(All questions were submitted to Pop Icon Mr. Cold Call™ by his customers, fans and subscribers and each question is answered in an interview-like format)
1. What's with that ridiculous lampshade on your head? You look like a buffoon?
When you're speaking with your sales prospect they cannot see you. They can only develop a mental image or picture of you by your voice. So for me, the lampshade is symbolic. When you look at me (the buffoon as you call it) it's actually a funny picture, but it show's that I have personality, that I'm fun and enthusiastic. These traits are the same type of traits that you need to convey over the telephone with your prospect. The only way that you will compensate for the fact that you're not face to face with them is by injecting your personality into your cold calls.
2. Is "Pop Icon Mr. Cold Call™" a pen name and/or a real company?
Yes, the name is a pen name and was created for marketing and branding purposes. The concept of Pop Icon Mr. Cold Call™ first began in 2002 and became a corporation in 2007. Pop Icon Mr. Cold Call™ is part of an umbrella company called Mr. Cold Call, Inc. It's the real deal.
4. Why do so many fail at cold calling OR say that cold calling doesn’t work?
Thomas Edisononce said, “Many of life’s failures are people who did not realize how close they were to success when they gave up.” I think people don’t give cold calling a chance. They try their prospect once or twice and expect things to happen immediately. Unfortunately, life doesn’t work that way.
5. Pop Icon Mr. Cold Call™, what is the most important factor in cold calling?
If you don’t mind, you can call me just Mr. Cold Call. The most important factor in your success is your attitude. A great quote to support this statement is by Ralph W. Emerson. According to Emerson, "Nothing great was ever achieved without enthusiasm.”
First, you need to define your target audience. If you’re cold calling all over the place then your results will be all over the place.
8. How many calls should I be making a day?
First it’s important to mention that cold calling should only be part of your sales prospecting efforts. To answer your question, I would set a target of 20 to 25 cold calls. In an effort to mix up your prospecting efforts try to call on leads from different sources. For example, if you visited a local industrial park and wrote down names of local business owners then consider that one lead source. Another lead source could be names that you collected at a trade show or chamber event. 9. My boss said I need to be making at least 75 to 100 calls a day, thoughts?
You’re boss is a nut.I bet they never made a single cold call in their life.That’s ridiculous. Cold calling is about strategy and has nothing to do with quantity. I’ll bet you a 1898 Wilhelm Candlestick Telephone that I’m right, are you game? Successful selling is also about consultative selling. It’s about selling solutions. If you’re required to make 75 or more calls a day, how can you possibly and genuinely give each and every prospect the attention needed to help them achieve their goals? Focus less on quantity and more on the quality of the call. This quality means researching your prospectbefore you even pick up the telephone. This means researching their website and their industry. This means tailoring each and every call to your prospect.
10. How do you handle sales objections?
Sales objectionsare opportunities. The best way tohandle sales objectionsis by recognizing how they feel and respond with another question. The use of personal stories, testimonials, research studies and statistics are great tools to use when overcoming any objection! 11. I’ve spent thousands of dollars on leads, where are the best sales leads?
12. Do you offer telemarketing of cold call coaching sessions?
Yes, we offer one-on-one personalized telephone "Cold Call Coaching Sessions” please call us at 561-828-9294. Coaching sessions are $89 for the first hour and only $79 for each additional hour.Yes, I am interested!
13. How many calls do I need to make to book an appointment?
Of course, it depends on your skill set, however, I would say if you made100 cold callsyou should set about 4 to 5 solid sales appointment.
14. What contact management system do you recommend?
I'm a big fan of Microsoft Outlook, ACT or Salesforce.com
15. Do all your ebooks come with a Lifetime Unlimited Email Support Guarantee?
Your one-time payment includes this feature. Our eBooks include:
Ask for an appoinment on your first cold call. Otherwise, why are you calling them? Be confident, enthusiastic, state your name and company, purpose of the call and ASK FOR THE APPOINTMENT. Get them to commit to a day, date and time. Once you have agreed on a time that works send them an invite through Microsoft Outlook. Confirm the appointment a day before with either a phone call or an email.
17. Any other ideas that you can share to help me close more business?
Yes, it's so important to be enthusiastic about what you do. If you're boring then why should your prospect BE excited? Get excited and give your prospect a reason to be excited as well. Also, start PAUSING MORE! The more you pause then more you will listen. The more you listen means your prospect is TALKING. If they're TALKING MORE then they're ENGAGED. And finally, ask for the ORDER! Too many salespeople miss that closing line. Don't guess, don't delay and JUST ASK! Make it happen TODAY!