Never Cold Call Again E-Book

Frank J. Rumbauskas

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 281

Veröffentlichungsjahr: 2010

Beschreibung

"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."- Jeffrey Gitomer, Author, Little Red Book of Selling "You can never get enough of a good thing! Read this book and USE its contents!"- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers. There has to be an easier way to find prospects - and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors. Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas's system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more. Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit Cold Calling Is a Waste of Time (0-9765163-0-6).

Leseprobe

Table of Contents

Praise

Title Page

Copyright Page

Dedication

PREFACE

Part One - A NEW WAY OF SELLING

Chapter 1 - TIMES HAVE CHANGED: WELCOME TO THE INFORMATION AGE

A BACKGROUND ON SELLING IN THE NEW ECONOMY

Chapter 2 - WHY SELLING IS OUT AND SELF-MARKETING IS IN

SELLING IN TODAY’S WORLD

WHY COLD CALLING DOESN’T WORK ANYMORE

BUYING VERSUS SELLING

SELLING IS SELLING

SELLING IS STUPID

Chapter 3 - OLD ANSWERS ARE WRONG ANSWERS

Chapter 4 - THINK LIKE A BUSINESS OWNER

KNOW WHAT’S IMPORTANT TO PROSPECTS

PROFIT JUSTIFICATION

AVOID EMPTY RAPPORT BUILDING

WHAT ARE YOUR GOALS?

Chapter 5 - A SHIFT IN POWER

ATTAINING UNSTOPPABLE CONFIDENCE

OVERCOMING LIMITING BELIEFS

REFRAMING LIMITING BELIEFS

WHAT’S YOUR SECRET EXCUSE?

YOUR PROSPECTS AND CUSTOMERS NEED YOU!

Chapter 6 - THE POWER OF LEVERAGE AND THE ADVANTAGE OF SYSTEMS

LEVERAGE IS MASSIVE POWER

THE ADVANTAGE OF SYSTEMS AND A SYSTEM OF SYSTEMS

Part Two - YOUR SELF-MARKETING SYSTEM FOR LEAD GENERATION

Chapter 7 - SELF-MARKETING BASICS

WHAT IS SELF-MARKETING?

CREATING YOUR MESSAGE

WHAT YOU MUST COMMUNICATE TO PROSPECTS

Chapter 8 - A TWIST ON COLD CALLING

COLD CALLS ARE A FLEETING MOMENT IN TIME

CREATING YOUR MARKETING PIECE

GETTING YOUR MESSAGE OUT

EMPLOY LEVERAGE: MAKE IT AUTOMATIC

Chapter 9 - POWERFUL PHONE TECHNIQUES THAT WORK!

THE IMAGE OF SUPREME POWER

Chapter 10 - WHY E-MAIL BEATS THE PHONE

E-MAILS VERSUS PHONE CALLS

MAKING INITIAL CONTACT VIA E-MAIL

FOLLOWING UP VIA E-MAIL

EMPLOY LEVERAGE: USING AUTORESPONDER SYSTEMS

VIDEO E-MAIL FOR HIGH RESPONSE RATES

Chapter 11 - TRADITIONAL DIRECT MAIL THAT WORKS

CONDENSING YOUR SALES MESSAGE

FORMATS THAT GET RESPONSES

GET YOUR LETTERS OPENED

FOLLOWING UP ON YOUR MAILER

EMPLOY LEVERAGE: AUTOMATED, INEXPENSIVE DIRECT MAIL

Chapter 12 - THE WORLD WIDE PROSPECTING WEB

WHY YOU NEED A PERSONAL WEB SITE

USE YOUR WEB ADDRESS EVERYWHERE

BUILDING A SITE QUICKLY AND INEXPENSIVELY

DRIVING TRAFFIC TO YOUR SITE

THE WEB IS THE ULTIMATE FORM OF LEVERAGE

Chapter 13 - KEEPING IN TOUCH, AUTOMATICALLY

THE IMPORTANCE OF ONGOING CONTACT

ADVANTAGES OF A FREE NEWSLETTER

HOW A FREE NEWSLETTER BUILDS MOMENTUM THROUGH LEVERAGE

IF IT DOESN’T HELP THEM, THEY WON’T READ IT

BUILDING YOUR NEWSLETTER LIST

EVEN MORE LEVERAGE THROUGH AUTORESPONDERS

Chapter 14 - WEBLOGS

WHAT IS A “BLOG”?

HOW A BLOG ATTRACTS QUALIFIED PROSPECTS

SETTING UP YOUR BLOG

DRIVING TRAFFIC TO YOUR BLOG

THE GOAL OF DRIVING TRAFFIC TO YOUR BLOG

Chapter 15 - GAIN PROSPECTS’ TRUST THROUGH FREE SEMINARS

BECOME THE AUTHORIZED EXPERT

KEEP IT SIMPLE AND MANAGEABLE

GETTING PEOPLE TO ATTEND

CONDUCTING YOUR FREE SEMINAR

CONVERT ATTENDEES TO CUSTOMERS

Chapter 16 - EASILY OBTAIN FREE PUBLICITY

REPORTERS COLD CALL, TOO!

WHY THE MEDIA NEEDS YOU

MAKING THE INITIAL CONTACT

USE LEVERAGE TO GET MORE PUBLICITY

Chapter 17 - BE A REAL CONSULTATIVE SALESPERSON

BE A TRUE CONSULTANT, NOT ANOTHER SALES REP

COMPENSATION

APPLYING THE LAW OF COMPENSATION

Chapter 18 - REAL NETWORKING THAT REALLY WORKS

THE HOLY GRAIL OF SALES THAT’S SO HARD TO FIND

OFFER REAL INCENTIVES

KEEPING YOUR NETWORK UPDATED AND MOTIVATED

Part Three - YOU HAVE THE LEADS—NOW GET THE SALES

Chapter 19 - THE SALES APPOINTMENT PROCESS

IF THEY’RE QUALIFIED, THIS IS THE EASY PART

THE KISS TEST

LEARN TO QUALIFY-OUT

GETTING THE FIRST APPOINTMENT

PREPARING FOR THE INITIAL MEETING

A RELEVANT QUESTIONING PROCESS

GET YOUR PROFIT-JUSTIFICATION INFORMATION

UNCOVER THE PROSPECT’S REAL NEED

KNOW THE DECISION MAKING PROCESS

Chapter 20 - DEVELOPING A RELEVANT AND POWERFUL PROPOSAL

ALWAYS REMEMBER THE PROSPECT’S REAL NEED

THE PROCESS OF PROFIT JUSTIFICATION

FULFILLING THE THREE MAIN BUSINESS NEEDS

OUTWARD APPEARANCE

AVOID CLICHÉS AND USELESS INFORMATION

Chapter 21 - PRESENTING YOUR PROPOSAL AND GETTING THE SALE

PREPARATION

KNOW WHOM YOU’RE TALKING TO

DON’T BORE THEM—STICK TO WHAT’S RELEVANT

PROVE THAT YOU CAN MEET THEIR REAL NEEDS

PRODUCT DEMONSTRATIONS

FIND OUT WHAT COMES NEXT

IF THEY DON’T BUY RIGHT AWAY

Chapter 22 - FOLLOWING UP AND KEEPING YOUR CUSTOMERS HAPPY

THANK YOU

OBTAINING REFERRALS

OBTAINING TESTIMONIALS

KEEP YOUR CUSTOMERS UP-TO-DATE

YOUR CUSTOMERS-ONLY NEWSLETTER

Chapter 23 - FINAL THOUGHTS ON MODERN SELF-MARKETING

IT’S BASED ON PROSPECTING, BUT THE ENTIRE SYSTEM IS DIFFERENT

MAINTAIN THE RIGHT ATTITUDE AND PERSONA

BUILD ON YOUR SYSTEMS

ALWAYS FIND NEW WAYS TO PROSPECT

YOUR ONLY REAL ENEMY IS TIME!

ABOUT THE AUTHOR

INDEX

Praise forNever Cold Call Again!

“Cold calling has the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket.”

—Jeffrey Gitomer, Author of The Little Red Book of Selling

“I don’t know about you, but I sure never buy from a cold call. Heck, I’ll have fun with the cold caller in hopes of scaring him into another, less annoying, job. Frank’s extremely detailed book will introduce you to a new way of doing business that should break your company of the cold-calling addiction and simultaneously increase your sales.”

—Mark Joyner, Author of The Irresistible Offer

“You can never get enough of a good thing! Read this book and use its contents!”

—Anthony Parinello, Best-Selling Author of Selling to VITO and Stop Cold Calling Forever

“Stop wondering what makes that other guy successful and start implementing some of Frank’s proven strategies. This book will earn you thousands more this year and open your eyes to the biggest deals in the world.”

—Daniel Waldschmidt, CEO, ACCESS Litigation Support Services, www.accesslitigation.com

“If you’re demanding that your salespeople make cold calls, you need this book. Frank Rumbauskas has created an outstanding plan that eliminates cold calls and increases your team’s effectiveness while increasing your corporate sales figures.”

—Leslie Hughes, President, Corporate Moves, Inc., www.CMISearch.com

“I’ve been using these concepts for my team of insurance agents. We now have a national presence and have been able to accomplish this while increasing profitability for the company, and more importantly for the agents in the street.”

—Jeff McElroy, President, JD McElroy Financial Advisors LLC, www.jeffmcelroy.com

“After implementing just a few of your techniques, I went from signing 5 to 8 clients per month to signing 16 to 20. When I finally caught my breath, I tried some of your other tips and last month alone added over 100 new clients!”

—Kathy Harper, United BankCard, www.freecreditcardterminalsite.com

“The best sales professionals in the world are going nowhere without the proper number of qualified prospects to speak with. Using Frank’s systems, I now have my ideal prospects seeking me out. One simple strategy grew my e-mail newsletter last month alone by 948 people . . . who all sought me out as the expert. Thanks, Frank!”

—Tom Beal, Sales Coach, www.THESalesChampion.com

“My interpretation of Never Cold Call Again is that most salespeople need a marketing program. I think your advice is extremely practical and important for 95 percent of the salespeople out there (myself included as a small business owner) who cannot rely on their marketing department to supply the leads they need to fill their sales funnel.”

—Nigel Edelshain, President, Ivy Tech Partners, and Chairman, Wharton Business School Club of New York, www.itsalesideas.com

“I ordered Frank’s course ‘in the blind.’ I am a very satisfied customer. I have increased my business and destressed my life using some of Frank’s cogent tips and techniques. He’s a man who delivers on his promises.”

—David W. Starr, Vice President, SatViz Inc., www.SatViz.com

Copyright © 2006 by DN Advisors, LLC. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Library of Congress Cataloging-in-Publication Data:

Rumbauskas, Frank J., 1973-

Never cold call again! Achieve sales greatness without cold calling / Frank J.

Rumbauskas Jr.

p. cm.

Includes index.

ISBN-13: 978-0-471-78679-5 (pbk.) ISBN-10: 0-471-78679-9 (pbk.)

1. Selling. 2. Selling—Technological innovations. I. Title.

HF5438.25.R85 2006

658.85—dc22

2005027607

To my father,

from whom I learned the entrepreneurial spirit at a very young age,

and

to my mother,

who always knew I’d succeed no matter what stood in my way.

PREFACE

When new to sales, I followed the advice provided to me by both company training and various books and tapes on the subject. That advice was to prospect via cold calling. I was taught to use both telephone and in-person cold calling, or “pounding the pavement,” and that it was the honorable thing that hardworking salespeople did to succeed.