Introduction

1. Introduction Cold Calling for New Business

2. Six Essential Prospecting Outreach Formulas Six Essential Prospecting Outreach Formulas

3. Six Essential Prospecting Outreach Formulas Six Essential Prospecting Outreach Formulas 1. • Best Practice Approach 2. • Straight Results Approach 3. • New Idea Approach 4. • New and Different Approach 5. • First Step Approach 6. • Can You Help Me Approach

4. Six Essential Prospecting Outreach Formulas Six Essential Prospecting Outreach Formulas 7. • Capabilities/Demonstration Approach

5. What’s In It for Me (WIIFM) What’s In It for Me • My name is John Smith and I’m a strategy and change management consultant.

6. What’s In It for Me (WIIFM) What’s In It for Me • Do you need help building strategy or managing change? Let’s meet.

7. What’s In It for Me (WIIFM) What’s In It for Me My name is John Smith with Arc Strategy. We’ve never spoken before.

8. What’s In It for Me (WIIFM) What’s In It for Me The reason I’m calling is my firm has recently conducted a major benchmark study

9. What’s In It for Me (WIIFM) What’s In It for Me on how manufacturing businesses in the Midwest —including your two major competitors—

10. What’s In It for Me (WIIFM) What’s In It for Me are successfully working with their labor unions in the face of global outsourcing.

11. What’s In It for Me (WIIFM) What’s In It for Me While there are three practices that are working in general, a few practices fail almost every place we studied.

12. What’s In It for Me (WIIFM) What’s In It for Me As a way of introducing ourselves, I’d be happy to come by and take you through what we’ve found.

13. What’s In It for Me (WIIFM) What’s In It for Me The results are eye opening, to say the least. The prospect has to see value in the meeting itself

14. Six Value-Based Prospecting Approaches Six Value-Based Prospecting Approaches 1. Best practice approach 2. Straight results approach 3. New idea approach 4. New and different method approach 5. First step approach 6. Can you help me approach

15. Best Practice Approach Best Practice Approach Sharon, this is Lee Adama. Name

16. Best Practice Approach Best Practice Approach I’m with Caprica City Technologies Organization

17. Best Practice Approach Best Practice Approach We’ve never spoken before, Introduction—direct

18. Best Practice Approach Best Practice Approach But we focus on working with pharmaceutical companies to help run the most efficient clinical trials… What we do

19. Best Practice Approach Best Practice Approach The reason I’m calling is we’ve just completed a major benchmark research study to identify the key drivers of cost reduction and speed improvement in clinical trials, and at the same time, maintain high quality standards… Aspiration or affliction

20. Best Practice Approach Best Practice Approach I’ll be in southern New Jersey on June 14 and 15 at a client site. As a way of introducing Caprica, I’d be happy to come by and take a few minutes to share with you the research results. I think you’ll find them pretty eye opening. Offer

21. Best Practice Approach Best Practice Approach I was looking at the 14th in the afternoon or the 15th in the morning to meet? Call to action

22. Straight Results Approach Straight Results Approach Bill, I’m Helena Cain. Name

23. Straight Results Approach Straight Results Approach I’m with Pegasus Fundraising. Organization

24. Straight Results Approach Straight Results Approach I read in the Chronicle of Higher Education that you just joined Gemanon College as their new vice president of development. Introduction—trigger

25. Straight Results Approach Straight Results Approach We focus on working with college and university development organizations… What we do

26. Straight Results Approach Straight Results Approach …to help them increase their fundraising results by an average of 15% per campaign. We recently completed successful campaigns with state university and the College of Astral Queen… Aspiration or affliction

27. Straight Results Approach Straight Results Approach I saw in your alumni magazine that your fundraising goal for this coming year is about $40 million…a 15% increase would be $6 million more. Offer

28. Straight Results Approach Straight Results Approach Are you available next Tuesday or Wednesday in the morning to see how we might get those results for you? Call to action

29. New Idea Approach New Idea Approach Saul, my name is Aaron Doral. Name

30. New Idea Approach New Idea Approach I’m with Basestar Innovation. Organization

31. New Idea Approach New Idea Approach We’ve never spoken before, Introduction—direct

32. New Idea Approach New Idea Approach But we focus on working with consumer packaged goods companies to help them Innovate… What we do

33. New Idea Approach New Idea Approach The reason I’m calling is I was just on your website and saw a note in a press release that you were looking for any and all ideas on how you can leverage open innovation… Aspiration or affliction

34. New Idea Approach New Idea Approach Open innovation is what we do, and, given your strategy to lead in dental products, we have three ideas that we think you might find intriguing. Perhaps these three ideas could spark some interesting conversation. Offer

35. New Idea Approach New Idea Approach Are you available to discuss these ideas next Tuesday morning or Wednesday morning? Call to action

36. New And Different Method Approach New And Different Method Approach Karl, I’m Laura Roslin. Name

37. New And Different Method Approach New And Different Method Approach I’m with Picon Strategies. Organization

38. New And Different Method Approach New And Different Method Approach Your COO Jim Smith suggested that I give you a call. Introduction—referral

39. New And Different Method Approach New And Different Method Approach We work with technology companies to help them get their salespeople up to speed as experts in their fields and selling full tilt very quickly after they are hired. What we do

40. New And Different Method Approach New And Different Method Approach The reason I’m calling is that we’ve been working with companies such as Centurion & Viper Systems to help them reduce their ramp-up times for new sales reps by 50%, while at the same time decreasing new rep turnover by 15% in a breakthrough new way… Aspiration or affliction

41. New And Different Method Approach New And Different Method Approach How we’ve solved the problem is pretty different than, I’m guessing, anything you’ve seen. But we won’t know that until we share it with you. Offer

42. New And Different Method Approach New And Different Method Approach Right now I am looking to discuss our approach next Tuesday morning or Wednesday morning—which works best for you? Call to action

43. First Step Approach First Step Approach Kara, this is Felix Gaeta. Name

44. First Step Approach First Step Approach I’m with C-Bucks Financial. Organization

45. First Step Approach First Step Approach Sam Anders in your Springfield office suggested I give you a call. Introduction—referral

46. First Step Approach First Step Approach For the past 12 years we’ve focused on helping owners of family businesses in the $10 million to $50 million range transfer ownership of their firms and realize a liquidity event when they want one… What we do

47. First Step Approach First Step Approach The reason I’m calling is we are having a private, CEO only dinner and speaker event at the Copley Plaza in downtown Boston where CEOs will have a chance to talk with each other and enjoy our speaker, the dean of Triton University Business School… Aspiration or affliction

48. First Step Approach First Step Approach As we’ve never met, I’d look forward to doing so by having you come to the event as my guest. Offer

49. First Step Approach First Step Approach Can I put you down as a yes for the event? Call to action

50. Can You Help Me Approach Can You Help Me Approach Callie, this is Tory Foster. Name