death of the cold call · makes sales prospecting is now easier than ever. stay informed with...
TRANSCRIPT
• National Director of Technology Education
• WFG National Title Insurance Company
• About.me/justinstutz
• App Wrap
Death of
the Cold Call
Jeff Lobb
Founder & CEO
SparkTank Media
COLD CALLING IS DEAD X
The original definition of cold calling was
reaching out to somebody you don’t know
anything about and trying to sell them
something. Anybody who does that these
days is taking really unproductive approach
But you’d also be a fool to stop making
unexpected sales calls.
Disover.Org surveyed
more than 1,000 senior executives
and found that 75 percent have taken an
appointment or attended an event based
on an unexpected sales call or email.
The average sales
rep only makes 1.3
phone calls per lead
before giving up.
Your clients…
Who are they ?
Where are they?
Real Estate Agents, Brokers, Attorneys,
Loan Officers, Mortgage company owners
Let’s Talk About..
Career Student - - - - - - - - -
Sales Champions - - - - - - - - - - - - - - - - - - - - - - -
Sales Ninjas - - - - - - - - - - - - -
Fine Line Between the…
1. Online content that features your prospect. - Specifically Website
2. Social - FB - Instagram - Find Family, Friends and Interest
3. Linkedin - Previous employers - Understand the past
4. LinkedIn – Bio, History
5. Google - Online Reputation
Studies show that when you have access to these 5 pieces of info conversion
rate from initial prospects to appointments increases….
16.7 %.
5x5 Method Sales Calls
If you double dial, you will
reach 18% more of your list.
Double Down on the Double Dial
TeamLink
Let’s Talk LinkedIn
Focus on the right people Makes sales prospecting is now
easier than ever.
Stay informed with insights Turn cold calling into warm
conversations.
Build trusted relationships Helps you build trust even before
the initial conversation.
LinkedIn – Sales Navigator
LinkedIn – TeamLink TeamLink
CRM Email
Retargeting
Campaigns
Predictive
Data Solutions
Advertising
• Lists
• Pages
• Messenger
• Live
• What comes up ?
• Are their sites mobile ?
• What's their Online Reputation look like ?
Stop in’s
&
Open houses
1. Online content that features your prospect. - Specifically Website
2. Social - FB - Instagram - Find Family, Friends and Interest
3. Linkedin - Previous employers - Understand the past
4. LinkedIn – Bio, History
5. Google - Online Reputation
Studies show that when you have access to these 5 pieces of info conversion
rate from initial prospects to appointments increases….
16.7 %.
5x5 Method Sales Calls
5x5 Method Sales Calls
1. Online content that features your prospect. - Specifically Website
2. Social - FB - Instagram - Find Family, Friends and Interest
3. Linkedin - Previous employers - Understand the past
4. LinkedIn – Bio, History
5. Google - Online Reputation
Finding the Need –
Looking for the Gaps
More Appointments and More Sales
1. Learn the 5x5 method
2. Continuous Social Engagement and Conversation.
3. Find areas where they are in NEED of help
4. Demonstrate ways to help them build their business
5. Offer them Solutions FIRST, then earn the business!
Critical Strategy to…
You need to realize
that you are in way
more businesses
than just title.
Focus
Relationships
and Solutions
• National Director of Technology Education
• WFG National Title Insurance Company
• About.me/justinstutz
• App Wrap
Death of the Cold Call
Jeff Lobb, Founder & CEO SparkTank Media