Cold Calling Queen Wendy Weiss on The Sales Podcast

January 14, 2020

About Today’s Guest

On July 2, 2013, I had a great conversation with Wendy Weiss, The Queen of Cold Calling. Below are the notes I took during our time together:

Only 4 ways to get new business.

  1. Marketing.

  2. Referrals.

  3. Networking.

  4. Cold calling.

1-3 are great but they are inherently passive. Picking up the phone is the most direct and active way to generate business.

Start with the “C” leads. The “crummy” leads, until you get good.

There is no such thing as a “generic” cold calling script. You must use relevant language and be relevant to the prospect.

What are their issues?

What do I say when the prospect says “I’m not interested?” If you get it all the time you are either not interesting or you are calling the wrong list.

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The prospect wants to know “who you are” and “what you want.”

How do I deal with voicemail?

It makes sense to use voicemail as a tool but you need to leave more than one to get a return call. You can’t wing it. You need to script it out ahead of time. Make 4 calls, send 4 emails, all at the same time over a regular period, for example. If they are a good enough lead, recycle this process and start it again a month or two or three later.

Fear holds people back from making calls. It’s just a form of direct marketing. You don’t have to love it. Just do it.

 

Tools To Thrive

  • Make Your Marketing Magnetic: This is where it all began for me. You can attract qualified, eager buyers like clockwork when you master the concepts in this valuable program.

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