This episode of the Live Better Seller Better Podcast features Kevin Hopp. If you think cold calling is dead, then step aside and let Kevin reap all the benefits. Technology has made cold calling so much more efficient. Kevin leverages tech, adds a process, and uses a metric to ensure he maximizes his results. Accept that a block of calls are winnable and not winnable, but of those winnable calls, always aim to convert 5 to 10% of them. Kevin shares his top tips to win at cold calling, including having a script and following up. Every day. The goal of following up is to move prospects from cold to warm, and every single one of them that picks up has the potential to become warm! SHOW NOTES ` HIGHLIGHTS Cold calling is NOT dead Keep the boulder rolling: Pound the numbers, dive for leads Kevin's metric for cold calling: Win 5 to 10% of winnable calls Best practices to get meetings via cold calling Have a script, be adaptable, and practice! Tip: Move your body and find what works for you QUOTES Kevin: "I've always tried to sort the data that way, meaning of my winnable conversations, I need you to win five to 10%. The best reps always got closer to 10%, but anyone converting less than 5% of winnables was someone that we needed to either coach up or get rid of." Kevin: "These two things that I highly recommend that are so critical to cold calling success is have a script. You have to go off a script. And the other thing is follow up." Kevin: "If you respect people's time, they'll respect your pitch later. So ask for permission and then get into it." You can find out more about Kevin in the links below: LinkedIn: https://www.linkedin.com/in/khopp/
This episode of the Live Better Seller Better Podcast features Kevin Hopp. If you think cold calling is dead, then step aside and let Kevin reap all the benefits.
Technology has made cold calling so much more efficient. Kevin leverages tech, adds a process, and uses a metric to ensure he maximizes his results. Accept that a block of calls are winnable and not winnable, but of those winnable calls, always aim to convert 5 to 10% of them.
Kevin shares his top tips to win at cold calling, including having a script and following up. Every day. The goal of following up is to move prospects from cold to warm, and every single one of them that picks up has the potential to become warm!
SHOW NOTES
HIGHLIGHTS
QUOTES
Kevin: "I've always tried to sort the data that way, meaning of my winnable conversations, I need you to win five to 10%. The best reps always got closer to 10%, but anyone converting less than 5% of winnables was someone that we needed to either coach up or get rid of."
Kevin: "These two things that I highly recommend that are so critical to cold calling success is have a script. You have to go off a script. And the other thing is follow up."
Kevin: "If you respect people's time, they'll respect your pitch later. So ask for permission and then get into it."
You can find out more about Kevin in the links below: