How to Set Appointments through Cold Calling Eguide:
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An Eguide for Professional Services Providers and Business Developers
- In-depth, exclusive interview with expert services cold caller, Sandy O’Dell who shares cold calling techniques, tips and tools
- Comprehensive checklist for setting appointments through cold calling
- Tools for developing both a warm and cold calling script
- 7 on-point, relevant articles to help you through the entire process of cold calling to set the meetings you want
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Time and again, service firm leaders and rainmakers have confessed having an aversion to cold calling. In fact, many service firm gurus argue that cold calling doesn't work – it’s inconceivable, even, that you would give it a second thought.
But cold calling can be successful, if you use it correctly.
Through an in-depth interview with veteran services cold-caller Sandy O’Dell, cold- and warm-calling formulas and tips, a cold calling checklist, and seven on-point articles, this guide will provide you with the motivation to make your cold calls and set meetings with prospects.
The many useful takeaway points from this 45-page e-guide include:
- How to stay motivated for cold calling and setting meetings
- Specific “how-to” advice
- Habits to avoid
- Habits to adopt
- Ideas about the full range of cold calling strategy, such as:
- Planning for a call, including creating your target list and shaping your value proposition
- Preparing yourself psychologically for a call
- Conducting the call
- Troubleshooting the call
- Following up to the call
- Thinking ahead to succeeding with the ultimate meeting with the prospects
In an exclusive interview with RainToday, Sandy O’Dell details her process of making cold calls to set meetings for her own company, as well as for clients. Sandy explains how best to prepare for calling, how she connects with people over the phone without having met them, and key strategies that will help you raise your chances of getting your foot in the door of clients you want to serve. In this section of the guide, learn what advice Sandy O’Dell shares as she answers these questions:
- How do you prepare to make a call to someone you’ve never met… when you may not even know the name of the person who you’re trying to reach?
- Do you have any tips for getting through to C-level people?
- What do you think is most important to remember in preparing for a call?
- Do you recommend writing a cold call script as part of the preparation?
- How do you stay organized, and what tips do you have for following up?
- What do you like about trying to connect with people over the phone? What do you dislike?
- How do you react to rudeness, or miscommunication?
- Do you have any “rules” for yourself regarding the words you use on the phone, the ambience of the call, what you want from the person you’re talking with?
- What are other pitfalls/traps to avoid when selling over the phone?
- How many calls do you have to make to get one good meeting?
- How do you stay motivated when you’re talking to new prospects every day?
- What tips do you have for keeping a regular process of exploring new leads by calling people and initiating conversation?
- What kind of process do you go through after you’ve finished a conversation to learn from it?
- What advice would you give to someone who is at least answering many incoming call inquiries, and probably is making outgoing calls a fair amount as well?
- Can anyone be “good” on the phone?
- What should professionals who are calling potential clients on the phone focus on first?
Read an excerpt of Sandy O’Dell’s interview here.
Table of Contents
Introduction
Setting Meetings, Getting Clients
Misconception: "Cold Calling Doesn't Work for Professional Services"
Purpose of the Cold Call: Meeting Setting
Takeaways from this Resource
Cold Calling Planning Tools
Checklist: Appointment Setting Through Cold Calling
Developing Your Calling Script
Cold Call Formula Guide
Cold Call Tool – Use To Plan For Your Cold Calls
Warm Call Formula Guide
Warm Call Tool – Use To Plan For Your Warm Calls
Cold Calling Tips, Tactics, and Pitfalls to Avoid
Interview with Sandy O'Dell, Expert in Appointment Setting through Cold Calling
Expert Articles and Commentary
How These Pieces Can Be Useful
Is There Any Value in Your Value Proposition? Five Tips for Communicating the Real Value Of Your Services
Telephone Selling: 5 Steps to Overcoming Telephobia
Don't Blow It When Your Prospect Answers The Phone
Top Five Things Not to Do When Cold Call Selling
Cold To Gold: Getting the Most from Cold-Call-Set Meetings
Services Selling: I Didn't Raise You To Be a Salesman!
7 Tenets for Creating Sacred Selling Time
About the Authors
About RainToday.com
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RainToday.com Members: Receive access to this, and all other how-to guides and tools in the RainToday Store, as a part of your membership. Already a member? Simply sign in and when you return to this page you will see the "Download now" button. Not yet a member? Become a member today and access these tools for free!