Holy Cow! Sales Force Development Expert Dave Kurlan's TOP 14 ARTICLES ON COLD CALLING

Some golden nuggets there like this one:

You must get over whether or not you are comfortable with this. Comfort is not a requirement for action - effectiveness is. If you would simply do what you need to do to succeed, without concern for whether you are comfortable, you will succeed.

Sales Tip - Getting Your Calls Returned

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RyanJ

13 years ago

That is some great training. Thanks Jason.

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smallbusinesstoolkit

13 years ago

Any advice regarding leaving messages on the voicemail if nobody answers ?

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Jason Kanigan 13 years ago

Originally Posted by smallbusinesstoolkit

Any advice regarding leaving messages on the voicemail if nobody answers ?

Read dem articles!!
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RyanJ 13 years ago

Originally Posted by smallbusinesstoolkit

Any advice regarding leaving messages on the voicemail if nobody answers ?

That was in the first article I read.
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sandalwood

13 years ago

Originally Posted by smallbusinesstoolkit

Any advice regarding leaving messages on the voicemail if nobody answers ?

Jason, you are a champ. Appreciate the information. As for leaving messages on VM, I don't. Have yet to get a call back and I have followed the advice in the article. Not everytime but most of the time.

Believe it or not, I get called back when I hang up. People actually call and say they see a my number in their phone. Now for an insurance guy voila that is perfect. I would imagine that would be perfect for anyone reading this post too.

Isn't it weird how people call back when you hang up but don't call back when you follow the guru trainer's advice?

Just my 2¢...

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Jason Kanigan

13 years ago

Originally Posted by sandalwood

Jason, you are a champ. Appreciate the information. As for leaving messages on VM, I don't. Have yet to get a call back and I have followed the advice in the article. Not everytime but most of the time.

Believe it or not, I get called back when I hang up. People actually call and say they see a my number in their phone. Now for an insurance guy voila that is perfect. I would imagine that would be perfect for anyone reading this post too.

Isn't it weird how people call back when you hang up but don't call back when you follow the guru trainer's advice?

Just my 2¢...

Hi Sandalwood,

Dave himself responded--yes, like a Sales Santa Claus he is watching you--but since he's not a member of the forum he emailed me. Here's his reply:

"Hi Jason, it's Dave Kurlan. Thanks for reposting my cold calling articles. I'm not a member of the forum so I couldn't respond to the person who can't get call-backs on his voice mails but could you post my reply to him? He may not be doing two things: 1) His tonality may not have changed. He needs to sound like a best-friend, not a salesperson. 2) He needs to leave messages for 8 consecutive days. Thanks! Dave"

So there you go.

The hangup approach you're using is a lot like leaving the brief message I use: it creates curiosity. And when they don't know you, that is the main reason they call back.

Thanks
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sandalwood

13 years ago

Originally Posted by Jason Kanigan

Hi Sandalwood,

Dave himself responded--yes, like a Sales Santa Claus he is watching you--but since he's not a member of the forum he emailed me. Here's his reply:

"Hi Jason, it's Dave Kurlan. Thanks for reposting my cold calling articles. I'm not a member of the forum so I couldn't respond to the person who can't get call-backs on his voice mails but could you post my reply to him? He may not be doing two things: 1) His tonality may not have changed. He needs to sound like a best-friend, not a salesperson. 2) He needs to leave messages for 8 consecutive days. Thanks! Dave"

So there you go.

The hangup approach you're using is a lot like leaving the brief message I use: it creates curiosity. And when they don't know you, that is the main reason they call back.

Jason,

You have just achieved super-hero status in my eyes for taking the time to follow up. 8 consecutive days seems like a lot to me just for the possibility of getting an appointment. Remember I am an insurance agency owner and our numbers seem to indicate it is better for us to hang up and move on to the next call.

I say seem to because I haven't put any formal analysis into our cold calling. I do know that if we keep banging the phone we get appointments that convert w/in one or two days. So, in 8 days we have written anywhere from 8 to 18 new policies. These are rounded numbers as some days we do better and some days we can't buy an appointment. I am not counting referrals in these numbers as we get a ton of those so they'd skew the cold calling numbers.

Regardless, tell Dave I appreciate him looking over my shoulder and anytime he is in Reno, the coffee or beer is on me. Goes for you too. At the tender age of 67 I am still learning how to do it right and all the help I get is greatly appreciated.

Have a great day,

Tom

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Jason Kanigan

13 years ago

Originally Posted by sandalwood

Jason,

You have just achieved super-hero status in my eyes for taking the time to follow up. 8 consecutive days seems like a lot to me just for the possibility of getting an appointment. Remember I am an insurance agency owner and our numbers seem to indicate it is better for us to hang up and move on to the next call.

I say seem to because I haven't put any formal analysis into our cold calling. I do know that if we keep banging the phone we get appointments that convert w/in one or two days. So, in 8 days we have written anywhere from 8 to 18 new policies. These are rounded numbers as some days we do better and some days we can't buy an appointment. I am not counting referrals in these numbers as we get a ton of those so they'd skew the cold calling numbers.

Regardless, tell Dave I appreciate him looking over my shoulder and anytime he is in Reno, the coffee or beer is on me. Goes for you too. At the tender age of 67 I am still learning how to do it right and all the help I get is greatly appreciated.

Have a great day,

Tom

Maybe you should churn & burn in this situation.

How much is a new customer worth to you?

Is it worth spending 8 dials on getting a new customer?

If you watch my video, you'll see I share that your likelihood of reaching a DM on the first call is really low.

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Claude Whitacre

13 years ago

I don't know if I would call the same person 8 times for an appointment.

But I can tell you this: In my experience they guys that are hardest to see are the easiest to sell. I haven't taken the time to think through why this is true, but I know it is.

I once had an advertising salesman call me 22 times before I gave him an appointment. I saw him just because I admired his tenacity. I then bought from him.

The hardest shells protect the softest yolk. (My egg-related wisdom of the day):rolleyes:

And Jason; Good share. I'll go through them tonight. Thanks.

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Jason Kanigan

13 years ago

Originally Posted by Claude Whitacre

I don't know if I would call the same person 8 times for an appointment.

But I can tell you this: In my experience they guys that are hardest to see are the easiest to sell. I haven't taken the time to think through why this is true, but I know it is.

I once had an advertising salesman call me 22 times before I gave him an appointment. I saw him just because I admired his tenacity. I then bought from him.

The hardest shells protect the softest yolk. (My egg-related wisdom of the day):rolleyes:

And Jason; Good share. I'll go through them tonight. Thanks.

The one on speaking more slowly and emphasizing things is a great reminder. He even gives recordings of what it should and should not sound like.

If you speed through your script, the yolk will be on you (my egg-related wisdom of the day):rolleyes:

Thanks

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IMguy123

13 years ago

Originally Posted by Jason Kanigan

Hi Sandalwood,

Dave himself responded--yes, like a Sales Santa Claus he is watching you--but since he's not a member of the forum he emailed me. Here's his reply:

"Hi Jason, it's Dave Kurlan. Thanks for reposting my cold calling articles. I'm not a member of the forum so I couldn't respond to the person who can't get call-backs on his voice mails but could you post my reply to him? He may not be doing two things: 1) His tonality may not have changed. He needs to sound like a best-friend, not a salesperson. 2) He needs to leave messages for 8 consecutive days. Thanks! Dave"

So there you go.

The hangup approach you're using is a lot like leaving the brief message I use: it creates curiosity. And when they don't know you, that is the main reason they call back.

Doesn't this advice depend on the scenario?

For example take selling Offline Marketing services: There seems to be a difference between doing this (especially #2) for a business prospect that you know spends decent money for marketing/advertising and a business that you find in a generic call list you derived through the yellow pages etc.

Would you really spend that kind of time on the second prospect?

Thanks
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Jason Kanigan

13 years ago

Originally Posted by IMguy123

Doesn't this advice depend on the scenario?

For example take selling Offline Marketing services: There seems to be a difference between doing this (especially #2) for a business prospect that you know spends decent money for marketing/advertising and a business that you find in a generic call list you derived through the yellow pages etc.

Would you really spend that kind of time on the second prospect?

Well you haven't qualified at all yet. You don't know anything about either prospect.

That's why you have to have a conversation. Your job is to sort.

Thanks

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SalesMagicMan 12 years ago

Great thread, Jason. I also get more return calls with a hang-up rather than a message. (Maybe my VMs just suck LOL....or not LOL.)
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Mwind076 13 years ago

Originally Posted by smallbusinesstoolkit

Any advice regarding leaving messages on the voicemail if nobody answers ?

I've posted a few things now about VM's, here's one of the latest answers that outlines what I do...that works for me.

http://www.warriorforum.com/offline-...ml#post7378289
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dave147

13 years ago

Excellent articles Mr Jason, thank you!

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MaxReferrals

13 years ago

Anything from Frank Rumbauskas on Cold Calling is gold also. Frank is a warrior also.

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Jason Kanigan

12 years ago

If you're new to calling, you'll get a lot out of these articles.

Dave's delivery examples of a too-fast and correct pacing for openings are priceless and I link to them all the time.

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Holy Cow! Sales Force Development Expert Dave Kurlan's TOP 14 ARTICLES ON COLD CALLING

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