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Capture The Business

Capture The Business. Instructor: Mark Butler Date: September 26 th & 27 th Duration: 30 minutes. Cold Calling Facts…. Most people don’t like to cold call It’s a necessary part of successful sales There is no set formula for success, except for…. Being disciplined enough to do it!.

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Capture The Business

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  1. Capture The Business Instructor: Mark Butler Date: September 26th & 27th Duration: 30 minutes

  2. Cold Calling Facts… • Most people don’t like to cold call • It’s a necessary part of successful sales • There is no set formula for success, except for… Being disciplined enough to do it!

  3. Why people avoid Cold Calling • Lack of knowledge of products • Lack of confidence of success • Fear of “NO” • Not sure how to begin the call if the customer answers Confidence is a Key Component!

  4. Keys to Success • Know the reason for calling – BEFORE you call. • Customer Benefits – NOT product features • Leave SHORT, Impactful voicemail messages. • Do NOT divulge too much information • The purpose is to get the customer to return your call. • Always assume your voicemail messages will never be returned • Be prepared to call them again.

  5. Keys to Success (cont.) • Be Confident and Competent • Believe in yourself and your company • Believe in your products and the benefits they provide to the customer • Know your products • Make it your goal to Earn the right, privilege and honor to talk to your customer again. • Impress the customer with respect, knowledge, and perseverance • Any time is a good time to call – Don’t wait for the “Perfect” time.

  6. Statistically Speaking… • It takes a minimum of 6 calls before you will even get someone to take your call. • Try calling at different times throughout the day • Call on every phone number you have available • Home Phone, Cell Phone, Business Phone • Change up your message • Never call without a Reason • Do Not Say, “I’m just calling you back…” • Do Not Say, “I’m just calling to touch base…” • Try something like…

  7. Sample Voicemail Message! Mr./Mrs. X, I am calling in regards to your recent inquiry about a home mortgage <refinance, line of credit, etc>. My name is <MLC name>, and I am a loan consultant with bank, the 4th largest bank in the country. Based on the information you provided to us, we have several mortgage programs which can absolutely help you complete your <home improvement(s), debt consolidation,>. We also have several programs which can help you generate additional cash flow each month with very low monthly payments. Please call me on my direct line, 704.427.9674 so we can get started on your loan and get your money to you quickly. Again, this is <MLC name>, and you can reach me on my direct line, 704,427,9674.

  8. Make It Work For You! • Call them once… Call them twice… Call them until they tell you to stop. • Make your initial call, and then set a schedule to follow up on a regular basis • If you get no response, call them again • Change up your methods and your messages, and call them again • Call until they tell you to stop – You’re already at NO, you’ve got nothing to lose.

  9. In Conclusion… • Cold Calling is a necessary skill – Hone it! Perfect it! Cold calling is one of the most challenging ways to prospect for new business. And, if you do it correctly, can be one of the most rewarding!

  10. THANK YOU! GOOD SELLING!

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