Cold Calling

The “First Down” Method: Turn More Leads into Appointments and Sales

The “First Down” Method: Turn More Leads into Appointments and Sales

Some opportunities are sales-ready. Others simply aren’t. It can try your patience, and leave you feeling lost about what to do next.

So how do you continue to build a relationship with those prospects? How can you move them toward buying when they don’t want to be “sold”? 

We’ve got a trick you can use to help move prospects through your sales funnel without losing patience (or worse yet, sales).

It’s called the First Down Method, and here’s how it works:

In Person vs. Over the Phone: 2 Sales Plans for Making the Most Out of Any Conversation

In Person vs. Over the Phone: 2 Sales Plans for Making the Most Out of Any Conversation

When prospecting to a local market, is there a difference between trying to build a sales-ready relationship over the phone or in person? 

Aside from the obvious physical differences, do you have specific plans that you deploy in each circumstance?

If not, don't fret! Here are two basic plans to help you make the most out of each sales situation.

3 Ways to Motivate Yourself to Make that Extra Call (and Connect with More Prospects)

3 Ways to Motivate Yourself to Make that Extra Call (and Connect with More Prospects)

You know you have to make more calls to set more appointments... but all of a sudden it’s the end of the day and you haven’t found any time to actually pick up the phone.

Use these 3 surprisingly effective motivational devices to make those few extra calls (and tilt the appointment-setting odds in your favor):

How the “Cold Calling Clock” Can Help You Set More Appointments Faster

How the “Cold Calling Clock” Can Help You Set More Appointments Faster

If you’re like most sales reps, you don’t want to spend any more time cold calling than you have to.

But while it’s true the best way to set more appointments is to make more calls, does that mean more phone time? Not necessarily.

Why a Negative Reaction to Your Email May Actually Generate More Leads

Why a Negative Reaction to Your Email May Actually Generate More Leads

When you communicate with your prospect, the last thing you want them to say is “ugh.”

Or is it?

Our most recent email campaign provided an interesting lesson—and the results may change the way you think about the words you choose for your next campaign.

Here’s what we did...

How to Use Psychology to Generate More Callbacks

How to Use Psychology to Generate More Callbacks

You leave a lot of voicemails for your prospects. Want to get a lot more callbacks?

Try using basic psychology.

At our February gathering of Business Wise Insiders (our monthly networking and B2B brainstorming session in Atlanta, Charlotte, and Dallas-Fort Worth), we discussed the 6 psychological principles of persuasion from Robert Cialdini’s famous book, Influence...

...including an idea for how to use one of these principles to generate more callbacks. Here’s how it works:

An Old School Marketing Formula that Can Make You Rethink Your Approach to Sales

An Old School Marketing Formula that Can Make You Rethink Your Approach to Sales

If you’re familiar with the “40-40-20 Rule,” you know why marketers use it as a template for successful lead generation.

But if you think it’s just for marketers, you’re wrong...

...it can change how you approach your job as a sales rep, too.

A Wise New Way to Look at an Old Sales Trick (So You Can Start 2016 Off on the Right Foot)

It’s another new year in sales, which means it’s out with the old… and in with the new.

Here at BWise, the “new” is represented by our newest Wise Guy, my 4-month old grandson Milo! (See the picture above—he’s smart, adorable, and the principal reason for the recent inactivity here on the Wise Guys Blog…)

In honor of our new arrival--and of the new approach every sales pro takes to his or her job in a brand new year—here’s a new twist on an old sales rule that will have you setting more appointments and closing more deals in 2016...

How to Avoid the Appointment-Setting Mistake that Even the Best Reps Make

You know the basic rules of successful cold calling.

You get to the point. You focus on your prospect. You listen more than you talk.

And you sell the appointment, rather than your product or service, because you know you’re objective is to get to the next step in the process.

But that’s where even the best sales reps make a critical mistake that costs them opportunities...

Disarm Your Prospects and Earn Their Trust with this One Sentence

See if this B2B sales “hamster wheel” sounds familiar:

Now matter how hard you try to “peddle” your product as a solution to your prospects’ problems, you seem to be spinning your wheels.

It doesn’t have to be like that...

...because, fortunately, you can escape the hamster wheel with one sentence that should be in every reps’ arsenal...

8 Myths and Facts about Cold Calling [SLIDESHOW]

Is cold calling a waste of time? How much pre-call research should you do? Do scripts work?

When it comes to setting appointments over the phone, it’s hard to separate the myths from the facts.

Not any more, thanks to the slideshow from our July session of Business Wise Insiders...

Improve Your Cold Calling Agility: A Fun & Fast Role Play Idea

You know successful cold calling takes practice. But as soon as someone says “role play,” all the eyes in the room glaze over.

So how are you supposed to hone your cold calling skills?

If role playing isn’t working for you or your team, shake things up with this creative approach...

The Perfect Response to the Toughest Questions from Prospects

What’s your reaction when your prospect asks you a tough question?

If your instincts tell you to try and come up with the perfect answer that addresses all your prospect’s concerns, you may be approaching it the wrong way…

...and risk careening into a sales call death spiral you can’t escape.

Instead of aiming for that elusive perfect answer, try asking your prospect this question...

3 Outside-the-Box Lessons from a Real-Life Cold Call

News flash: cold calling can be demoralizing.

Even when you follow the basic rules for success, you can hit an unlucky streak where you just can’t seem to get through to your prospects or set any appointments.

That’s when you need to dig deep for cold calling inspiration that can get you back on track.

Consider these 3 outside-the-box lessons one of our sales reps learned from a recent cold call...

One Critical (but Often Overlooked) Group to Include on Your Call List

Wasted cold calls are your worst enemy...

...so you strive to limit your call list to high-value decision-makers--the prospects most likely to benefit from (and therefore buy) your products and services.

But there’s one group of really high-value prospects you might be forgetting: your former clients.

It’s an important tip that too many sales reps forget...

4 Keys to Voicemails that Generate More Callbacks [SLIDESHOW]

4 Keys to Voicemails that Generate More Callbacks [SLIDESHOW]

Did you know that 80% of sales calls go to voicemail?

Sales reps with a strategy for that 80% get a lot more out of their cold calls than reps who consider voicemail an afterthought.

To increase your “cold call batting average,” check out the slideshow from our March session of Business Wise Insiders...

Set More First Appointments with This Up-Front Approach

You’ve got a new prospect on the phone. You’re working to break down his initial resistance and to set that critical first appointment.

If you can increase your odds--even a little bit--of getting to “yes,” you’ll set more appointments, begin relationships with more good prospects, and end up with more sales.

How? Try this idea...

How to Motivate Your Team (or Yourself) to Cold Call Successfully in 2015 [SLIDESHOW]

It’s 2015… have you resolved to be a more aggressive sales hunter? To get your foot in the door with more prospects? To sell more stuff?

Whatever your resolutions are, chances are you want to connect with more good prospects and turn them into customers.

And one way you can keep those resolutions is to become a more consistent, more successful cold caller.

To find out how, check out the slideshow from our January session of Business Wise Insiders (our monthly mini-biz dev clinic in Atlanta, Charlotte, and Dallas-Fort Worth)...