This week, we talk about numbers. Can you really double the number of appointments you get by doubling your number of calls? What if it is not possible to double your calls? We look at three other ways you can get your numbers up, namely:

• Reaching the decision maker more often
• Making your value statement more compelling
• Doing more qualification on the call itself

If you have any thoughts or comments on this (or any previous) episode, please e-mail mike@coldcallingpodcast.com or greg@coldcallingpodcast.com, or feel free to leave a comment on our website. Its always good to hear back from listeners.

 CCP015 - The Numbers Game [22:12m]: Play Now | Play in Popup | Download (4085)

This weeks episode of The Cold Calling Podcast is directed squarely at business owners. If you own your own business, and you are hitting the phones in order to find new customers, what are some of the key things you should be thinking about? How can you use the fact that you are the President or the CEO of the firm to your advantage when cold calling?

Greg provides some insights from his own perspective, on the different approaches he takes when calling on behalf of his own firm (Elicit Intelligence) versus when he calls as an “inside sales” person on behalf of an Elicit client.

We always appreciate your feedback, so please keep sending it in to mike@coldcallingpodcast.com or greg@coldcallingpodcast.com.

Also, check out the SalesRoundup Podcast at www.salesroundup.com if you want some great tips on how to progress and manage the sale beyond the Cold Call.

 CCP014 - For Business Owners [16:03m]: Play Now | Play in Popup | Download (3927)

This week, we have a special edition of the Cold Calling Podcast, where we focus exclusively on Zubka, a new company that will allow listeners to find better jobs for people they know and to find people for jobs they know about.

The reason we are devoting an entire episode of the Cold Calling Podcast to Zubka, is that is it provides a perfect way to monetize your contact network.

We interview David Shieldhouse, co-founder of Zubka, who explains how it all works.

As usual, please contact mike@coldcallingpodcast.com or greg@coldcallingpodcast.com with any comments, questions, suggestions or feedback.

 CCP Special Edition - Zubka [26:02m]: Play Now | Play in Popup | Download (3971)

In this weeks podcast, we talk about various different types of questioning techniques and when to use them. We dicsuss open and closed direct questions, as well as the following types of indirect or inferred questions:

• Tonal
• Latent
• Assumptative
• Injected/Interrupting
• Mindset

We also introduce the concept of “Creditability”, and Greg does some poetry reading (!)

Please continue sending your feedback to mike@coldcallingpodcast.com, or feel free to leave a comment on this site.

 CCP013 - Questioning Techniques [31:46m]: Play Now | Play in Popup | Download (4946)

This week, we talk about the qualities of pushiness and aggression. Under what circumstances should you adopt a more aggressive position than you normally would on a call? We discuss the right time and place for this kind of approach. We also talk about some techniques you can use to diffuse aggression when you face it from the person you are calling. Humour is important!

As usual, please direct any questions, comments and questions to mike@coldcallingpodcast.com and greg@coldcallingpodcast.com

 CCP012 - Pushiness and Aggression [26:48m]: Play Now | Play in Popup | Download (5458)

This week, we talk about how to stay on track when you are calling, and discuss some ways you can stop yourself getting distracted or derailed when cold-calling.

From an equipment perspective, we explore the benefits of binaural headsets and telephones with “last ten” redial functions. We also look at ways to make sure you are mentally and psychologically prepared for a calling session, and share experiences of what can happen when you don’t prepare yourself adequately!

Finally, we have some news regarding our new website. Please contact us at mike@coldcallingpodcast.com or greg@coldcallingpodcast.com with any comments, suggestions, questions or feedback.

 CCP011 - Staying On Track [30:26m]: Play Now | Play in Popup | Download (5830)

In this weeks episode, we talk about how you can use Social Networking websites such as LinkedIn and SoFlow to warm up your cold calls. These websites can be excellent sources of information, in that they provide you with ammunition to make your opening pitch more relevant to the person you are targeting. They are also really useful when you know the job title of your target, but not their name.

We also talk about how Google Alerts can help you when you are calling C-level and other senior executives.

Please keep sending your comments, questions and feedback to mike@coldcallingpodcast.com and greg@coldcallingpodcast.com.

 CCP010 - Warming Up Your Cold Calls [28:02m]: Play Now | Play in Popup | Download (6482)

Following requests from a number of listeners, this week we go right back to basics and talk about the key things to take into consideration if you are new to business cold calling. Here are the first few pieces of advice. Listen to the podcast to pick up some more…

• Don’t believe people who tell you that cold calling doesn’t work
• Set realistic targets, don’t bite off more than you can chew
• Listen to how more experienced colleagues do it & copy what works for you
• Be critical. Take advice (particularly from sales managers) with a large dose of salt
• Be yourself - don’t put on an act
• Do it! Make the calls!

As usual, send any comments, questions and feedback to mike@coldcallingpodcast.com and/or greg@coldcallingpodcast.com

 CCP009 - Cold Calling For Newbies [25:18m]: Play Now | Play in Popup | Download (6419)

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 (5047)

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 (4577)