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EP41 Why Cold Calling Sales Scripts Are Not the Way
Why Cold Calling Sales Scripts Are Not the Way
"There Is No One Size Fits All Message That Can Meet Your Clients' Unique Needs." -Janet Clark (09:50-10:01)
Many coaches, consultants and high-ticket professionals still tussle when it comes to playing their cards right. The concept of scripted selling has been used for numerous years, but the inevitable failures caused by these methods constantly create a dreadful impact on sales culture. In this episode, Janet Clark talks about the concept of cold calling and reveal why using scripts is not the way to do it.
Part One of 'Why Cold Calling Sales Scripts Are Not the Way'
Cold calling is basically interrupting someone whom you've never spoken with and doing it for the purpose of starting a conversation. It is defined as an unsolicited call, either by telephone or in person or in our new world through social media, which is direct outreach.
"It's important to shift your mindset about cold calling and recognize that it is a way to fill your pipeline if you do it correctly." – Janet Clark (02:34-02:55)
People tend to be unresponsive when it comes to cold calling because we associate it right with telemarketers who are calling us at dinner time or in the middle of our workday trying to interrupt us and throw up all over us whatever it is they're trying to get us to buy. Cold calling is a critical part of the sales process and we must do a certain amount of cold calling and use the internet to fill our pipeline.
Come to think of it. You only have a few seconds to get somebody's attention. And when you do, you must differentiate yourself from all the other interrupters out there. After introducing yourself, you must turn the focus of the prospect into something about them which means that you better know something about them. I'm talking about something a lot more personalized that would be considered conversational outreach, like tapping someone on the shoulder so that they notice you and then starting a conversation with them.
When you reach out unsolicited, you are interrupting people. So, you better make it worth their while.
The truth of the matter is that most of us are generating our own leads through referrals, word of mouth or organic outreach. Those methods are great, and we'll continue to use those, but they are not predictable. The key to successful outreach is that you must be able to engage your ideal client in a personal conversation and you must do it in a complementary way.
Part Two of 'Why Cold Calling Sales Scripts Are Not the Way'
So, really part of the strategic growth process to break out of that six-figure barrier is to get this dialed in, right? Who really is your ideal client and what is the irresistible offer that you have for that person? Those two things must be set in place to get on the radar.
"You must be genuinely curious about them and interested in them personally and in their business." – Janet Clark (14:27-14:40)
Being curious doesn't always mean waiting to pounce on them with your offer. It means seeking first to understand and then to be understood. Don't try to sell them anything, just try to learn more about them. So, a lot of us feel this desperation to go out there and engage with someone so that we can make them an offer. Now ultimately, yes, we do want to make them an offer, but first we must figure out if they're in the market for what we have to offer. And the only way you can do that is by asking good questions.
At the end of the day, it's an art and a science. You can become a highly paid expert in your industry but at the same time, you must remind yourself that you are there to serve and help people. You are going out there with the intent to share a life enhancing solution, but that solution will only enhance somebody's life if in fact they want that solution. We want some sort of a systematic approach to engage with people, bring them into your world, have a conversation with them, and bring them through the process to the point where they are interested in hearing about your offer.
How to Get Involved
If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.
View all episodes
By Janet ClarkWhy Cold Calling Sales Scripts Are Not the Way
"There Is No One Size Fits All Message That Can Meet Your Clients' Unique Needs." -Janet Clark (09:50-10:01)
Many coaches, consultants and high-ticket professionals still tussle when it comes to playing their cards right. The concept of scripted selling has been used for numerous years, but the inevitable failures caused by these methods constantly create a dreadful impact on sales culture. In this episode, Janet Clark talks about the concept of cold calling and reveal why using scripts is not the way to do it.
Part One of 'Why Cold Calling Sales Scripts Are Not the Way'
Cold calling is basically interrupting someone whom you've never spoken with and doing it for the purpose of starting a conversation. It is defined as an unsolicited call, either by telephone or in person or in our new world through social media, which is direct outreach.
"It's important to shift your mindset about cold calling and recognize that it is a way to fill your pipeline if you do it correctly." – Janet Clark (02:34-02:55)
People tend to be unresponsive when it comes to cold calling because we associate it right with telemarketers who are calling us at dinner time or in the middle of our workday trying to interrupt us and throw up all over us whatever it is they're trying to get us to buy. Cold calling is a critical part of the sales process and we must do a certain amount of cold calling and use the internet to fill our pipeline.
Come to think of it. You only have a few seconds to get somebody's attention. And when you do, you must differentiate yourself from all the other interrupters out there. After introducing yourself, you must turn the focus of the prospect into something about them which means that you better know something about them. I'm talking about something a lot more personalized that would be considered conversational outreach, like tapping someone on the shoulder so that they notice you and then starting a conversation with them.
When you reach out unsolicited, you are interrupting people. So, you better make it worth their while.
The truth of the matter is that most of us are generating our own leads through referrals, word of mouth or organic outreach. Those methods are great, and we'll continue to use those, but they are not predictable. The key to successful outreach is that you must be able to engage your ideal client in a personal conversation and you must do it in a complementary way.
Part Two of 'Why Cold Calling Sales Scripts Are Not the Way'
So, really part of the strategic growth process to break out of that six-figure barrier is to get this dialed in, right? Who really is your ideal client and what is the irresistible offer that you have for that person? Those two things must be set in place to get on the radar.
"You must be genuinely curious about them and interested in them personally and in their business." – Janet Clark (14:27-14:40)
Being curious doesn't always mean waiting to pounce on them with your offer. It means seeking first to understand and then to be understood. Don't try to sell them anything, just try to learn more about them. So, a lot of us feel this desperation to go out there and engage with someone so that we can make them an offer. Now ultimately, yes, we do want to make them an offer, but first we must figure out if they're in the market for what we have to offer. And the only way you can do that is by asking good questions.
At the end of the day, it's an art and a science. You can become a highly paid expert in your industry but at the same time, you must remind yourself that you are there to serve and help people. You are going out there with the intent to share a life enhancing solution, but that solution will only enhance somebody's life if in fact they want that solution. We want some sort of a systematic approach to engage with people, bring them into your world, have a conversation with them, and bring them through the process to the point where they are interested in hearing about your offer.
How to Get Involved
If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.