Session #1: Pre-Call Strategy (recorded session)
Did you know that cold calling is literally won or lost before you pick-up the phone? It’s true! Are you calling the right entity at the right time that has a right need for your services? In this session, Paul M. Neuberger, Founder & CEO of The Cold Call Coach, will re-adjust the audience’s perspective on cold calling by discussing sound pre-call philosophies, Ideal Client identification, how to time the cold call perfectly, and much more!
What good is an amazing script if you are calling the wrong person? What good is piquing curiosity and creating a profound sense of urgency if the organization that you are speaking with has no need for your services? Before we can get you in the door, we first need to ensure our ducks are in a row to optimize success.
Session #2: Effective Cold Call Psychology (recorded session)
By psychology, we are not talking about brainwashing, nor are we advocating being deceptive, manipulative, or misleading. Far from it! Rather, we are talking about how your cold call is received by the prospect in question. Do you sound salesy? Have they made the determination in 3.5 seconds that you are only cold calling to sell them something? If so, you are doomed to fail before the call has even begun!
In this session, Neuberger will share his best practices in Defensive, as well as Offensive, psychology. By Defensive, we mean how not to sound salesy and how not to self-incriminate during the call. By Offensive, we are referring to instant differentiation, piquing curiosity, creating urgency, elevating the mood of the prospect, and much, much more! Get the prospect to be happy that he/she took your call and watch your overall cold call success rate soar!
Session #3: Cold Call Script Diagramming (recorded session)
Remember in English class how the teacher used to make us come to the board and diagram a sentence? Well, this is sort of the same thing! Rather than simply giving you a once-for-all-time cold call script, Neuberger will teach those in attendance how to build a cold call script from scratch so you will know exactly what to say to the Decision Maker and/or Person of Interest when he/she picks up the phone.
Rather than give you a fish, feed you for a day, Neuberger will teach you to fish and feed you for a lifetime! If your Ideal Clients change, you will know how to modify your scripts. If you change careers, you will know how to modify your scripts. Because this process is portable, transferrable, and scalable, no matter where you go or who you call, you will know exactly how to build a customized message from scratch that will resonate.
Session #4: Removing Barriers to Cold Call Success (recorded session)
What happens if you get the voicemail for the Decision Maker? How to we handle a gatekeeper that wants to know everything about everything? What do we do if we get the Decision Maker, but she is peppering us with objections that could derail our entire call? In this final session, you will learn all that you need to in order to ensure that you are prepared for everything that might be thrown at you.
During our fourth session, Neuberger will call attention to all of the things that could possibly derail your call, including objections, voicemails, gatekeepers, messages that don’t get returned, finding the correct Person of Interest, and much, much more! Don’t let everything you learned go to waste! Become an expert in cold call contingency planning and you will be ready for all situations you face moving forward.