1.
COLD CALLING TIPS AND
MILLION DOLLAR SALES
PROSPECTING SECRETS
Ken Krogue & Grant Cardone

2.
Definitions:
Cold Calls…
Warm Calls…
Hot Calls…
Grant
Definitions:
Cold Calling…
Warm Calling…
Hot Calling…
Ken

3.
SOCIAL
SELLING
CURRENCY
h"p://bit.ly/No1SocialCurrency

4.
THE POWER
OF ‘COLD
CALLING’
KEYWORDS

5.
COLD CALLING
VS
WARM CALLING

6.
DEFINITION

7.
INSIDE SALES
Professional Sales
Done Remotely

8.
2.00$
2.25$
2.50$
2.75$
3.00$
3.25$
3.50$
3.75$
2008$ 2009$ 2010$ 2011$ 2012$
Millions'
Outside$Sales$
Inside$Sales$
Source:
2009
infoUSA/MIT
Study
15x
2009 / 2013 MARKET STUDY

9.
MOVE THE
LEVERS…

10.
THE COLD CALLING LEVERS
1. More Calls
2. Better Calls
3. Faster Calls
4. Persistent Calls
5. Specialized Calls
6. Complex Calls
7. Simulated Face-to-Face

11.
SPECIALIZATION
Generalist
Sales Support
Lead Gen Closer
Inbound Outbound Segments

12.
TRANSACTION VS COMPLEX CALLS
#
Quantity
%
Quality
Transactional
(small business)
Relational
(enterprise)

13.
SIMULATE FACE 2 FACE

14.
TOP CHALLENGES
Sales Rep
71%
55%
45% 43%
38%
Accessing a
Decision Maker
Leads Manager
Calendar Events
Motivation Lack of Product
Knowledge
Rep

15.
7 CONTACT METHODS
1. Immediacy
2. Persistence
3. Time of Day
4. Day of Week
5. Optimal
6. Direct Dial
7. Caller ID

16.
CONTACT
METHOD #1
Immediacy
100x Contacts
21x Qualify
39:22 Hours

17.
DECAY &
DELAY
0%
10%
20%
30%
40%
50%
60%
70%
0 1 2 3 4
Show Rate Qualify Rate Close Rate
63%
38%
7%
52%
33%
7%
48%
31%
3%
32%
18%
3%
28%
9%
0%
The Downside of
Specialization

18.
CONTACT
METHOD #2
Persistence
1.5 attempts

19.
CONTACT
METHOD #3
Time of Day
147%
49

20.
CONTACT
METHOD #4
Day of Week
49%
50

21.
CONTACT
METHOD #5
Optimal
10am to 2pm
FranklinCovey –
3:30pm next day
51

22.
CONTACT
METHOD #6
Direct Dial
Rep Avg Meetings/mnth % Direct Numbers
1 11 51%
2 13 45%
3 20 76%
4 22 74%
5 29 87%
6 33 97.6%
51

23.
CONTACT
METHOD #7
Caller - ID
52
57.8%More Likely to
Answer Phone
From a Local Number
Toll
Toll Free
Blocked
BEST
WORST

24.
LEAD GEN
MEDIA
62

25.
SOCIAL SELLING
BONUS #1
DOWNLOADS
BLOG FORMS
SLIDESHARE.NET
(PRO)

26.
SOCIAL SELLING
BONUS #2
JOB POSTINGS
LINKEDIN
MONSTER
CAREERBUILDER
CLASSIFIEDS

27.
SOCIAL SELLING
BONUS #3
REVERSE
CUSTOMER
REFERRALS
#1 SAE

28.
SOCIAL SELLING
BONUS #4
JOB CHANGE
ALERTS
WITH LINKEDIN
& IFTTT

29.
PHONE ATTITUDE
1. Believe you can sell anyone
2. Believe your product is worth 10X
3. Willing to call back until
4. KNOW your pitch
5. Have a big claim that can be validated
6. Everything to gain nothing to lose
7. Believe you are lowest price/best value
8. Treat everyone respectfully
9. Never depend on one call

30.
WARM CALL DEFINED
Warm calling refers to calling a prospect with whom you’ve had some prior
connection between yourself and the prospect.
Warm calls could come from:
• Industry events
• Previous sales call
• Referral
• Appointment
• Internet lead
• LinkedIn
• Response to an ad
“Obscurity
is
the
single
biggest
threat
to
your
business
–
get
everywhere!”
-­‐
Grant
Cardone

31.
WARM CALL WARNING
“If you are in any doubt about the
temperature of the call you are best to
treat it as cold and start over.” Grant
Cardone

32.
STRUCTURE OF CALL
1. Intention or Purpose
2. Big Claim
3. Pricing
4. What is the problem
5. Close

33.
PARTS OF THE CALL
1. Greeting (one name only)
2. Reason you are calling and Big Claim
3. Qualify the lead
a. Recurring problem
b. Magic problem
c. Money question
d. Decision makers
4. Appointment
5. Close
“Grant
Cardone’s
materials
changed
my
perspecGve
and
my
rouGne.”
-­‐
James
Garlin

34.
NAIL THE FIRST 20 SECONDS
1. Who are you
2. WIIFM
3. Why are you calling them
4. Where did you get their name
5. What’s in it for the buyer
6. Check the trust

35.
ADVANCED TIPS
Do I have your attention?

36.
ADVANCED TIPS
Texting the client during the
call will increase your chances
of getting an appointment by
500%.
33%
execs
say
they
are
sGll
referencing
informaGon
from
their
mobile
devices
when
a
purchase
decision
needs
to
be
made.
(Forbes)

37.
SECONDARY PURPOSES OF THE COLD CALL
1. Identify decision makers
2. Identify influencers
3. Determine what is needed
4. Create interest
5. Get an appointment
6. Get contact information for follow up
7. Move from cold to warm
8. Add to your pipeline

38.
QUESTIONS?
Linkedin.com/in/KenKrogue
@KenKrogue
KenKrogue.com
Forbes.com/sites/KenKrogue
Linkedin.com/in/GrantCardone
@GrantCardone
GrantCardone.com
Entrepreneur.com/author/GrantCardone