When you change the dynamic of the cold call, to one where the prospect is CALLING YOU instead, suddenly the dynamic has changed and that impacts the interaction.
It is amazing what happens. People are calling you back instead of answering the phone.
They want to KNOW why you called. You have reversed the cold call.
Suddenly you are able to have a conversation about whatever it is that you have to offer.
It is still NOT a sales call.
Your MISSION —>>> (Should you decide to accept it!) is to GET THE NEXT APPOINTMENT.
That’s it. What is the next step? Identify that right now! What do you want the person to do next? Make another appointment.
For me, it is a 15 minute screen share. Interested in learning this strategy — well, it takes 15 minutes. Would you like to schedule that? I need you to be in front of your computer and have access to the Internet. That’s it!! That is my next goal.
So, what is yours?? This is part of your marketing strategy. Putting together each step and connecting them with your NEXT step.
With our Direct Voice Mail Messenger, I am leaving a personal voice mail message on the prospects phone. They are either calling me back AFTER listening to my message or they are calling me back WITHOUT listening to my message. I have reversed the cold calling because now they are initiating the call. And for the most part, it is a different experience.
What’s my next step —>>> a script. Yes, a plan for what to say WHEN they call. My goal on that call —THE NEXT APPOINTMENT — the screen share.
During the screen share — I need to have a plan for my next step. What is my goal there? What is the NEXT STEP I want to happen?
Every single strategy that you use should be laid out like this. Step by step by step.
Have a plan. Use it, then tweak it, then use it again and tweak it again, until it is really working for you predictably.