How would you like to implement a process
where your prospects actually know who you are
by time you get them on the phone.
Now, you may say that this isn't possible,
but it is.
In fact, most salespeople are making life
harder on themselves just by banging out the phones
and not utilizing every tool
that they have available to them.
In this video, I'm going to show you the five easy steps
to set more appointments
and turning cold calls into warm calls.
Check it out.
(clicking)
Number one: create a targeted leads list.
This is so important because if the quality
of your leads list is not good,
it doesn't matter if you are the greatest
sales person on the planet.
If you have the wrong list of people that you're selling to,
you are in trouble.
This is why I recommend that you use
a specific company search to really understand
the DNA of your best customer.
So that means you're going to likely be using
some kind of a search tool,
whether it's a leads list company or a LinkedIn
or whatever it is and what you do
is put your ideal customer, your best customer in
and understand what is really the DNA of that company.
What is the industry?
What's the revenue?
What's the contact title?
If it's on the customer side, what's the age of the person?
What's their typical income?
What's their home value?
Understanding all of these things,
understanding things like geography.
One of my favorite tools for really mining leads
in a prospecting campaign is called Salesgenie.
In fact, you can get all of your prospects
and the best data all from within their platform.
I've actually worked out a very special deal with Salesgenie
to give you a 30-day free trial,
which gives you unlimited access to their tool,
unlimited access to their leads,
and this is normally a three-day trial, you get 30 days.
So you'll get a free customer analysis, access to the tool
and ultimately free leads.
And one of the cool things that you'll get access to
is access to a special onboarding team
who will actually help you get your work set up.
This is a limited time offer and you just click
the special link below this video
or in the description to get easy access.
It's super easy and you do not want to miss out
on using this really simple tool.
Number two: Map out your entire prospecting campaign.
There is no more winging it.
Too many salespeople are just making
their sales prospecting process up as they go.
It's time to have a clear visual of the entire process.
One example that I want to show you
is what you see on your screen right now.
You want to lay out the entire prospecting process.
You want to know exactly
what you are going to be doing at each point.
And so when you're taking
a prospect through the prospecting process,
you know exactly what is going to happen at each step,
whether it's making a call
or sending a very special offer by email
or sending a direct mail.
Whatever it is, you know exactly
what that process looks like and you map it out.
Number three: Map at least 20 touches
over the course of a month.
Now, the data shows that most salespeople
are giving up way too soon with their prospects.
In fact, some of the most recent data shows
that it requires about 18 touches, 18,
to get an appointment.
That means you really need to stay organized on the process.
You need to follow that map
and I recommend that you stay within an existing system,
whether it's your CRM system
or whether it's the Salesgenie tool,
stay within there and follow your process.
Number four: Use all of your tools.
Now, this is one of the pieces
where I think a lot of salespeople get really focused
on using one tool or another.
Maybe they're making all calls,
or they're only sending email.
But what you have in this day and age
is a suite of so many different tools
and so you want to use everything at your disposal.
You want to have a system of reminders
that are going to basically kick you in the butt
to get you to take that next step.
Now, within a tool like a Salesgenie,
you're going to have access to things like dialers,
so you can make your calls,
you can send out your voicemails,
you can send out your emails,
whether it's a one-to-one email
where you have really these canned,
but personalized emails ready to go and on the other hand,
you can have an entire email campaign with templates.
You want to though, be offering in those emails
or anything that you're doing, offering something of value.
Other tools might include things like mailers.
Literally direct mailers.
You can send a letter or a postcard or a package.
You can be using LinkedIn to reach out to them on LinkedIn.
Make a connection request, send an InMail.
You can be doing things like
display advertising, banner ads.
Now, you may not have access to that level of sophistication
but you want to use every tool at your disposal.
The advantage here is that by using all of these tools,
by time you get them on the phone,
they already know who you are.
Number five: Repeat, repeat, repeat, and repeat again.
This is not a one-off process.
What you want to do is stay within a system,
like a Salesgenie or your CRM system, whatever it is,
so that way it's always taking you through that next step
and you can continue to update your leads list
and reach out to new people.
Keep notes within your system
on exactly what happens within each interaction.
I know this sounds like really technical,
but it's so important.
And so what you want to think of is not your CRM system,
which is your Customer Relationship Manager,
but your PRM, your Prospect Relationship Manager.
How are you tracking your prospects
and making sure that you're using whatever tool it is
to its absolute fullest?
And one of the things that I really love
about the Salesgenie tool is that managers
can actually assign leads to different salespeople
so it can stay really organized within the system.
Again, be sure to get your free trial with Salesgenie.
You can get all of the prospects
and the best data all from within their platform
and you can really stay within there
for all of your prospecting.
And again, they've agreed to give our community
a really special deal, which is a 30-day free trial
which gives you unlimited access to the tool,
normally only three days, you get 30.
You'll get this free customer analysis,
unlimited access to the tool and free leads.
You're going to get, also,
access to a very special onboarding team,
some people who I've met who will help you get set up.
So just click the link below this video
or in the description to get easy access
to this no-brainer of a free trial. But it's only open now.
So, there are the five easy steps to set more appointments,
ultimately turning cold calls into warm calls.
I wanna hear from you.
Which of these ideas did you find most useful?
Be sure to share below in the comments section
to get involved in the conversation.
And if you enjoyed this video,
then I have an awesome,
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