Cold Calling Guide-如何打好cold call.pdfVIP

$30 How To Set Appointments Through Cold Calling: A Guide For Professional Service Providers And Business Developers All rights reserved. No part of this document may be reproduced or transmitted in any form by any means, electronic or mechanical, including photocopying, recording, faxing, emailing, posting online or by any information storage and retrieval system, without written permission from the Publisher. © 2006 RainToday How To Set Appointments Through Cold Calling DID YOU KNOW? 39% of professional services buyers are “Very Likely” or “Somewhat Likely” to initially identify and learn more about potential providers through a telephone call from a service firm. - Data from How Clients Buy, a RainT survey of 200 buyers of professional services representing $1.6 Billion in annual purchases _________________________________________________________________________________________________ © 2006 RainT Photocopy and forwarding permission required 2 How To Set Appointments Through Cold Calling Table Of Contents INTRODUCTION: SETTING MEETINGS, GETTING CLIENTS 4 SETTING MEETINGS, GETTING CLIENTS 5 MISCONCEPTION : “COLD CALLING DOESNT WORK FOR PROFESSIONAL SERVICES” 6 PURPOSE OF THE COLD CALL : MEETING SETTING 6 TAKEAWAYS FROM THIS RESOURCE 7 COLD CALLING PLANNING TOOLS: COMPREHENSIVE CHECKLIST CALLING FORMULA GUIDES 8 CHECKLIST: APPOINTMENT SETTING THROUGH COLD CALLING 9 DEVELOPING YOUR CALLING SCRIPT 12 COLD CALL FORMULA GUIDE 12 COLD CALL TOOL – USE TO PLAN FOR YOUR COLD CALLS13 WARM CALL FORMULA GUIDE 14 WARM CALL TOOL – USE TO PLAN FOR YOUR WARM CALLS 15 COLD CALLING TIPS, TACTICS, AND PITFALLS TO AVOID: INTERVIEW WITH SANDY O’DELL, EXPERT IN APPOIN