______________________

    — We have been testing out Aaron Ross’s– Predictable Revenue– Cold Approach E-mail Referral Marketing technique on all of our clients that go after the mid-tier and high tier markets in the US and Canada … and it’s working amazing !
    ______________________

    If you have to reach Out and Cold Call to find interest , needs and-set up Appointments and meetings with Top Decision Makers

    _____________________________________

    Wouldn’t it make sense that if called into a Pool of prospects that we’re Referred to you from the Top Executive Officer at the company….
    _________________________

    –> That you would be able to have more productive selling conversations and Book MORE meetings and  Appointments ?

    ______________________________________

    So now Imagine you have ;
    ________________________

    – 1 or 2 Outbound sales developers and they’re sending out 1,000 Cold Approach emails per month — 2,000 total per month
    ________________________________

    — You’re achieving a 12% Referral rate to the right ‘point of Contact
    _______________________________

    – That totals 240 Referrals per month by the Top Executive Officer to the right person and CCd you in on the email

    ______________________________________

    When you call into the Referrals you can generate a 35% conversion ratio easily — that’s 84 meetings per month .. that you didn’t have to cold call in the raw with … priceless..
    __________________________ 

    Now your Outbound sales Developer is calling into a Highly leveraged list , exploiting the Top CEO or Presidents name with referrals to Book the meeting .. it works like a champ


    Top 10 best Cold Calling 2.0 Opening Phrases to Command Attention with prospects over the phone…

    Sunday, April 12th, 2015

    Cold calling 2.0 opening phrases


    My company is ___________we work with __niche/ vertical___– and we just recently helped them to __monster benefit______
    — remove problem 1
    — remove problem 2

    And ultimately gain benefit 3 _____________

    And hey I’m not certain of your situation, but if you’re open to some new ideas or options that would _______________

    Would you be flexible for a brisk, informative  10 minute  online Executive Web briefing on the latest breakthrough solutions in ________?

    Right after your opening statement, say this

    Oren Klaff style

    And Mr. Jones… That’s why were in just crazy demand right now and at this point in time I’m really not certain about your exact needs or if there’s a fit or a match for our solution. What I would like to do is ask if you a few quick questions and get a feel of your company and see if there might be a way for you your company to

    — benefit 1

    — and benefit 2
    ——-–——

    Right after your opening statement, say this

    ….And John believe me I know a company of your size and Caliber can get this stuff you anywhere and you get a lot of calls like this , and most likely you’re satisfied with what you’re using

    _____________________

    … But we really do things differently with added value benefits of _______ and ________ and ________ .

    And hey I’m not certain if our solution would be a good fit for your company or would apply to your situation, I wanted to ask you 3 quick questions to determine if we might be able to
    — benefit 1
    — benefit 2
    — benefit 3
    For You guys over there
    —–—————-
    Right after your opening statement say this


    Get the prospect to tell you why they would good to work with …
    … And by the way at this point this is why we’re getting so much attention activity and business right now from your peer group.  Since I’ve taken some time to show you our big idea I’m wondering if you could give me a few minutes and explain why you guys would be a good company to work with?
    __________________________

    Hey it’s ___________  calling I just got off the phone with Jack ( their colleague)  and he said you were the resident expert in authority in the area of_______?
    ____________________

    I was just hoping to get 40 seconds of your time to explain why I’m calling…
    How much focus or attention do you have on __________?
    Great
    If our solution can;

    Great 40 second Intro Opening statement

    — remove problem 1
    — get rid of pain in the butt 2
    — give your company benefits of 3 and 4

    Would I be getting any of your attention whatsoever?

    Does this in general… Interest you at all?

    Would you want more information on this?
    __________________________

    Oh great… Assuming we solve problems and challenges with :
    – problem 1
    – issue 2
    – concern 3

    And deliver the benefits of :
    — benefit 1
    — benefit 2

    Would you be paying any attention to me what-so-ever?

    Awesome… Can you give me another 120 seconds of your time on the phone right now to see if there’s some synergy or common ground?

    ( See how this works so well , 2 steps of customer permission , The customer feels they are in CONTROL of the selling situation , they don’t feel that that they are being manipulated )



    The Richard Dreyfuss Permission 60 second opening

    Hey—— it’s __________ calling I was just on your website researching your company and noticed an awesome press release about some 2015 / 2016 initiatives and objectives that you guys are doing — such as _________ & _________ ..

    …. In the last 12 months we’ve helped over 9 companies accomplish those exact initiatives and goals —  and if you’re open I have some new ideas and options that could help your company accomplish these things easier, 40% – 80% faster and for way less money  ….

    I’m wondering if you’re not too busy if you could give me another 120 seconds on the phone here to see if there could be some synergy or common ground ?

    If you could just give me 120 seconds on the phone here, I promise I’ll
    earn the rest
    ( isn’t that a beautiful line .. )


    “ We’re fine with what we have”

    That’s not a problem at all, probably 90% of all of our clients in the last 20 years when we approached them initially said the exact same thing…

    We don’t mind being second at all….

    This is just an exploratory call and quite honestly I don’t know if there could be a good fit or a good match at this point– It’s not a sales call , I never get it right the first time — I just wanted to ask you 3 quick questions to determine if there could be a fit
    ___________________________

    Fantastic Gatekeeper Dracula turn around

    “ Why are you calling, what’s the purpose of your call?”

    To be honest I don’t have all the details, I was told to catch up with your IT expert Chuck, something to do with challenges with problem 1 &  problem 2 …

    I was just calling to see what the problem is…  if any and see what we can do to help, hey could you put me through to Charles thanks
    ______________________

    Great 60 second opening leveraging internal credible referrals gathered ;

    Oh hi I was just speaking with – Jackie on how we’ve helped, ABC Co & DEF Co, reduce, avoid, increase, and he mentioned that I should give you a call to get your feedback and opinion on this

    ….. Hi Mr. Jones it’s ________ with, we recently helped ABC Co. and DEF Co avoid huge monster problem, while at the same time get desired benefit /  results 300% faster, and wanted to see if this might be something you would possibly be interested in knowing a little bit more about as well ?

    I’m wondering if you’re not too busy if you could give me another 120 seconds on the phone here to see if there could be some synergy or common ground ?

    Fabulous 30 Second introductory style

    Hi Mr. Jones, could I share with you a solution involved with automated safety management,  Data collections and Field reporting –A new idea and option that’s used by over 300 other manufactures like yours and oil and gas companies
    that can —
    — benefit 1
    — benefit 2

    ———

    Great instant brush off objection handler

    Hey no problem at all, I’m not sure if there’s a need or fit either at this point…

    I was just wondering though—-  if we could definitely show you a solution … Which is used by over 300 oil and gas and manufactures similar yours… that can
    benefit 1
    — benefit 2
    — benefit 3

    Would you be willing to just give me 120 seconds on the phone here to see if there could be a good fit or some common ground?

    ———
    Or

    Not a problem at all, I didn’t expect you to be interested since you don’t know enough about this yet… you haven’t even heard any of the killer benefits yet

    What if just supposing we could really show you how you could –_____________

    Would that get your attention what-so-ever ?

    
    

    “The Permission / Value Based 120 second Opening Statement”

    Monday, February 2nd, 2015

    click to hear audio

    I am a BIG believer in asking if its OK to talk with all Decision Makers . I personally feel that we as Outbound sales professionals we are interrupting the targets when we initially ‘Reach Out ‘

    I personally feel it’s respectful and courteous , if they’re busy .. I just say ..”  no problem at all , I’ll circle back later .. “

    Your Top Decision maker is always busy doing something else before you connect with them – They have a million things on their mind , they have no time , and many other options than to listen to you blather on and on about something that they could care about …

    This is a Great opening for 2 reasons

    A) It catches their attention and interest immediately

    B) Gauges their interest in your core message in less than 2 minutes — Gives you an instant ‘GREEN’ Light — Or if there’s ZERO interest .

    Now custom design this for your company ..!!

    click to hear audio

    Here we are cold calling for the 1st time with the City of Burbank in California . We get through , its the right guy , we build rapport and the deal is worth  $500,000.00 in the next 12 months in pedestrian cross walks … piece of cake.

    Back to Business September 2014 Cold Calling & Appointment Setting tips to Triple Your Sales Funnel

    Sunday, August 17th, 2014

    Hi there , its August 17 right now,September and the end of summer is 2 – 3 weeks away . And then… here in Vancouver it will be cloudy and rainy for the next  5 – 7 months. In the last 3 weeks I’ve surfed 8 days at Tofino on Vancouver Island -waist to head high killer waves. I’ve completely switched from surfing to paddle-surfing , it’s so much fun . ( I’m better than Laird )

    Its all about hanging in there, when cold calling and prospecting for new opportunities– –People will throw you for a loop and are rarely ever initially interested in ‘anything’  and you need to know it will happen , and how to flow and bounce back when it does  happen.

    Here are a bunch of Live B2B appointment setting calls -Sharpen your skills to Triple your meetings for the last 4 months of the year …

    Click to hear live b2b Call selling Bio-degradable, compostable food ware solutions

     


    Click to hear live call getting an appointment with PHD scientists

    Click to hear live Mobile Ordering apps cold call to El Pollo Loco head office


    Click to hear live Mobile Ordering app cold Call into Jack-in-the -Box head office

     

    “Predictable Revenue” Book Summary- “How to get 35 Meetings booked in 60 days… all Warm Internal Credible Referrals to decision makers, All Data.com and Linked-In, per sales rep– No Cold Calling” .!!

    Sunday, March 23rd, 2014

    Learn the hottest new Specialized Outbound Prospecting Strategy to Book Appointment’s and Meetings with any top decision maker of any Company you desire — ALL Without Cold Calling



    Purpose

    Pro-actively identify potential clients and open a dialogue and productive selling conversation with them
    — All without the agony, effort and time of Cold Calling

    Hot tool to get

    http://www.yesware.com/ This $ 10.00 per month tool is the missing link in outbound e-mail marketing . It tracks all of your analytics of your e-mail marketing strategy . Who opened your e-mails , How long they have read them , what links they clicked on , who they forwarded them to — All on a stealth basis.

    The Process

    1) Generate a list of Ideal Customers, niches or vertical markets to go after

    2) Email the CEO

    3) Get re-direct / referral –set up a call with the decision maker


    Ideal Customer Profile

    Core problems that you solve. Identify the types of companies that would benefit most by solving that problem ?

    — 3 core problems you solve
    — 3 traits of a company your product will benefit most

    List/ Databases of prospects to Sell into

    — Conference / attendee lists
    — Member lists / Association lists
    — http://www.zoominfo.com/
    — http://www.data.com/
    — http://www.hoovers.com/

    Search Google Ninja techniques
    — “ association name” +
    — “ member directory”+

    Prospecting / Tasks for your Outbound Prospector

    1) Find the CEO / Presidents name

    2) Use Google to locate their e-mail

    3) E-mail them and ask for a referral

    4) Set up a Discovery call with the Referral Decision Maker

    5) Leveraging the CEO’s name who gave you the referral… !!

    Find the CEO’s name
    “ Company name ceo”

    “ Company name president”

    Find the CEO E-mail
    1) Call reception ask for e-mail address

    2) “ first name.last name@ domain.com

    “ first name.last initial @ domain.com”

    “ first name@domain.com”

    “ domain.com email”

    E-Mail the CEO / President with a tweet sized message


    Subject : Best point of contact

    Body :

    Hi First name,

    Who is the best point of contact to discuss ( the word descriptor) ?


    Thanks so much
    Your name

    Version 2 –

    I’m just looking for some help …I’m not sure where to begin.

    Could you point me in the right direction or steer me into the right direction with the person who has a focus or attention on ____________ ?

    Set up a Discovery Call with Referral

    Body :

    Thank You ( name of CEO )

    Hi New Contact ;

    Do you have time for a quick call to discuss ( 3 word description )

    We have and / or are building X and would like to get your opinion and feedback on what we’ve created for your peer group and see if ( company name ) would be a good fit or match for our solution in the future .

    Stop – Hammer Time

    — Find 30 CEO’s E-mails

    — Send out 30 Initial E-mails

    The Follow-up Interview with the Referral

    Identify 3- 5 core problems that will positively impact their business

    How will solving them affect the core business bottom line.?

    Confirmation / Agreement on Needs statement

    Read back to them what you heard and ask if you understand correctly

    “ I see , just so I understand things correctly and get an accurate snap-shot of what’s going on over at your work place ;

    You’re having problems and challenges with _________ and _________ …

    And the main issue and consequence of this problem is _________

    …And if you wait and do nothing in the next 6 months the repercussion’s and implications could be _______ and ________

    Is that sort of an accurate snap-shot ?

    Ask if you missed anything …

    Stop

    Do not pass go

    Do not collect $ 200.00

    Until you have had a conversation with each buying influence

    Close the Next Step – An Executive Web Briefing or Face to Face meeting

    It looks like we understand what you need and can provide a solution that will help you with X, Y and Z…

    What do you think our next steps
    should be ?

    Book an Initial Executive Web Briefing of your core message and Trial Close for ;
    — Interest , Time-frame and Money
    .

    I’m just wondering if you would be open to building a solid business case for your executive team to review,to see if it really matches a problem that could be solved by our solution .

    I would like to introduce myself, our company and capabilities to you . I need 10 minutes of your time . We’ve prepared an amazing 10 minute Executive Briefing.

    We wanted to relate the exact methods and strategies that other ( companies like yours ) have found extremely valuable in ;

    Ø Benefit 1

    Ø Benefit 2

    Ø Benefit 3


    I know you will learn some critical & tactical FREE
    things just from our brief 1st meeting and if you think of us in the future when apparent needs come up that would be great
    ( that would be cool )

    How about Tuesday at 10:00 or would Thursday at 2:00 fit better ?