| How to Make Cold Calling Opportunities
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| | about not being able to answer your
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| out of Voice Mails Turn voice mails into
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| | question. You can then continue
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| a cold calling journey of discovery
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| | with, "Would you happen to know anyone
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| Most people who still use the traditional
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| | whose desk or office is near him or who
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| cold calling mindset look at voicemail as
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| | works in his area who might know where he
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| a dead end. They say to themselves, "Oh
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| | is?" Again, you're offering another
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| well, I may as well leave a message and
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| | option for solving the problem. In many
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| hope he calls me back." This almost
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| | cases, the receptionist will then
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| never happens, and we know it. However,
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| | transfer you to a colleague of your
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| we're often so relieved not to have to
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| | contact who can help you determine his or
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| talk with someone, that we leave a
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| | her whereabouts. The receptionist
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| message anyway. We avoid dealing with
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| | may also reply, "No, I don't know anyone
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| another person's potential negative
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| | in his area." You would then say, "That's
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| response to us, just as we avoid being
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| | not a problem…" and offer, "Would you
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| challenged by the receptionist. By
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| | happen to have a paging system or his
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| the time the day is over, we might feel
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| | cell phone number by any chance?" If the
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| good because we've played the "numbers
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| | receptionist replies, "Sorry, we don't
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| game" and made many calls. However, our
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| | have those," then at that point you can
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| productivity has been minimal. Over time
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| | say, "Thank you very much. I really
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| that can make us feel frustrated by our
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| | appreciate your help. Then hang up, and
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| experiences in cold calling. With
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| | call back another time. Does your
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| the new approach to cold calling,
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| | stomach clench up at the idea of paging
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| voicemail is an opportunity for
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| | potential clients or calling them on
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| discovery. It leads us beyond voicemail.
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| | their cell phone? Are you thinking that
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| Voicemail becomes a starting point for
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| | you can't cold call people that way
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| you to begin the process of locating the
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| | because they might reject you? That fear
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| person you're trying to contact. Our
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| | is only to be expected if your agenda is
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| objective is not to pursue people to make
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| | to sell something to the person….in
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| a sale in this new way of cold calling.
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| | other words, if you are still using the
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| It is to uncover the truth of their
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| | traditional sales mindset. However, once
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| situation and to be okay with the
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| | you master the new cold calling
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| outcome, whether it's a "yes" or a "no."
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| | perspective, you'll feel comfortable
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| Therefore, we can begin to feel more
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| | calling anyone, any time, using any mode.
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| comfortable hitting "0" when we get
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| | As long as you're 100 percent
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| someone's voicemail because we then have
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| | focused on your potential client's world,
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| an opportunity to go back to the
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| | you'll find that people will be receptive
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| receptionist and begin a dialogue based
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| | to you. You can easily navigate
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| on asking for help. Here's how the
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| | throughout an organization with the type
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| dialogue might go: "Hi, maybe you can
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| | of dialogue described above, because
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| help me out for a second? I'm trying to
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| | you're asking for help in a relaxed
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| get hold of Mike and I got his voicemail.
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| | manner and you never put anyone on the
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| Would you happen to know if he's at
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| | spot. Suppose that your efforts to
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| lunch, or on vacation, or in a meeting by
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| | locate your contact in this way fail. At
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| any chance?" Here, you aren't just
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| | that point you can leave a voicemail, but
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| asking to find Mike. Moreover, you're
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| | it should always be your very last
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| providing possible solutions to finding
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| | option. Here's an example of an
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| Mike. This helps the receptionist feel
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| | appropriate cold calling voicemail: "Hi
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| as if he or she is part of the
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| | John, maybe you can help me out for a
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| problem-solving process. The
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| | second? I'm not sure if you're the right
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| receptionist is likely to offer one of
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| | person or not, but I'm trying to reach
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| two responses. The first is, "Yes, he's
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| | the person responsible for reporting
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| in a meeting (or at lunch or on vacation)
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| | problems about unpaid invoices. My name
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| and I'm not sure when he'll be back at
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| | is John Edwards, my number is…"
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| his desk." This answer has just given
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| | Try this way of approaching the situation
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| you a lot more information than you would
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| | of voice mails, and you'll be surprised
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| have if you had just left a voicemail.
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| | and pleased at how often it becomes a
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| Now you know your contact's whereabouts
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| | highway instead of a dead end.
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| in real time and you can call back at a
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| | -----------------------------------------
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| more appropriate time. The second
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| | ------------- Ari Galper, founder of
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| response is, "No, I don't know where he
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| | Unlock The Cold Calling Game, makes cold
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| is." In this case, you would reply,
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| | calling painless and simple. Learn his
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| "That's not a problem…" This low-key
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| | cold calling secrets even the sales gurus
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| statement diffuses any possible pressure
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| | don't know.
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| that the receptionist might be feeling
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