In this weeks episode of The Cold Calling Podcast, we go into more detail on the subject of value statements, and discuss some alternative approaches you could use, based upon your industry, product or service.

We explore the following eight approaches (along with various combinations) and discuss when they might be most appropriate:

1. Name-dropping approach
2. Assumed problem approach
3. Consumable/raw material approach
4. Hot topic approach
5. FUD approach
6. Getting to know you approach
7. Cyclical approach
8. Vacuous bullsh*t approach

If you have any questions or feedback (or if you want to record and send us an audio comment to play on a future show), you can contact us at mike@coldcallingpodcast.com or greg@coldcallingpodcast.com.

 CCP008 - The RIGHT Value Statement [36:06m]: Play Now | Play in Popup | Download (4513)

In this week’s show, we talk about the objectives of the cold call. What exactly do you want to have achieved by the end of the call? We discuss how to stick to your objectives whilst keeping them realistic and achievable, and cover some useful techniques to use when closing for a meeting.

If you have any comments, questions, suggestions or feedback, please let us know at mike@coldcallingpodcast.com or greg@coldcallingpodcast.com.

 CCP007 - Call Objectives [27:28m]: Play Now | Play in Popup | Download (4078)

This week, Greg and Mike talk about ways to open the call and make the initial pitch. We discuss the opening 15-30 seconds (the “positioning” statement) and the lead-in to the value proposition. We also talk about a couple of our own pet hates, which we definitely would NOT recommend leading in with.

Comments, suggestions and feedback are welcome, as always, to mike@coldcallingpodcast.com and greg@coldcallingpodcast.com

 CCP006 - Your Opening Pitch [32:22m]: Play Now | Play in Popup | Download (5419)