How to approach cold calling with a high value service?

The first thing that you need to do is figure out who your target market is.
*Which industry? (manufacturing, IT, software)
*Who is your main target? (CIO, IT manager, tech supervisor)

Once you know your target, create a list of how your service will be beneficial for them. *What are the possible problems that your service/product can solve?
*How will it make their tasks easier?
*WHY do they need it? (Like you said most of them thinks that they can do what you are currently doing so you need to come up with a reason why they should hire you.)

Cold calling can be challenging if you do not know who you want to reach. You should be confident that what you are offering is something that might help them. If you do not believe it, how can you sell it. Money is not a big issue if they see the value of your product. If you are not really confident with calling, you can send emails first then give them a call. If you have a budget, try to outsource. There are plenty of telemarketers out there that are really good in generating leads.

Hope this helps.

Sooooo...no rocket science needed here.

Is not having the specific CRM a deal-killer? If so, separate those who do and don't at once.

For those who do have this CRM, you need to find out if they have a problem that is larger than $1000. Since I don't know what your service is, I can't tell you how I would go about finding that out. With CRMs I've sold in the past, the number of screens and time taken for a person to process an action has been a good ROI generator--several people delayed on several screens = a lot of wasted time...multiplied by a labor cost = how much that wasted time is costing the company. If your service deletes that wasted time, you saved them that productivity and now you have an ROI.

To start, you can ask: Are your staff complaining about the number of screens or keystrokes they need to go through to do straightforward tasks?

Another pain point in the CRM field is when the prospect is using several disconnected systems: accounting, inventory, CRM, and they all have to talk to one another. Problem is they aren't communicating well and what was billed isn't what was shipped. Fixing that is a lucrative business.

These ideas should get you thinking.

I have a few thoughts here.

1. Like Jason said it is easy to qualify out those who don't have _____ CRM

2. Does said CRM service not offer this? In my experience at least for dealerships they do. If so why would they choose you?

2a. If they don't you should be contacting them and see if you can be their official provider. 10% of revenue should be enough for them to let you do it and they can provide you with a list of those who use it.

3. $1,000 is cheaper than you think. You have no idea how much tech support for specific systems costs.

I second JK and Aaron.

1) Weed out those that are not your target market (you do this on the first call).

2) Decide if you can and want to pursue having them switch to the CRM you DO work with (if it's your CRM then offer it at a special price to get them to convert, or partner with the CRM to get converts).

Sidenote: It is going to be hard to get just about any company to switch if they have a CRM unless they are majorly unhappy and even those will be hard to convert because it's a PITA to do something like that. If possible, with the first round of calls, guage the interest level and gather the CRM's used so you can determine if you should branch out and be the guy that says "I can work with your current CRM and still do this service." Nothing wrong with being "that guy" if you know what you're doing.

3 simple steps
1)own it
2)want to fix it
3)value over price

Hi there,

You need to figure out what solution you are providing. You are not providing a solution right now (with what you've shared here).

Homeless people "hang around".

If you know what specific solution you can provide you can narrow down your prospects and your niche and become the expert in that niche.

For example, if your slogan, or USP or whatever you want to call it is - " X CRM integration with Outlook problems solved or you don't pay a penny" or something along those lines people with Outlook/CRM issues will instantly raise their hands if the proposition to explore the fix is risk free.

While I think you'd be better with direct mail for something like this, cold calling might work if you can find the right list. If you're just cold-calling off a business list then you've got a tough task.

All the best,

Sasha.

You need to figure out who to target. Often, there are ways to find out a list of people using a CRM system.

1) Some firms sell lists of subscribers - this would be perfect for you.
2) If the CRM is implemented into their website - you can often perform searches that look for a "footprint" - then you have a list.

There may be some other ways also - you need to dig around. Perhaps talk to a developer who is familiar with the platform and get them to help you look for footprints.

The last thing you want to do is randomly call people asking if they use the platform. You will go broke - the % of people who use any one system is pretty low.

It's like playing darts blindfolded.

Oh and PS - $1,000 is NOT a large purchase or a high price tag. Get that out of your mind and your selling will be easier.

I would definitely have some numbers put together before making the call of how much the client can MAKE by using your service. Hopefully, what you can help them earn or what you have helped other earn far outweighs the cost.

I would start conversationally. I suppose the first thing you need to learn is whether or not you can help them before you waste more of your and their time.

When you see you can help them ask open ended questions to find out more about their needs. Then, you can tie this information in later when you explain what you can do for them.

I think it is all about building the relationship with the client. Take the time to listen to them and get to know them.