Smart Calling

How to Eliminate the Fear, Failure, and

Rejection from Cold Calling

Presented By

The Fundamentals of
Smart Calling
The Smart Calling Strategy and Process

Pre-Call Planning

Pre-Communication

Opening Statement

Questioning

Recommendation

Commitment For Action

Wrap and Set up next action

Your Selected Prospect:

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

Pre-Call Planning
Smart Call Process

Do Your Smart Call Research

Sources of Info

Pre-Call Planning
Pre-Communication
Opening Statement
Questioning
Recommendation
Commitment For Action
Wrap Up and Set Up Next Action

Systematize Your Intel Gathering

You CAN do research and still keep call volume up. Determine what information
you need, and the best places to get it.

Typically Smart Call Information Falls Into These Categories

Facts- who, what, where?

Situational- trigger events, changes, initiatives

Personal- professional, and social

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

Do a Social Engineering Call

Getting information from other people within the prospect organization

The Social Engineering Process

1. Identify Yourself and company
Hi, I'm Pat Seller with ____
2. Ask for HELP
I'm hoping that you can help me

3. Get names if you don't have them

I'm looking for the name of the person there who

4. The Key to Success: Your Justification Statement

So Im better prepared when I speak with him, theres some information you
probably could help with . . .
I want to make sure that what I have is of interest to him . . .
I want to be sure that I'm in the right spot there . . .

5. Ask your questions

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

Identifying Possible Value Propositions and

Buying Motivators
What YOU Believe Is Value, Might Not Be for Them
Value is Different at Different Levels
Value is Only Value, if They Perceive it to Be, at THAT VERY MOMENT

Forms of Possible Value/Buying Motivators

Pain and Gain
As it relates to the results of buying from you for this person/organization,
what pain would they potentially avoid?

What might they/the company gain?

How might you otherwise help them personally?

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

The Easy Way to Provide Possible Value

We make it easier for firms/individuals to_____.
We cut down the amount of time it takes to ______.
We help eliminate the task of ________.
We cut down on the hassle of _________.
We lessen the stress of _________________.

How might you help provide "Easy" for your prospect?

Cutting Costs to Provide Value

...cuts the costs of...
...reduce expenses on...
...trim the fat from...
...lower the payments on...
...lessen the...
...control the costs of...
...reduce interest rates on ...
...eliminate the waste in...
...minimize the number of ...
...prevent increases in ...
...pay less for...
...get discounts on...
...increase the amount of ____ you get, for the same price youre paying now.
...reduce spending on...
...delay increases in...
...consolidate the bills for...
...take advantage of credits for...
...reduce debt...

How might you help cut costs for your prospect?

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

How Are You Different?

What sets us apart is ________.
What makes us different is _______.
Something that youll get from us that no one else offers is ______.

How are you different, in possible value terms, for

prospects?

"Social Proof": The Value You Have Provided to Others

What specific results have you provided to similar prospects?

Buyers perceive value as a RESULT of owning and using your

product/service. The value is in the outcome -- not the product/service
itself. They become interested, and buy, because they see a photo of
the end result, with themselves in the picture.

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

Set Call Objectives

Primary Objective
Defined as, What specifically do I want this person to DO as a result of this
call, and what do I want to DO as a result of this call?
Secondary Objective (never be rejected again!)
At minimum, what do you desire to accomplish on this call? (You can
and should always accomplish something on each call. This ensures you are
never rejected.)

Building the Smart Call

Your Primary Objective

Your Secondary Objective

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

Pre-Communication
Smart Call Process

Pre-Call Planning
Pre-Communication
Opening Statement
Questioning
Recommendation
Commitment For Action
Wrap Up and Set Up Next Action

Voice Mail Tips

Do not expect your calls to be returned.

An effective voice message is almost identical to your Interest-Creating Opening

Statement.

The objective of voice message is to pique their curiosity with a hint of possible
value.

You want whomever you are contacting to eventually take your call when it is
announced by an assistant; or perhaps when they see your company name on
caller ID.

Working WITH Screeners, Gatekeepers, Assistants

Rule Number One: Treat them like you would a buyer.

Rule Number Two: See Rule One

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

The Interest-Creating Opening

Smart Call Process

Pre-Call Planning
Pre-Communication
Opening Statement
Questioning
Recommendation
Commitment For Action
Wrap Up and Set Up Next Action

Call-Killing Opening Statement Mistakes

Two Objectives for Your Openings

To move your prospect into a positive, receptive frame of mind to participate;

and,

To move them to the questioning phase of the call and begin to get them
talking.

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

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The Smart Call Opening Process

1. Identify yourself and company
Hi, I'm Pat Seller with

2. Use Your Smart Call Intelligence

I was speaking with________ and she mentioned that you are now______.
Congratulations on the ________ I had read about in_________.
I see that your company is now going to_______.
I understand that one of your major initiatives for the year is ______.
At your website I had seen__________.

3. Hint at Your Possible Value Proposition

We specialize in working with ________, in helping them to _______.
In working with other ________, we have been able to help them_____.
With other ______ in the same situation, we have been able to _______.

4. Suggest More Possible Value, Contingent on Moving to Questioning

Ive got a few ideas that might be of some value to you regarding_____, and Id like to
ask a few questions.
We might have a few options that could possibly be a fit for you as well. If Ive reached
you at a good time, Id like to ask a few questions to see if I could provide you with some
information
Weve been able to repeat these results with over ___ companies, and with a few
questions we could determine if it would be worth it for you to take a look at some
information
Depending on where you are with____, we might have some options worth taking a look
at.

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

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Opening Statement Examples

Hi Dr. Moeller, Im Stephen Drury with Smile Marketing. I noticed the coupons you
are running in the school paper, and spoke with your office manager about some of
the marketing you are doing to build your practice. We have helped other pediatric
dentists cut their cost of new patient acquisition by an average of 50%, while
increasing their number of new patients by 25% within six months. Depending on
what your goals are, we might have a few options worth taking a look at.

Dan, Im Karen Browning with Integrated Software. I was at your website and
downloaded your report from the new book on managed healthcare. In speaking
with Kelly, your marketing assistant, I understand that youre exploring options to
streamline the steps it takes to do your online follow-up with those types of leads.
Weve had a few other publishing clients who were using five to ten different
programs to manage the various aspects of their online marketing and sales. Weve
managed to replace all of these programs with just one, cutting their software costs,
saving hours of time, and in some cases, doubling their online book sales. Id like to
ask a few questions to see if this might be something worth taking a look at.

Heather, Im Kyle Johnston with Personnel Solutions. I saw your Twitter posting
mentioning how many unqualified applications you had to go through the other day.
We specialize in reaching high-level managers in your industry who otherwise might
not be looking for positions. Recruiters who use our career postings tell us that the
candidates they attract are better-qualified -- which saves them hours per week by
not having to deal with applicants who would never be considered.
Hi Jack, Im Zack Krandle with Hometown Construction. In reviewing some of the
reports from the city permits department, I came across some of the properties that
your firm manages. We have a good relationship with the inspectors here in town;
we know their tendencies, and specialize in working with landlords whose properties
failed building inspections and fix them so they pass. If this is a good time, Id like to
ask a few questions.

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

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Here are a few more:

In reading your company blog, I saw that there have been some challenges with
customer deliveries over the past few months. We specialize in working with
businesses that ship with UPS, Federal Express and DHL, helping them take
advantage of the guaranteed refunds the carriers offer for late delivery. Weve been
able to help most of our clients get refunds ranging from a few hundred to
thousands of dollars per year, depending on shipping volumes. If Ive reached you at
a good time, Id like to ask a few questions to see if it would be worth our while to
talk further.

Mr. Prospect, Im ______ with__________. I was speaking with your business

manager and understand that a growing part of your non-insurance business is paid
by credit card -- and youve recently had your transaction fees raised. Weve worked
with a number of auto repair shops, by helping them cut some obscure credit card
processing fees they werent even aware they were paying thereby allowing them
to keep a greater percentage of every ticket. We might be able to do the same for
you; Id like to ask a few questions to see if I could provide you more information.

Write Out Your Own Opening

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958

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More Smart Calling Resources for You

Free email sales tips every week, and Top 10 Dumb Cold Calling Mistakes
special report: www.BusinessByPhone.com
More tips every week at the Smart Calling Blog, www.SmartCalling.com
See a video about the Smart Calling Course:
www.SmartCallingOnline.com/sca To get a $20 off webinar discount, enter
the word smart on the checkout page
Connect on LinkedIn: www.LinkedIn.com/in/ArtSob
Download over $300 in free bonuses when you get the Smart Calling book:
http://www.Smart-Calling.com/launch.html

Have Your Own Customized Smart Calling Workshop

To discuss having your own customized Smart Calling workshop or webinar for
your company, or association, contact Art at (480)699-0958. For more info go to
www.BusinessByPhone.com/hire-art

_____________________________________________________________________________
Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (480)699-0958