Feedback Form - Market Rehearsal For Increase Of Ams 3 Market: Fill & Download for Free

Opening StatementHi________ (state their name)?(Prospect: Yes.)(Your name)___________ here from _____________(Company name). Do you have a quick minute?Great! ________, I'm sure you are a busy and want to respect your time, so I'll be brief. The reason for my call is this. We specialize in (working with small business owners, salespeople, managers, etc.) so that you/they can:State Your Compelling Reason - (The End Result Of The Benefit You Offer)Well, Mr./Mrs... Smith, depending on what you are currently doing, I don't know whether you have a need or an interest in our services. But with your permission, I was hoping to ask you a few questions and see if there is anything we are doing that you could benefit from. Would you be comfortable spending just a few minutes with me if I stick to my timetable?Needs Analysis:If you could create the ideal solution for (XXX), what about your current product/service would you like to improve or change?If you could magically eliminate three of your biggest problems, headaches or stresses what would they be?How do these challenges affect you/your business (bottom line)?Summarize and Confirm:1. "For my own understanding, what you are truly saying is...(Recap what the prospect shared with you; their problems, challenges, and objectives.)Is that accurate/correct?2. Would it be safe to say that if there was a way for you to:Restate biggest obstacle. (Example: Overcome the challenge/obstacle/problem of..)Restate their most important goal or objective they shared with you.It would be worth exploring/discussing in more detail?3. Schedule Next Step:"Then lets get together for (state timeline. Ex: twenty minutes) to see if there's a fit. I will answer your questions, share with you several options as well as demonstrate how our product/service will specifically address your challenges/objectives. Mr./Mrs.________, do you have your calendar handy? What day would be good for you, towards the beginning or the end of the week?"Do mornings or afternoons work better for you?"Fantastic. I'm looking forward to meeting with you on ____at ____.(Confirm all decision makers.)Thanks. Have a great day!Hello, is __________ there?Hello, my name is _________, calling from _______________ How are you today? (Customer’s first name)I see that you filled out a survey form and expressed interest in a Hawaii vacation.Our company has just released our VIP Invitations for vacations to Hawaii and your name is on that list!I am calling to make sure you want to take advantage of this discounted Hawaii vacation offer. Mr/Ms_______________________what do you think?If you have pen and paper,I'll give you all my information so you can startplanning.Again,my name is ________ and this is through _____________________________.This Hawaii vacation package is for 4 days and 3 nights on Maui. Your airline will be _____________________________ . You will be staying at the Hotel__________________ for 4 days and 3 nights. If you need other airline arrangements we are a full service travel agency and we would be happy to search for another airline fare.I know that we do not pay your personal expenses or any taxes and no service fees are paid. The last time I went, I believe I paid not more than $25.00 and I paid that at the hotel check-in.I only have 11 vacation packages to Hawaii and I do have other calls to make to lucky people. Are you ready to buy this great vacation today?The cost is $698.00 for two adults and must be taken within 6 months from today. As long as both of you are over 21 years of age, you are on your way to sunny Hawaii!Do you have your credit card ready or do you need to discuss this with someone before you buy?I'm only offering this one package today so you would need to buy today, but then again, take up to 6 months before you run off for a fabulous vacation!Oh no, Ma'am, there are no hidden fees or charges. But now that you mention it, there is one thing that I would ask you to do. Once you get home, would you drop me a line and tell me what was the most exciting, the most beautiful or the most fun about this Hawaii vacation?Yes,you can enclose a snap shot if you would like.If you are ready to buy right now, I'm ready to take your credit card and get you are all set up.Yes, ma'am, please read the numbers on your card.I'll read that back to you.Now if you would verify your address I'll get your things into the mail.Wonderful! Now write down my name and phone number so I can answer any questions for you.My Ticket Registrations department might give you a call to verify the spelling on your name or some other detail, I hope that is not a bother for you.Okay, we are all set.I know you will enjoy that fabulous sun, sand and sea! Aloha!The scheme of the conversation will differ depending on many factors (with whom the conversation is conducted, how much the person is set up for communication, etc.).The most popular scenario looks like this:1)A small introductory welcome speech.2)Introducing yourself and your company.3) Information about the purpose of the call and offer.4)Questions.5)Competent answers to objections.6)Ending the conversation.Let’s take a closer look at each item from the scenario and figure out how to effectively apply it in practice.You: “Good morning <Customer Name>, I’m the Chief Editor of "Build for ages" magazine, my name is John. Our magazine is engaged in supporting young British construction companies . I am trying to fix an appointment with you to explain in detail what we are working on?”Customer: “ I have no time ”You: “ I'm calling to arrange an appointment only.The thing is that the topic of our next issue will be (///)? And we would like to invite you as an expert in this matter to participate in the section of (///)”Customer: “ There is no opportunity to meet” You: “ I understand you. With whom except for you can I talk about this issue? “Customer: “Only with me. I dont believe in advertising”You : ‘Honestly, many said so, until they had the opportunity to see the benefits they received from cooperation with our magazine”Сustomer: “Tell me more about it”You : “Of course. Let's meet on Wednesday at 3:00 pm “End the conversation and express your thanks for customer attention.First, don’t think of it as a fixed “script.” Think of it as a guide.That’s because an effective cold call is a conversation. If it’s just you (the telemarketer/teleprospector) talking 90% of the time, while the other person says, “Uh-huh,” “Hmm,” and “No, thanks,” then it’s NOT effective.Calls can go in many different ways, and you have to be flexible. You have to be ready for objections and nuances in the situation of each prospect.Here’s the basic, and (in my experience) most effective guide for structuring a cold call. (#1 and #5 are pretty much set in stone, but the middle depends on how the call goes.)1.Introduce yourself. “Good morning/afternoon/evening, my name is X, and I’m calling on behalf of Company X. We provide product/service for the people in area/region.” After that, the goal of the intro is to get on the good side of the prospect. What else should you say? Thank them for taking your call. Mention if you’ve had previous contact or transactions with them (that info should be in your company database, if you have Computer Telephony Integration software or similar tech).2.State your purpose. Whatever you’re offering, frame it in a way that reflects the needs/interests of your prospect.3.Ask and answer questions. Give them space to speak. If they say no, ask why. If they hesitate, ask them questions such as, “What do you think, are you on board with this?” Most large companies will equip callers with a list of the most common objections, and how to address them, so you can just customize your responses.4.Share the benefits. And (if necessary) features. This ties in with #3. Better to focus on benefits (how your product helps the customer) than on features (which often makes the caller sound too scripted and sales-y).5.Affirm commitments. Whatever you’ve gotten them to agree to (a demo, a meeting, a consultation), reaffirm it. Schedule specific days and times so you can follow up.Remember, while it’s important to know what to do, it’s also important to know what NOT to do.A good sales call structure that works for you is one that you have perfected over multiple calls; however, in my experience, they tend to follow some similar patterns:1.Research, research, researchNot really a part of the call itself, but it’s so important to the success of the call, that I felt it merited including here.There is nothing more important than preparation when it comes to making your interaction with a prospect successful. First and foremost, you have to know everything about your product - the ins and outs, facts and figures, what benefits its provides, what pain-points it addresses, use cases, case studies, etc. It’s important to also have a list outlining common concerns and your answers to them (more on this later). This should go without saying, but I have seen so many instances where a sales person stumbles on a product-question, and instantly, loses all credibility.After that, you need to know everything there is to know about your prospect. Dive in to the company, of course, but also in to the prospect you are emailing. Look through his social media, his personal website, etc., in order to fully flesh out your mental picture of him. Understand his pain points and the pain points of his company (the two aren’t necessarily the same), and connect it with your solution’s benefits.2.Briefly introduce yourselfNow that you’ve made the call, the first thing to do is make sure that you introduce yourself quickly and clearly. There’s no point in starting your pitch when the prospect has no idea who you are - he’s just going to stop you and have you restart, and you’ll have already annoyed him. A simple one-line statement stating your name and company, followed by making sure that it is a good time to speak, is usually good enough for this.3.Qualify the prospectAt this stage, your aim is to make sure that your research matches up. Ask as many questions as you can to try and understand what their current process is and what are the pain points he’s facing. Try to find out if there have been any changes in their situation, or if your information is outdated in any way. It’s best you find this out as soon as possible in order to be able to adjust your pitch accordingly.Here’s a pro-tip: there might be times when the prospect can’t clearly define his pain-points, and might say something vague, like “increasing revenue”. This is good for you, because you can then use your experience and your understanding of the industry to suggest tangible pain-points that would address those concerns (which should already be part of your research material) and ask them if that holds true for them. This not only helps the prospect understand the problem, but also sets up your solution very nicely.4.Wow them with your pitchYour pitch needs to be laser-focused and present a compelling benefit in one or two sentences. These benefits should be clearly targeted at achieving the objective of the call. This could be either a follow-up call, or a demonstration, or a meeting, or maybe even a close; the point is, you need to be clear about the objective, and your pitch should be designed to achieve that.Also, remember that concerns list? This is where it comes in handy. When discussing your solution, it’s very likely that the prospect will have some objections or concers. Truth be told, he could object at any point of time, but if you’re prepared with well-thought-out rebuttals, you can keep the conversation going. If the objections are related to your solution especially, remember to empathize first, then toss in the “but…”5.End with purposeBe sure to end the conversation with a specific plan of action: When can you call them back to follow up? Can we schedule a meeting? Can I help present it to your team? This will vary depending on who you’re speaking with, and what your objective is, but the aim is to get a clear understanding of what to do next, and when. Also, make sure to follow through - if it’s agreed that you’ll follow up on Wednesday, then make sure to follow up on Wednesday.Here’s another pro-tip for you: whenever we end a conversation with the prospect, we make sure to send them an email with some useful and interesting content that’s relevant to our solution using our platform, Paperflite. Why? Because when you use Paperflite, you can send multiple files without the deadweight of attachments, and track how the prospect engages with them.The content gets included as eye-catching thumbnails, boosting clickthroughs considerably. We can then track their interaction with the content in real-time to better understand how they’re thinking, and find out who they are re-sharing the content with. This helps us understand how to contextualize our follow-up conversation, as well as identify the other decision-makers and influencers involved in the process. This has allowed us, and our clients, speed up the sales cycle considerably, and helped our sales team be more effective in their efforts.The above outline should hopefully give you a good idea of how you can develop your own structure, and with practice, I’m sure you’ll be able to crack that perfect formula that works for you. All the best!Ever had the safe feeling of using sales scripts, which can support you throughout a cold call? There are plenty of them, and thousands of different structures you can use.But what if you could take a step back, lay down the often-sounding robotic voice that comes out when using a script? Imagine if there were an easy to use framework, which let you build a structure easily depending on the prospect.What is important when building a framework for yourself, is to have a couple key elements that will help you through each call. But remember, always involve them as you speak with them - they are people just like you.Introduction- Name and company, keep this short-Mention someone within the industry or a colleague, that you spoke to- if someone referred you, mention them aswell- Speak directly about the project/product or service you want to sell onWhy- Speak about the problem you are solving for them- Industry issues should be mentioned in this context- You their jargon, illustrate their problemWhat- What can you offer, that will help them- Set yourself in their positionQuestioning round: if you get this far and there is an actual conversation going, you can start involving them with questions. Specifically there is one type of questions that works very well.·Need QuestionsReason why they work so well, is that your prospect will be justifying why your product is good for them. In my case because I sell marketing products, I fmro questions like:oHow do you feel this theme will help you?oIs there any other way this could help you?oWould it help if this increased your ROI of marketing?oIs marketing important in terms of branding, or actually driving sales?·Furthermore you haveoProblem questionsoImplication questionsoSituation questions§Personally I have not measured these enough, to give you any good insight. But if you read Spin Selling by N. Rackham - he will give you great insight.If you are also interested in a 7-part free sales course, you can visit my blog: Sales and product development where you will also find other helpful articles.Hope all is wellBelow a simple cold call script structure:1.Raise curiosity (who is this? why should I care?)2.Give context (elevator pitch)3.Ask for permission to continue4.Ask questions. Learn about their needs. Define if they are a fit5.Test close: Price sensitivity, Timeline, etc6.Schedule next steps#1 Opening:Hi, my name is___________. I'm calling some startups in the area to find out if they are a good fit for our product/service/beta program.#2What we do in a sentence is we provide the companies with xyz.#3Does this in general sound interesting to you?#4Qualifying:● What is your current xyz process?● Who are your customers? How do you currently solve xyz?● Etc.#5Test Closing:● We would want to start in X weeks - does this work for you?● The beta program is heavily discounted. It’s going to be $X/day per.● What is the decision making process in your company?● Etc.#6Great. Sounds like this could be a good fit. Let me send you our brochure and schedule a time next week to discuss all your questions etc.What's the best email to send you information and the cal invite?What's a good time to chat next week?I find the following process works:1. Identify if you know the prospects pain point or problem - if so, use a specific benefit system.(GBS) General Benefit Statement or (SBS) Specific Benefit Statement:Stage 1: Address a market problem1. Introduction to yourself, company and reason for calling2. State a problem in the market that the end-user can identify with3. Explain how your product/service has a Feature/Advantage to alleviate that problem (using FAB – Feature, Advantage and Benefit)Stage 2: Provide a Net Benefit to the user forfurthering a Discovery Meeting1.Express in one sentence how this product/service is acomplete Benefita. Save Timeb. Mitigate Riskc. Save Money/Increase RevenuesStage 3: Convert to “Time Sales”1. Engage prospect with an open-ended question about “what is most important to them”2. Solve that problem with an example (net Benefit) from the product/service3. Make a “scheduling meeting in your area” statement – with exact dates and times4. Ask the user to “open is calendar to check availability”5. Close by stating is competitors/or himself “are/shouldarm themselves with the information to make the right/informed decision”.Stage 4: Schedule Meeting and send a follow-up email1. Confirm dates and times2. Send a meeting invite that will date stamp into the users calendar3. Send a follow-up email with materials and up-to Three (3) BANT Questions:BANT:B = BudgetA = AuthorityN = NeedT = TimelineDo you think you could just wing it? Well, I don’t!Honestly, cold calling is one aspect of sales that I dread the most. And, who will not be? Calling someone who does not know you always leave a gut feeling in the pit of my stomach. Aside from the fact that the recipient does not expect you, you have to weave a magic to keep them in the call for at least 10 seconds.All it takes is 10 seconds.I agree, 10 seconds goes by very swiftly. And it is a very critical 10 seconds where you have to grab the attention of your prospect. You should make a very strong impression enough that would carry you through the next level.That being said, “winging it” just won’t cut it. We have to be real, we have to be prepared. Before you pick up the phone, it would be easier if you do enough preparation. Arm yourself with information on your prospect, think about your positioning, prepare a winning script, and PRACTICE.Just like an award winning movie script, having a winning sales script can get you spotlighted and awarded a SALE. Here is what makes a good prospecting script:·Identify yourself immediatelyState your name and company or product you are associated with. By introducing yourself immediately people will think twice from hanging up on you. Your product or the name your company alone might pique their interest.·Communicate why you are callingGo direct to the point and tell your prospect the reason of your call. Be professional, avoid making small talks. Let them know the services and what value you could bring or why you think you could help them. Build a bridge, provide example of what you have done for other clients. This will help in opening the line and engaging them to talk about what they want.·Use your keywordsUsing correct words and phrases will give strength to your script. Use words or terms that are familiar to the prospect and are commonly used in his/her industry. Moreover, nothing beats power words to express courtesy and sincerity like “please”, “thank you”, or words that makes them feel that his or her opinions are highly regarded such as “you are right” and “good to know”.·Keep it shortDo not overtalk. Do not make your prospect feel that you are wasting their time. Be brief and straightforward as possible. Do not go into details, reserve that in your follow up call when your prospect already expressed an interest.·Say what you want and shut upAsk for what you want. State your desire to schedule a meeting or follow up call. Politely suggest a specified time and place that would be convenient for them. By giving them control, it increases your chance of getting that meeting or follow up call set up.·Practice makes perfectJust like how actors rehearsed to make their lines perfect, you should try practicing longer, preferably with colleagues, until it no longer sounds like a script. Practice until the words will come out naturally.Finally, it is important not to read the script verbatim. Have fun, let it flow just like what a normal conversation would be like. With a good script you have prepared, you should be able to say, What DREAD!Good luck!OpeningYou have 10 seconds to grab your lead’s attention. Identify yourself and your company, and convince them of a reason why they should care.“Hi [Lead Name], this is [Your Name] with [Company. The reason I am calling is we help sales teams in [Lead’s industry] avoid wasting hours talking with unqualified leads. I’d like to ask you a few quick questions to to identify if you are in a similar boat.”QualifyingThe goal here is to understand the lead’s situation so you can determine how your product/service can be of help.·"How do you currently handle [process]?"·“Who are your customers?”·“How does the decision process work with this sort of purchase?”……Closing (Call goal)Verify they don’t need anything more from you and ask directly for a time frame, so you know when to take your next steps.“Great. I will send you some content and will go ahead and schedule a time next week to answer in detail all your questions.·"Do you have time Tuesday or Thursday around 10 a.m. EST?"·"What’s the best email to send the calendar invite to?"Once your script is defined, it doesn’t end there. You need to test it out, evaluate the outcome, and optimize it until you get one that really works and maximizes your conversions.Extra: Here are some more script examples/templates that you can use at every stage of the buying journey.Good Calling!I'll cover some scripts, but I think it's also important to start with strategy and processes before moving to tactics.With that said, let’s dive right into the good stuff. In this post, we’re going to talk about magic words and phrases for cold calling, the power of non-verbals, scripts and frameworks along with examples, how to scientifically test scripts, the best method for coaching and improving, and finally the best tools and resources to help you become a cold calling pro.How to Have Quality Conversations Every TimeThe Power of Persuasion with Non-VerbalsThe moment you speak your first word, the prospect is making snap judgments about you. This is based on many delivery factors, such as the tone, speed, pitch, and volume, which is why you need to pay close attention to each.You can think of tone as the mood, such as happy, sad, fearful, etc. The tone that you want to aim for is casual and confident. I also recommend a tone that is slightly informal. However, it does not give you permission to be unprofessional or disrespectful. Speed is pretty straightforward, but the important thing to note is to slow down! Chances are you’re speaking much quicker than you think you are. If you’re still new to cold calling, the adrenaline will be pumping, which results in talking fast. Pitch is another tricky aspect. If your pitch is too high, you sound too bubbly, too low and you sound grumpy. Aim for right down the middle.Volume is also relatively straightforward. You only have to worry about it if friends and family are always telling you to speak up. If people tell you that you’re too loud, you’ve got nothing to worry about.The quick fix any of these vocal elements is to record your calls, pay attention to your voice, get feedback and adjust. I’m a huge fan of recording and listening to calls for many other reasons too, which we’ll touch on later.Another way to hone your non-verbals is to listen to professional speakers, late-night talk show hosts, and product pitchmen. If you want to learn how to control a conversation and captivate your audience, these people are the best at it. Speaking from the stage is incredibly difficult, so draw inspiration from Jim Rohn, Tony Robbins, and Zig Ziglar. And don’t forget some of the most popular TED talks. For unscripted brilliance, tune into Conan, Jimmy Fallon or Jimmy Kimmel. Lastly, you can learn immensely from product pitches, like Steve Jobs introducing the Mac, iPhone or iTunes.The Most Powerful Tool at Your DisposalAfter you hear what it is, do you promise not to skip this section? Ok, good. It’s… role-playing. Were you hoping I was going to leave this out? I know, nobody likes it, and as much as I hate it, I can’t deny it’s power. If you’re truly committed to becoming a better cold caller, it’s time to suck it up and do it!If you want to avoid role-playing embarrassment, here’s what you can do. Being by role playing with yourself. Think of any and every question, objection and circumstance that can arise, then prepare a response for each. Now, go over them in our head. Of course, you won’t be able to come up with every scenario because prospect can come up the most ridiculous objections, but this is one of the most valuable exercises you can do before cold calling.Next is one-on-one roleplay. Do this with a trusted colleague, friend, or your manager. Let them know that it’s your first time, and though you want to grow and be challenged, don’t go too hard on you yet.Now, the next step is the dreaded group role-play. The only way to get more comfortable at this is to do it. I encourage reps to get here as soon as possible. It’s the most uncomfortable, but also will offer the most growth. If you really want to take it to the next level, ask to roleplay with a “challenging prospect.” For whatever reason, people are more than happy to play the role of the challenging prospect.Immediately Before Your Power Hour/Time BlockBefore we get into the magic phrases, scripts and call frameworks, let’s prepare for the call. These are things you can do right now to get you the in the zone before your next cold calling power hour.Wake yourself up. Coffee. ‘Nuff said.Pump yourself up. There’s no better pick me up than your favorite song or album. Put your headphones and blast your get-up music for 5 to 10 minutes to get yourself in the zone.Push yourself up. I know reps who like to get their blood flowing with a few dozen push-ups at their desks. The extra adrenaline always helps.Lock yourself up. The new open office environment is great for collaboration but terrible for cold calls. There are few things worse than knowing all your colleagues are listening to your calls, especially if you’re new or they’re not salespeople. Having a conference room or dedicated call rooms alleviate pressure, letting you really focus on the call at hand.Magic Words and Phrases That Open the Door and Build TrustSo far, the tips in this guide have been on the theoretical, high-level and strategic side. Let’s get to some of the nitty-gritty details. In his book New Sales. Simplified., Mike Weinberg encourages incorporating 3 magic words into your calls: visit, fit, and value.·Visit: Stay casual and relatively informal. Which is more casual: “I’d like to visit with you” or “May we please set up an appointment”?·Fit: This word is non-threatening and demonstrates you’re not in it just to close a deal and make money. Say something along the lines of, “Let’s get together and see if we’d be a good fit to work together.”·Value: Ultimately, this is what a prospect is looking for: value. If you can prove the value, you’re golden. Execution could look like: “I’d love to see if we can bring some value to what you’re already doing…”If you can use all three together, it could be a home run: “John, I understand that you’re not currently in the market for a few outbound platform, but visit with me anyway. I promise you’ll get value and ideas from our time together, even if our product ends up not being a perfect fit.”Here are some other phrases I’ve picked up over the years. I don’t remember exactly where they can from (apologies to the original source), but they got me some great results.“I’m not sure if this is the right fit for you, but I’d love to see if we can help.” Use this after you’ve asked a few discovery questions. I love this phrase because it removes the sense of desperation that most salespeople give off. Furthermore, what people can’t have, they want more, which means they could even start selling you. Prospects“Based on what you’ve told me, the next steps is for us to set up another call so we can…” Again, this phrase comes into play after you’ve asked a few discovery questions. This implies to the prospect that this is an individualized process, and you’re not just pushing product on them. Much of the time, people want to be lead by others who know what they’re doing, and that’s what this verbiage implies.In a Cardone Zone podcast from late 2015, Grant offers some great phrases you can use after you deliver your value proposition. If your prospect doesn’t bite or shows hesitation, you can say:“Even if ½ of what I was telling you was true, would that be worth your time?”“What % of what I just shared with you do you believe?”A Cold Calling Framework From Jeb BlountI’ve referenced Jeb’s book Fanatical Prospecting a few times in part II, and here it is again because it’s that good. Prospects will only give you time if you offered them value, which could be emotional and/or logical value. Here’s Jeb’s framework along with an example of how I’ve adapted it to sell PersistIQ.1) Get their attention by using their name. Start off my saying “Hi, {{first name}},” in a warm and welcoming tone, then proceed directly to Step 2. Notice I didn’t say, “Hi, {{first name}}, how are you today?” or “how are you today?” because it gives your prospect a chance to jump in and disrupt your flow. Cold calls are all about taking control from the very start.2) Identify yourself. “My name is Brandon with PersistIQ.” This is pretty straightforward — you need to tell them who you are.3) Tell them why you’re calling. “The reason I’m calling is to get some time on your calendar.” Diving right in demonstrates that you’re a professional. Save the small talk for your follow-up calls after you’ve already built the relationship.4) Build a bridge. This statement connects the reason you’re calling with why they should care. “I just noticed on your site that you’re hiring 10 new sales reps this quarter. Several companies in the {{your prospect’s industry}} are already using PersistIQ to help their current sales development team double conversations started and meetings booked. They are also able to cut new rep ramp time in half.”5) Ask for what you want and shut up. “I thought the best place to start is to schedule a meeting to learn about your outbound sales challenges and goals. Do you have time Wednesday or Thursday afternoon around 10 a.m.?” Ultimately, our goal is to set meetings with prospects because we’re calling on a more targeted list. However, if you’re calling on a less qualified list, then your ask may be for a piece of information that qualifies the lead.This should last no longer than 20-30 seconds. Research reveals that the brain can only process and hold new chunks of info for only about 30 seconds or less. Don’t overwhelm prospects because once they get to that point, they’ll completely tune you out. Say what you need to say and no more, then make the ask.A Cold Calling Framework From Mike WeinbergAnother powerful and effective calling framework comes from Mike Weinberg in his book New Sales. Simplified. This is another book that I’ve referenced frequently so if you haven’t already, go buy it! Mike doesn’t explicitly break it out into six sections like this, but this is the way I think about it to make it a little easier to navigate and digest.1) Introduction. “Hi John, it’s Brandon with PersistIQ. Let me steal a minute.” The phrase “let me steal a minute” is powerful because it’s casual, conversational and different. Rather than asking how they’re doing or if you can have a minute of their time, “steal a minute” acknowledges that you’re interrupting, but does so in a subtle and human way.2) The set-up. “I head up sales development for the US.” Mike explains that the power of this phrase comes in what it will do for your own psyche. Don’t get caught up with your official title. Anyone and everyone can figure out a way to incorporate this because everyone is heading up something at their company.3) Power Statement. “Right now, a lot of sales reps and team managers rely on PersistIQ because they need to 10x their rep’s outbound activity and double their response rates. We’re helping a lot of SaaS companies like {{prospect company}} who are concerned with focusing on the right sales activities that will drive measurable results.”In his book, Mike dedicates an entire chapter to sharpening your sales story and crafting your power statements. It’s imperative that you take time and frame your sales story correctly. Think through who you’re talking to, what issues they’re facing, and why you’ve been able to successfully help other companies in the past.4) Stop. It’s going to be hard to resist the natural instinct to fill the silence, but you need to let the prospect process the information, then respond. Your prospect’s response will dictate your next move.5) Build a bridge. “I noticed on your site that you’re hiring for sales development reps. Our platform has helped countless reps 10x their productivity, which reduces the need for hiring so many new reps, saving your company money and resources.” If the prospect is willing to engage, begin the dialogue with a probing question or share relevant information you discovered on during your pre-call research.6) As for a meeting. Ask again. Ask once more. “Do you have 20 minutes later this week to see if this could be a good fit?” You must be ready to ask three times. Mike explains that prospects are automatically programmed to say no. Don’t take it personally, and don’t give up. You must remain persistent, keep the dialogue open, and ask again. If you don’t get a yes, continue probing and offering value. Once the prospect begins to open up, go for a third ask. Most sales reps will be extremely uncomfortable with this, but once you begin to see the results, you heed this advice every time.You’ll have to do some tweaking and testing, tooling and refining to get these frameworks dialed in for success. But once you do, it’ll become your game changer.The Best Tools, Technology, and Resources for Cold Calling SuccessThe beauty of the current sales landscape is that you have the power to quickly and easily test, measure and improve everything, even something that’s often considered antiquated, like cold calling. This means you can test different frameworks, talking points and approaches so you can become a cold calling pro.First off, you should be using the latest sales technology that allows you to manage all of your outbound sales activities, from calls to emails to social selling in once place. You should also be able to view your performance metrics and drill down to determine which scripts, personas, team members, etc. are performing best.With a robust platform in place, you can begin to A/B test different elements using a 5-step scientific approach. You must become a scientist to be a true modern sales pro. Here’s how you should be thinking about testing different scripts or elements within a script.1) Set Your Goals. For the best results, you’re going to need to be as methodical and scientific as possible.In other words, you need to make your goals SMART – Specific, Measurable, Actionable, Realistic, and Timely. For example, the goal “I want to set more meetings” isn’t a smart goal. Rather saying this would meet the criteria: “In the next three days, I want to increase my meetings set by 10% calling on my CXO segment by testing value proposition A versus value proposition B.”2) Define What You’re Testing. We’ll be using the concept of an A/B test, which essentially compares two things that have one difference (also called variant) between them to determine which performs better.Once you’ve set your goal, you need to define what you’re testing. Change only one element. For example, if you have two different value propositions you’re testing, keeping everything else the same. Don’t change the opening statement or the call to action.3) Test! Randomly split your list into two even groups and use value proposition A with one group and proposition B with the other group. Now call half of them4) Analyze and Make Sense of the Results. At the end of your specified time, crown a winner. If you’re properly logging all of your activities, simply go to your performance reports or dashboard to see the final numbers.5) Iterate and Refine.Always be testing and refining. If you’ve conclusively proven value proposition A beats value proposition B, then move on to testing other elements, like your opening statement or your call to action.When we’re looking at improving the performance of your cold calling efforts, it takes a methodical approach to effect real change. Investing time in scientifically testing your calling technique and messaging will pay off in the long run, but you have to start now. Data is a powerful and beautiful thing.Preparing an Opening Statement for your Introduction (Cold) Call will let you organize your thoughts and have a smooth flow when beginning the call. Over time, it will flow naturally.Here are the 5 components to your opening script:·Find the “bridge” – what is your point of connection.·Personal Introduction – including a greeting and the reason for your call·Company Introduction (Benefit Statement) – what does your company help increase or reduce and why would you be worth talking to·Qualify – are you talking to the right person? Is this company a good fit for you?·Transition – Add a transition to a question to generate dialogue.Let’s begin to break these components down.Find the “Bridge”Before picking up the phone, use online research, LinkedIn (or other sources) to find a common point of connection between you and the person you are about to call. The connection could be similar industry experience, people you both know (business or personal), competitors you have worked with? Etc… The stronger the connection, the faster your audience will trust you.Personal IntroductionLet’s start here. A simple little change we suggest is to say “Hello, it’s _________ calling from _________ ” instead of “Hello, my name is _________ and I am calling from __________ ”.While this may not appear to be a significant change, using this introduction can help put the prospect at ease since it’s more causal and almost appears as though you know him/her. The traditional introduction is very formal and immediately denotes to the receiver that you are a stranger which often leads to a defense response.From here, try use the “bridge” to find common ground quickly.Lastly, in terms of style, honesty is the best policy … so be up front in announcing you don’t formally know each other. They know that, you know that, so just say it. This approach quickly illustrates vulnerabilitythat often triggers people to be less defensive and more empathetic.Here are some examples:Example 1:“Hello, it’s Joe Smith from Focus America.Since we haven’t met before I wanted to call you to make a simple introduction. From what I have read, I understand your organization ______________ (state simply and concisely what you know about them) and based on that, I think our 2 companies may be a good fit because we help companies _________”.Example 2:“Hello, it’s Joe Smith from Focus America.The reason I am calling is because recently we have __________ (state a recent milestone or success your company has had that you feel would be important, relevant and relatable to them) and while I don’t know if you have a need for what we do, given you are/do __________ (state why you thought that the milestones or successes would be relevant/relatable to them – for example, they are in the same industry or use the same technology/equipment), I thought it was important enough to reach out to you to make an introduction”.Company Introduction (Benefit Statement)Most important: This is NOT a pitch. You are not trying to sell your products, services or solutions yet. You are trying to find a business connection, generate curiosity and drive a further conversation.Before you begin asking questions, give a quick snapshot of who you are by telling your contact what you do to help improve or reduce. This statement serves to pique your customer’s interest and desire to listen to more. Here are some tips:·Keep it brief. Nobody wants or has the time to listen to you go on and on about your company.·While your product/service would have dozens of benefits, select the (1) one benefit you feel will register/resonate with that prospect the most – not what you do. Tell them the “what” and the “why” – not the how. For example:“We help companies __________ ” OR “We save our clients __________ ”;“We increase productivity by __________ ”;“We are the largest company for and that means our customers enjoy __________ ”.·Be direct. People are busy. Most will appreciate a more direct approach.Example 1:”I know you get dozens of calls from companies like mine so I am sure you are wondering how are we different. We are different because __________ ”.Example 2: We specialize in working with companies to reduce their overall web design expenses while generating more traffic to their website.Example 3: The reason I am calling is that we may be able to help you cut down on your shipping expenses.The challenge most sales reps have however, is a lack of understanding of what benefits their product or service truly offer. Therefore, to uncover the benefit, start by answering the following questions:·What problems do your products/services solve for customers?·How do these products/services solve the problems?·What impacts/symptoms of these problems would your customers experience?·What result should your customer expect from your product/service as it pertains to their problems?·Why would a customer be better off with your product/service vs. the competitors?·Why would a potential customer not want your service?Before moving on to the third component (Qualify), you need to get them involved in the conversation now that you have introduced yourself, your company, and outlined what you can help them improve and/or reduce. The objective here is to tell them, in order to deliver the potential benefit, you need to get information.Example 1: I have a few ideas that I would like to discuss to see if this would be of any value to you and your company.Example 2: To determine this, I’d like to find out what you are using for…Remember: avoid questions like, “Is now a good time to talk?”QualifyThe next step is to qualify. This is an important step for both you and your prospect to ensure you don’t waste each other’s time.Qualify the Company: If you have not been able to get answers to your qualifiers via your research before you call, now is the time to ask your remaining qualifying questions to ensure this company is a fit for you.Example: For us at Focus, our criteria are:·B2B company·Preferably within the Greater Toronto Area·Owner operated·Between $2M-$30M in sales·Less than 10 people in sales·No one dedicated as the Sales Manager (often President or best sales person is assuming that responsibility as part of their role)REMEMBER: Need or interest at that moment is NOT a qualifier.Qualify the Person: To find out if they are the right person, simply ask them … “what role they play in making decisions regarding your product/service?”. You can also ask them “how are decisions made in their organization regarding your product/service?”.NOTE: Avoid asking them if they are the decision maker. It will often result in a defensive response (see Questioning Skills module).Transition Questions and Next ActionIf you have done your introductions and qualification well, the transition will feel very natural. During this phase, you are simply trying to learn more about them by asking lots of open-ended questions about their current business situation as it pertains to the relevance/appropriateness of your products/services (see the Questioning Skills module on page 34 for more information on Open Questions). Again, leverage off of any information you have researched (I understand you do xyz. Given that, how do you ….”).Unless the prospect wants to have a more in-depth conversation, this is also a point to begin to exit your http://conversation.To exit, ALWAYS start by recapping what your customer just said – especially what is most important to them. Then, introduce a “next action” (something you are going to do next) but be very clear in describing what it is. Are you going to send them something? If so, what are you going to send them, how (email/mail) and when? If you are going to follow up with them, again be very specific about when (see “Scheduling Phone Appointments Instead of Playing Phone Tag” module).General TipsAsk lots of “open” questions – ask 2x’s more questions than they do.Don’t try to sell – just try to “get to know them”Be vulnerable: Be upfront that you don’t know them but you felt it was worthwhile to call to introduce yourself for “x” reason. Be clear on what “x” reason is before you call.Match their style: are they short and direct? Don’t talk about fluffy stuff. Are they social? Listen, share, and note. Do they ask lots of questions? Engage them.Show empathy: Show you understand what is truly happening in their business.Never close the call without a next actionthat you commit to facilitate, no matter how simple it may be. “I will call you soon”, is not a specific-enough next action.Remember, your main goal is to simply build some basic trust and rapport that you can build upon during your next call. Anything more than that is a bonus.

Opening StatementHi________ (state their name)?(Prospect: Yes.)(Your name)___________ here from _____________(Company name). Do you have a quick minute?Great! ________, I'm sure you are a busy and want to respect your time, so I'll be brief. The reason for my call is this. We specialize in (working with small business owners, salespeople, managers, etc.) so that you/they can:State Your Compelling Reason - (The End Result Of The Benefit You Offer)Well, Mr./Mrs... Smith, depending on what you are currently doing, I don't know whether you have a need or an interest in our services. But with your permission, I was hoping to ask you a few questions and see if there is anything we are doing that you could benefit from. Would you be comfortable spending just a few minutes with me if I stick to my timetable?Needs Analysis:If you could create the ideal solution for (XXX), what about your current product/service would you like to improve or change?If you could magically eliminate three of your biggest problems, headaches or stresses what would they be?How do these challenges affect you/your business (bottom line)?Summarize and Confirm:1. "For my own understanding, what you are truly saying is...(Recap what the prospect shared with you; their problems, challenges, and objectives.)Is that accurate/correct?2. Would it be safe to say that if there was a way for you to:Restate biggest obstacle. (Example: Overcome the challenge/obstacle/problem of..)Restate their most important goal or objective they shared with you.It would be worth exploring/discussing in more detail?3. Schedule Next Step:"Then lets get together for (state timeline. Ex: twenty minutes) to see if there's a fit. I will answer your questions, share with you several options as well as demonstrate how our product/service will specifically address your challenges/objectives. Mr./Mrs.________, do you have your calendar handy? What day would be good for you, towards the beginning or the end of the week?"Do mornings or afternoons work better for you?"Fantastic. I'm looking forward to meeting with you on ____at ____.(Confirm all decision makers.)Thanks. Have a great day!Hello, is __________ there?Hello, my name is _________, calling from _______________ How are you today? (Customer’s first name)I see that you filled out a survey form and expressed interest in a Hawaii vacation.Our company has just released our VIP Invitations for vacations to Hawaii and your name is on that list!I am calling to make sure you want to take advantage of this discounted Hawaii vacation offer. Mr/Ms_______________________what do you think?If you have pen and paper,I'll give you all my information so you can startplanning.Again,my name is ________ and this is through _____________________________.This Hawaii vacation package is for 4 days and 3 nights on Maui. Your airline will be _____________________________ . You will be staying at the Hotel__________________ for 4 days and 3 nights. If you need other airline arrangements we are a full service travel agency and we would be happy to search for another airline fare.I know that we do not pay your personal expenses or any taxes and no service fees are paid. The last time I went, I believe I paid not more than $25.00 and I paid that at the hotel check-in.I only have 11 vacation packages to Hawaii and I do have other calls to make to lucky people. Are you ready to buy this great vacation today?The cost is $698.00 for two adults and must be taken within 6 months from today. As long as both of you are over 21 years of age, you are on your way to sunny Hawaii!Do you have your credit card ready or do you need to discuss this with someone before you buy?I'm only offering this one package today so you would need to buy today, but then again, take up to 6 months before you run off for a fabulous vacation!Oh no, Ma'am, there are no hidden fees or charges. But now that you mention it, there is one thing that I would ask you to do. Once you get home, would you drop me a line and tell me what was the most exciting, the most beautiful or the most fun about this Hawaii vacation?Yes,you can enclose a snap shot if you would like.If you are ready to buy right now, I'm ready to take your credit card and get you are all set up.Yes, ma'am, please read the numbers on your card.I'll read that back to you.Now if you would verify your address I'll get your things into the mail.Wonderful! Now write down my name and phone number so I can answer any questions for you.My Ticket Registrations department might give you a call to verify the spelling on your name or some other detail, I hope that is not a bother for you.Okay, we are all set.I know you will enjoy that fabulous sun, sand and sea! Aloha!The scheme of the conversation will differ depending on many factors (with whom the conversation is conducted, how much the person is set up for communication, etc.).The most popular scenario looks like this:1)A small introductory welcome speech.2)Introducing yourself and your company.3) Information about the purpose of the call and offer.4)Questions.5)Competent answers to objections.6)Ending the conversation.Let’s take a closer look at each item from the scenario and figure out how to effectively apply it in practice.You: “Good morning <Customer Name>, I’m the Chief Editor of "Build for ages" magazine, my name is John. Our magazine is engaged in supporting young British construction companies . I am trying to fix an appointment with you to explain in detail what we are working on?”Customer: “ I have no time ”You: “ I'm calling to arrange an appointment only.The thing is that the topic of our next issue will be (///)? And we would like to invite you as an expert in this matter to participate in the section of (///)”Customer: “ There is no opportunity to meet” You: “ I understand you. With whom except for you can I talk about this issue? “Customer: “Only with me. I dont believe in advertising”You : ‘Honestly, many said so, until they had the opportunity to see the benefits they received from cooperation with our magazine”Сustomer: “Tell me more about it”You : “Of course. Let's meet on Wednesday at 3:00 pm “End the conversation and express your thanks for customer attention.First, don’t think of it as a fixed “script.” Think of it as a guide.That’s because an effective cold call is a conversation. If it’s just you (the telemarketer/teleprospector) talking 90% of the time, while the other person says, “Uh-huh,” “Hmm,” and “No, thanks,” then it’s NOT effective.Calls can go in many different ways, and you have to be flexible. You have to be ready for objections and nuances in the situation of each prospect.Here’s the basic, and (in my experience) most effective guide for structuring a cold call. (#1 and #5 are pretty much set in stone, but the middle depends on how the call goes.)1.Introduce yourself. “Good morning/afternoon/evening, my name is X, and I’m calling on behalf of Company X. We provide product/service for the people in area/region.” After that, the goal of the intro is to get on the good side of the prospect. What else should you say? Thank them for taking your call. Mention if you’ve had previous contact or transactions with them (that info should be in your company database, if you have Computer Telephony Integration software or similar tech).2.State your purpose. Whatever you’re offering, frame it in a way that reflects the needs/interests of your prospect.3.Ask and answer questions. Give them space to speak. If they say no, ask why. If they hesitate, ask them questions such as, “What do you think, are you on board with this?” Most large companies will equip callers with a list of the most common objections, and how to address them, so you can just customize your responses.4.Share the benefits. And (if necessary) features. This ties in with #3. Better to focus on benefits (how your product helps the customer) than on features (which often makes the caller sound too scripted and sales-y).5.Affirm commitments. Whatever you’ve gotten them to agree to (a demo, a meeting, a consultation), reaffirm it. Schedule specific days and times so you can follow up.Remember, while it’s important to know what to do, it’s also important to know what NOT to do.A good sales call structure that works for you is one that you have perfected over multiple calls; however, in my experience, they tend to follow some similar patterns:1.Research, research, researchNot really a part of the call itself, but it’s so important to the success of the call, that I felt it merited including here.There is nothing more important than preparation when it comes to making your interaction with a prospect successful. First and foremost, you have to know everything about your product - the ins and outs, facts and figures, what benefits its provides, what pain-points it addresses, use cases, case studies, etc. It’s important to also have a list outlining common concerns and your answers to them (more on this later). This should go without saying, but I have seen so many instances where a sales person stumbles on a product-question, and instantly, loses all credibility.After that, you need to know everything there is to know about your prospect. Dive in to the company, of course, but also in to the prospect you are emailing. Look through his social media, his personal website, etc., in order to fully flesh out your mental picture of him. Understand his pain points and the pain points of his company (the two aren’t necessarily the same), and connect it with your solution’s benefits.2.Briefly introduce yourselfNow that you’ve made the call, the first thing to do is make sure that you introduce yourself quickly and clearly. There’s no point in starting your pitch when the prospect has no idea who you are - he’s just going to stop you and have you restart, and you’ll have already annoyed him. A simple one-line statement stating your name and company, followed by making sure that it is a good time to speak, is usually good enough for this.3.Qualify the prospectAt this stage, your aim is to make sure that your research matches up. Ask as many questions as you can to try and understand what their current process is and what are the pain points he’s facing. Try to find out if there have been any changes in their situation, or if your information is outdated in any way. It’s best you find this out as soon as possible in order to be able to adjust your pitch accordingly.Here’s a pro-tip: there might be times when the prospect can’t clearly define his pain-points, and might say something vague, like “increasing revenue”. This is good for you, because you can then use your experience and your understanding of the industry to suggest tangible pain-points that would address those concerns (which should already be part of your research material) and ask them if that holds true for them. This not only helps the prospect understand the problem, but also sets up your solution very nicely.4.Wow them with your pitchYour pitch needs to be laser-focused and present a compelling benefit in one or two sentences. These benefits should be clearly targeted at achieving the objective of the call. This could be either a follow-up call, or a demonstration, or a meeting, or maybe even a close; the point is, you need to be clear about the objective, and your pitch should be designed to achieve that.Also, remember that concerns list? This is where it comes in handy. When discussing your solution, it’s very likely that the prospect will have some objections or concers. Truth be told, he could object at any point of time, but if you’re prepared with well-thought-out rebuttals, you can keep the conversation going. If the objections are related to your solution especially, remember to empathize first, then toss in the “but…”5.End with purposeBe sure to end the conversation with a specific plan of action: When can you call them back to follow up? Can we schedule a meeting? Can I help present it to your team? This will vary depending on who you’re speaking with, and what your objective is, but the aim is to get a clear understanding of what to do next, and when. Also, make sure to follow through - if it’s agreed that you’ll follow up on Wednesday, then make sure to follow up on Wednesday.Here’s another pro-tip for you: whenever we end a conversation with the prospect, we make sure to send them an email with some useful and interesting content that’s relevant to our solution using our platform, Paperflite. Why? Because when you use Paperflite, you can send multiple files without the deadweight of attachments, and track how the prospect engages with them.The content gets included as eye-catching thumbnails, boosting clickthroughs considerably. We can then track their interaction with the content in real-time to better understand how they’re thinking, and find out who they are re-sharing the content with. This helps us understand how to contextualize our follow-up conversation, as well as identify the other decision-makers and influencers involved in the process. This has allowed us, and our clients, speed up the sales cycle considerably, and helped our sales team be more effective in their efforts.The above outline should hopefully give you a good idea of how you can develop your own structure, and with practice, I’m sure you’ll be able to crack that perfect formula that works for you. All the best!Ever had the safe feeling of using sales scripts, which can support you throughout a cold call? There are plenty of them, and thousands of different structures you can use.But what if you could take a step back, lay down the often-sounding robotic voice that comes out when using a script? Imagine if there were an easy to use framework, which let you build a structure easily depending on the prospect.What is important when building a framework for yourself, is to have a couple key elements that will help you through each call. But remember, always involve them as you speak with them - they are people just like you.Introduction- Name and company, keep this short-Mention someone within the industry or a colleague, that you spoke to- if someone referred you, mention them aswell- Speak directly about the project/product or service you want to sell onWhy- Speak about the problem you are solving for them- Industry issues should be mentioned in this context- You their jargon, illustrate their problemWhat- What can you offer, that will help them- Set yourself in their positionQuestioning round: if you get this far and there is an actual conversation going, you can start involving them with questions. Specifically there is one type of questions that works very well.·Need QuestionsReason why they work so well, is that your prospect will be justifying why your product is good for them. In my case because I sell marketing products, I fmro questions like:oHow do you feel this theme will help you?oIs there any other way this could help you?oWould it help if this increased your ROI of marketing?oIs marketing important in terms of branding, or actually driving sales?·Furthermore you haveoProblem questionsoImplication questionsoSituation questions§Personally I have not measured these enough, to give you any good insight. But if you read Spin Selling by N. Rackham - he will give you great insight.If you are also interested in a 7-part free sales course, you can visit my blog: Sales and product development where you will also find other helpful articles.Hope all is wellBelow a simple cold call script structure:1.Raise curiosity (who is this? why should I care?)2.Give context (elevator pitch)3.Ask for permission to continue4.Ask questions. Learn about their needs. Define if they are a fit5.Test close: Price sensitivity, Timeline, etc6.Schedule next steps#1 Opening:Hi, my name is___________. I'm calling some startups in the area to find out if they are a good fit for our product/service/beta program.#2What we do in a sentence is we provide the companies with xyz.#3Does this in general sound interesting to you?#4Qualifying:● What is your current xyz process?● Who are your customers? How do you currently solve xyz?● Etc.#5Test Closing:● We would want to start in X weeks - does this work for you?● The beta program is heavily discounted. It’s going to be $X/day per.● What is the decision making process in your company?● Etc.#6Great. Sounds like this could be a good fit. Let me send you our brochure and schedule a time next week to discuss all your questions etc.What's the best email to send you information and the cal invite?What's a good time to chat next week?I find the following process works:1. Identify if you know the prospects pain point or problem - if so, use a specific benefit system.(GBS) General Benefit Statement or (SBS) Specific Benefit Statement:Stage 1: Address a market problem1. Introduction to yourself, company and reason for calling2. State a problem in the market that the end-user can identify with3. Explain how your product/service has a Feature/Advantage to alleviate that problem (using FAB – Feature, Advantage and Benefit)Stage 2: Provide a Net Benefit to the user forfurthering a Discovery Meeting1.Express in one sentence how this product/service is acomplete Benefita. Save Timeb. Mitigate Riskc. Save Money/Increase RevenuesStage 3: Convert to “Time Sales”1. Engage prospect with an open-ended question about “what is most important to them”2. Solve that problem with an example (net Benefit) from the product/service3. Make a “scheduling meeting in your area” statement – with exact dates and times4. Ask the user to “open is calendar to check availability”5. Close by stating is competitors/or himself “are/shouldarm themselves with the information to make the right/informed decision”.Stage 4: Schedule Meeting and send a follow-up email1. Confirm dates and times2. Send a meeting invite that will date stamp into the users calendar3. Send a follow-up email with materials and up-to Three (3) BANT Questions:BANT:B = BudgetA = AuthorityN = NeedT = TimelineDo you think you could just wing it? Well, I don’t!Honestly, cold calling is one aspect of sales that I dread the most. And, who will not be? Calling someone who does not know you always leave a gut feeling in the pit of my stomach. Aside from the fact that the recipient does not expect you, you have to weave a magic to keep them in the call for at least 10 seconds.All it takes is 10 seconds.I agree, 10 seconds goes by very swiftly. And it is a very critical 10 seconds where you have to grab the attention of your prospect. You should make a very strong impression enough that would carry you through the next level.That being said, “winging it” just won’t cut it. We have to be real, we have to be prepared. Before you pick up the phone, it would be easier if you do enough preparation. Arm yourself with information on your prospect, think about your positioning, prepare a winning script, and PRACTICE.Just like an award winning movie script, having a winning sales script can get you spotlighted and awarded a SALE. Here is what makes a good prospecting script:·Identify yourself immediatelyState your name and company or product you are associated with. By introducing yourself immediately people will think twice from hanging up on you. Your product or the name your company alone might pique their interest.·Communicate why you are callingGo direct to the point and tell your prospect the reason of your call. Be professional, avoid making small talks. Let them know the services and what value you could bring or why you think you could help them. Build a bridge, provide example of what you have done for other clients. This will help in opening the line and engaging them to talk about what they want.·Use your keywordsUsing correct words and phrases will give strength to your script. Use words or terms that are familiar to the prospect and are commonly used in his/her industry. Moreover, nothing beats power words to express courtesy and sincerity like “please”, “thank you”, or words that makes them feel that his or her opinions are highly regarded such as “you are right” and “good to know”.·Keep it shortDo not overtalk. Do not make your prospect feel that you are wasting their time. Be brief and straightforward as possible. Do not go into details, reserve that in your follow up call when your prospect already expressed an interest.·Say what you want and shut upAsk for what you want. State your desire to schedule a meeting or follow up call. Politely suggest a specified time and place that would be convenient for them. By giving them control, it increases your chance of getting that meeting or follow up call set up.·Practice makes perfectJust like how actors rehearsed to make their lines perfect, you should try practicing longer, preferably with colleagues, until it no longer sounds like a script. Practice until the words will come out naturally.Finally, it is important not to read the script verbatim. Have fun, let it flow just like what a normal conversation would be like. With a good script you have prepared, you should be able to say, What DREAD!Good luck!OpeningYou have 10 seconds to grab your lead’s attention. Identify yourself and your company, and convince them of a reason why they should care.“Hi [Lead Name], this is [Your Name] with [Company. The reason I am calling is we help sales teams in [Lead’s industry] avoid wasting hours talking with unqualified leads. I’d like to ask you a few quick questions to to identify if you are in a similar boat.”QualifyingThe goal here is to understand the lead’s situation so you can determine how your product/service can be of help.·"How do you currently handle [process]?"·“Who are your customers?”·“How does the decision process work with this sort of purchase?”……Closing (Call goal)Verify they don’t need anything more from you and ask directly for a time frame, so you know when to take your next steps.“Great. I will send you some content and will go ahead and schedule a time next week to answer in detail all your questions.·"Do you have time Tuesday or Thursday around 10 a.m. EST?"·"What’s the best email to send the calendar invite to?"Once your script is defined, it doesn’t end there. You need to test it out, evaluate the outcome, and optimize it until you get one that really works and maximizes your conversions.Extra: Here are some more script examples/templates that you can use at every stage of the buying journey.Good Calling!I'll cover some scripts, but I think it's also important to start with strategy and processes before moving to tactics.With that said, let’s dive right into the good stuff. In this post, we’re going to talk about magic words and phrases for cold calling, the power of non-verbals, scripts and frameworks along with examples, how to scientifically test scripts, the best method for coaching and improving, and finally the best tools and resources to help you become a cold calling pro.How to Have Quality Conversations Every TimeThe Power of Persuasion with Non-VerbalsThe moment you speak your first word, the prospect is making snap judgments about you. This is based on many delivery factors, such as the tone, speed, pitch, and volume, which is why you need to pay close attention to each.You can think of tone as the mood, such as happy, sad, fearful, etc. The tone that you want to aim for is casual and confident. I also recommend a tone that is slightly informal. However, it does not give you permission to be unprofessional or disrespectful. Speed is pretty straightforward, but the important thing to note is to slow down! Chances are you’re speaking much quicker than you think you are. If you’re still new to cold calling, the adrenaline will be pumping, which results in talking fast. Pitch is another tricky aspect. If your pitch is too high, you sound too bubbly, too low and you sound grumpy. Aim for right down the middle.Volume is also relatively straightforward. You only have to worry about it if friends and family are always telling you to speak up. If people tell you that you’re too loud, you’ve got nothing to worry about.The quick fix any of these vocal elements is to record your calls, pay attention to your voice, get feedback and adjust. I’m a huge fan of recording and listening to calls for many other reasons too, which we’ll touch on later.Another way to hone your non-verbals is to listen to professional speakers, late-night talk show hosts, and product pitchmen. If you want to learn how to control a conversation and captivate your audience, these people are the best at it. Speaking from the stage is incredibly difficult, so draw inspiration from Jim Rohn, Tony Robbins, and Zig Ziglar. And don’t forget some of the most popular TED talks. For unscripted brilliance, tune into Conan, Jimmy Fallon or Jimmy Kimmel. Lastly, you can learn immensely from product pitches, like Steve Jobs introducing the Mac, iPhone or iTunes.The Most Powerful Tool at Your DisposalAfter you hear what it is, do you promise not to skip this section? Ok, good. It’s… role-playing. Were you hoping I was going to leave this out? I know, nobody likes it, and as much as I hate it, I can’t deny it’s power. If you’re truly committed to becoming a better cold caller, it’s time to suck it up and do it!If you want to avoid role-playing embarrassment, here’s what you can do. Being by role playing with yourself. Think of any and every question, objection and circumstance that can arise, then prepare a response for each. Now, go over them in our head. Of course, you won’t be able to come up with every scenario because prospect can come up the most ridiculous objections, but this is one of the most valuable exercises you can do before cold calling.Next is one-on-one roleplay. Do this with a trusted colleague, friend, or your manager. Let them know that it’s your first time, and though you want to grow and be challenged, don’t go too hard on you yet.Now, the next step is the dreaded group role-play. The only way to get more comfortable at this is to do it. I encourage reps to get here as soon as possible. It’s the most uncomfortable, but also will offer the most growth. If you really want to take it to the next level, ask to roleplay with a “challenging prospect.” For whatever reason, people are more than happy to play the role of the challenging prospect.Immediately Before Your Power Hour/Time BlockBefore we get into the magic phrases, scripts and call frameworks, let’s prepare for the call. These are things you can do right now to get you the in the zone before your next cold calling power hour.Wake yourself up. Coffee. ‘Nuff said.Pump yourself up. There’s no better pick me up than your favorite song or album. Put your headphones and blast your get-up music for 5 to 10 minutes to get yourself in the zone.Push yourself up. I know reps who like to get their blood flowing with a few dozen push-ups at their desks. The extra adrenaline always helps.Lock yourself up. The new open office environment is great for collaboration but terrible for cold calls. There are few things worse than knowing all your colleagues are listening to your calls, especially if you’re new or they’re not salespeople. Having a conference room or dedicated call rooms alleviate pressure, letting you really focus on the call at hand.Magic Words and Phrases That Open the Door and Build TrustSo far, the tips in this guide have been on the theoretical, high-level and strategic side. Let’s get to some of the nitty-gritty details. In his book New Sales. Simplified., Mike Weinberg encourages incorporating 3 magic words into your calls: visit, fit, and value.·Visit: Stay casual and relatively informal. Which is more casual: “I’d like to visit with you” or “May we please set up an appointment”?·Fit: This word is non-threatening and demonstrates you’re not in it just to close a deal and make money. Say something along the lines of, “Let’s get together and see if we’d be a good fit to work together.”·Value: Ultimately, this is what a prospect is looking for: value. If you can prove the value, you’re golden. Execution could look like: “I’d love to see if we can bring some value to what you’re already doing…”If you can use all three together, it could be a home run: “John, I understand that you’re not currently in the market for a few outbound platform, but visit with me anyway. I promise you’ll get value and ideas from our time together, even if our product ends up not being a perfect fit.”Here are some other phrases I’ve picked up over the years. I don’t remember exactly where they can from (apologies to the original source), but they got me some great results.“I’m not sure if this is the right fit for you, but I’d love to see if we can help.” Use this after you’ve asked a few discovery questions. I love this phrase because it removes the sense of desperation that most salespeople give off. Furthermore, what people can’t have, they want more, which means they could even start selling you. Prospects“Based on what you’ve told me, the next steps is for us to set up another call so we can…” Again, this phrase comes into play after you’ve asked a few discovery questions. This implies to the prospect that this is an individualized process, and you’re not just pushing product on them. Much of the time, people want to be lead by others who know what they’re doing, and that’s what this verbiage implies.In a Cardone Zone podcast from late 2015, Grant offers some great phrases you can use after you deliver your value proposition. If your prospect doesn’t bite or shows hesitation, you can say:“Even if ½ of what I was telling you was true, would that be worth your time?”“What % of what I just shared with you do you believe?”A Cold Calling Framework From Jeb BlountI’ve referenced Jeb’s book Fanatical Prospecting a few times in part II, and here it is again because it’s that good. Prospects will only give you time if you offered them value, which could be emotional and/or logical value. Here’s Jeb’s framework along with an example of how I’ve adapted it to sell PersistIQ.1) Get their attention by using their name. Start off my saying “Hi, {{first name}},” in a warm and welcoming tone, then proceed directly to Step 2. Notice I didn’t say, “Hi, {{first name}}, how are you today?” or “how are you today?” because it gives your prospect a chance to jump in and disrupt your flow. Cold calls are all about taking control from the very start.2) Identify yourself. “My name is Brandon with PersistIQ.” This is pretty straightforward — you need to tell them who you are.3) Tell them why you’re calling. “The reason I’m calling is to get some time on your calendar.” Diving right in demonstrates that you’re a professional. Save the small talk for your follow-up calls after you’ve already built the relationship.4) Build a bridge. This statement connects the reason you’re calling with why they should care. “I just noticed on your site that you’re hiring 10 new sales reps this quarter. Several companies in the {{your prospect’s industry}} are already using PersistIQ to help their current sales development team double conversations started and meetings booked. They are also able to cut new rep ramp time in half.”5) Ask for what you want and shut up. “I thought the best place to start is to schedule a meeting to learn about your outbound sales challenges and goals. Do you have time Wednesday or Thursday afternoon around 10 a.m.?” Ultimately, our goal is to set meetings with prospects because we’re calling on a more targeted list. However, if you’re calling on a less qualified list, then your ask may be for a piece of information that qualifies the lead.This should last no longer than 20-30 seconds. Research reveals that the brain can only process and hold new chunks of info for only about 30 seconds or less. Don’t overwhelm prospects because once they get to that point, they’ll completely tune you out. Say what you need to say and no more, then make the ask.A Cold Calling Framework From Mike WeinbergAnother powerful and effective calling framework comes from Mike Weinberg in his book New Sales. Simplified. This is another book that I’ve referenced frequently so if you haven’t already, go buy it! Mike doesn’t explicitly break it out into six sections like this, but this is the way I think about it to make it a little easier to navigate and digest.1) Introduction. “Hi John, it’s Brandon with PersistIQ. Let me steal a minute.” The phrase “let me steal a minute” is powerful because it’s casual, conversational and different. Rather than asking how they’re doing or if you can have a minute of their time, “steal a minute” acknowledges that you’re interrupting, but does so in a subtle and human way.2) The set-up. “I head up sales development for the US.” Mike explains that the power of this phrase comes in what it will do for your own psyche. Don’t get caught up with your official title. Anyone and everyone can figure out a way to incorporate this because everyone is heading up something at their company.3) Power Statement. “Right now, a lot of sales reps and team managers rely on PersistIQ because they need to 10x their rep’s outbound activity and double their response rates. We’re helping a lot of SaaS companies like {{prospect company}} who are concerned with focusing on the right sales activities that will drive measurable results.”In his book, Mike dedicates an entire chapter to sharpening your sales story and crafting your power statements. It’s imperative that you take time and frame your sales story correctly. Think through who you’re talking to, what issues they’re facing, and why you’ve been able to successfully help other companies in the past.4) Stop. It’s going to be hard to resist the natural instinct to fill the silence, but you need to let the prospect process the information, then respond. Your prospect’s response will dictate your next move.5) Build a bridge. “I noticed on your site that you’re hiring for sales development reps. Our platform has helped countless reps 10x their productivity, which reduces the need for hiring so many new reps, saving your company money and resources.” If the prospect is willing to engage, begin the dialogue with a probing question or share relevant information you discovered on during your pre-call research.6) As for a meeting. Ask again. Ask once more. “Do you have 20 minutes later this week to see if this could be a good fit?” You must be ready to ask three times. Mike explains that prospects are automatically programmed to say no. Don’t take it personally, and don’t give up. You must remain persistent, keep the dialogue open, and ask again. If you don’t get a yes, continue probing and offering value. Once the prospect begins to open up, go for a third ask. Most sales reps will be extremely uncomfortable with this, but once you begin to see the results, you heed this advice every time.You’ll have to do some tweaking and testing, tooling and refining to get these frameworks dialed in for success. But once you do, it’ll become your game changer.The Best Tools, Technology, and Resources for Cold Calling SuccessThe beauty of the current sales landscape is that you have the power to quickly and easily test, measure and improve everything, even something that’s often considered antiquated, like cold calling. This means you can test different frameworks, talking points and approaches so you can become a cold calling pro.First off, you should be using the latest sales technology that allows you to manage all of your outbound sales activities, from calls to emails to social selling in once place. You should also be able to view your performance metrics and drill down to determine which scripts, personas, team members, etc. are performing best.With a robust platform in place, you can begin to A/B test different elements using a 5-step scientific approach. You must become a scientist to be a true modern sales pro. Here’s how you should be thinking about testing different scripts or elements within a script.1) Set Your Goals. For the best results, you’re going to need to be as methodical and scientific as possible.In other words, you need to make your goals SMART – Specific, Measurable, Actionable, Realistic, and Timely. For example, the goal “I want to set more meetings” isn’t a smart goal. Rather saying this would meet the criteria: “In the next three days, I want to increase my meetings set by 10% calling on my CXO segment by testing value proposition A versus value proposition B.”2) Define What You’re Testing. We’ll be using the concept of an A/B test, which essentially compares two things that have one difference (also called variant) between them to determine which performs better.Once you’ve set your goal, you need to define what you’re testing. Change only one element. For example, if you have two different value propositions you’re testing, keeping everything else the same. Don’t change the opening statement or the call to action.3) Test! Randomly split your list into two even groups and use value proposition A with one group and proposition B with the other group. Now call half of them4) Analyze and Make Sense of the Results. At the end of your specified time, crown a winner. If you’re properly logging all of your activities, simply go to your performance reports or dashboard to see the final numbers.5) Iterate and Refine.Always be testing and refining. If you’ve conclusively proven value proposition A beats value proposition B, then move on to testing other elements, like your opening statement or your call to action.When we’re looking at improving the performance of your cold calling efforts, it takes a methodical approach to effect real change. Investing time in scientifically testing your calling technique and messaging will pay off in the long run, but you have to start now. Data is a powerful and beautiful thing.Preparing an Opening Statement for your Introduction (Cold) Call will let you organize your thoughts and have a smooth flow when beginning the call. Over time, it will flow naturally.Here are the 5 components to your opening script:·Find the “bridge” – what is your point of connection.·Personal Introduction – including a greeting and the reason for your call·Company Introduction (Benefit Statement) – what does your company help increase or reduce and why would you be worth talking to·Qualify – are you talking to the right person? Is this company a good fit for you?·Transition – Add a transition to a question to generate dialogue.Let’s begin to break these components down.Find the “Bridge”Before picking up the phone, use online research, LinkedIn (or other sources) to find a common point of connection between you and the person you are about to call. The connection could be similar industry experience, people you both know (business or personal), competitors you have worked with? Etc… The stronger the connection, the faster your audience will trust you.Personal IntroductionLet’s start here. A simple little change we suggest is to say “Hello, it’s _________ calling from _________ ” instead of “Hello, my name is _________ and I am calling from __________ ”.While this may not appear to be a significant change, using this introduction can help put the prospect at ease since it’s more causal and almost appears as though you know him/her. The traditional introduction is very formal and immediately denotes to the receiver that you are a stranger which often leads to a defense response.From here, try use the “bridge” to find common ground quickly.Lastly, in terms of style, honesty is the best policy … so be up front in announcing you don’t formally know each other. They know that, you know that, so just say it. This approach quickly illustrates vulnerabilitythat often triggers people to be less defensive and more empathetic.Here are some examples:Example 1:“Hello, it’s Joe Smith from Focus America.Since we haven’t met before I wanted to call you to make a simple introduction. From what I have read, I understand your organization ______________ (state simply and concisely what you know about them) and based on that, I think our 2 companies may be a good fit because we help companies _________”.Example 2:“Hello, it’s Joe Smith from Focus America.The reason I am calling is because recently we have __________ (state a recent milestone or success your company has had that you feel would be important, relevant and relatable to them) and while I don’t know if you have a need for what we do, given you are/do __________ (state why you thought that the milestones or successes would be relevant/relatable to them – for example, they are in the same industry or use the same technology/equipment), I thought it was important enough to reach out to you to make an introduction”.Company Introduction (Benefit Statement)Most important: This is NOT a pitch. You are not trying to sell your products, services or solutions yet. You are trying to find a business connection, generate curiosity and drive a further conversation.Before you begin asking questions, give a quick snapshot of who you are by telling your contact what you do to help improve or reduce. This statement serves to pique your customer’s interest and desire to listen to more. Here are some tips:·Keep it brief. Nobody wants or has the time to listen to you go on and on about your company.·While your product/service would have dozens of benefits, select the (1) one benefit you feel will register/resonate with that prospect the most – not what you do. Tell them the “what” and the “why” – not the how. For example:“We help companies __________ ” OR “We save our clients __________ ”;“We increase productivity by __________ ”;“We are the largest company for and that means our customers enjoy __________ ”.·Be direct. People are busy. Most will appreciate a more direct approach.Example 1:”I know you get dozens of calls from companies like mine so I am sure you are wondering how are we different. We are different because __________ ”.Example 2: We specialize in working with companies to reduce their overall web design expenses while generating more traffic to their website.Example 3: The reason I am calling is that we may be able to help you cut down on your shipping expenses.The challenge most sales reps have however, is a lack of understanding of what benefits their product or service truly offer. Therefore, to uncover the benefit, start by answering the following questions:·What problems do your products/services solve for customers?·How do these products/services solve the problems?·What impacts/symptoms of these problems would your customers experience?·What result should your customer expect from your product/service as it pertains to their problems?·Why would a customer be better off with your product/service vs. the competitors?·Why would a potential customer not want your service?Before moving on to the third component (Qualify), you need to get them involved in the conversation now that you have introduced yourself, your company, and outlined what you can help them improve and/or reduce. The objective here is to tell them, in order to deliver the potential benefit, you need to get information.Example 1: I have a few ideas that I would like to discuss to see if this would be of any value to you and your company.Example 2: To determine this, I’d like to find out what you are using for…Remember: avoid questions like, “Is now a good time to talk?”QualifyThe next step is to qualify. This is an important step for both you and your prospect to ensure you don’t waste each other’s time.Qualify the Company: If you have not been able to get answers to your qualifiers via your research before you call, now is the time to ask your remaining qualifying questions to ensure this company is a fit for you.Example: For us at Focus, our criteria are:·B2B company·Preferably within the Greater Toronto Area·Owner operated·Between $2M-$30M in sales·Less than 10 people in sales·No one dedicated as the Sales Manager (often President or best sales person is assuming that responsibility as part of their role)REMEMBER: Need or interest at that moment is NOT a qualifier.Qualify the Person: To find out if they are the right person, simply ask them … “what role they play in making decisions regarding your product/service?”. You can also ask them “how are decisions made in their organization regarding your product/service?”.NOTE: Avoid asking them if they are the decision maker. It will often result in a defensive response (see Questioning Skills module).Transition Questions and Next ActionIf you have done your introductions and qualification well, the transition will feel very natural. During this phase, you are simply trying to learn more about them by asking lots of open-ended questions about their current business situation as it pertains to the relevance/appropriateness of your products/services (see the Questioning Skills module on page 34 for more information on Open Questions). Again, leverage off of any information you have researched (I understand you do xyz. Given that, how do you ….”).Unless the prospect wants to have a more in-depth conversation, this is also a point to begin to exit your http://conversation.To exit, ALWAYS start by recapping what your customer just said – especially what is most important to them. Then, introduce a “next action” (something you are going to do next) but be very clear in describing what it is. Are you going to send them something? If so, what are you going to send them, how (email/mail) and when? If you are going to follow up with them, again be very specific about when (see “Scheduling Phone Appointments Instead of Playing Phone Tag” module).General TipsAsk lots of “open” questions – ask 2x’s more questions than they do.Don’t try to sell – just try to “get to know them”Be vulnerable: Be upfront that you don’t know them but you felt it was worthwhile to call to introduce yourself for “x” reason. Be clear on what “x” reason is before you call.Match their style: are they short and direct? Don’t talk about fluffy stuff. Are they social? Listen, share, and note. Do they ask lots of questions? Engage them.Show empathy: Show you understand what is truly happening in their business.Never close the call without a next actionthat you commit to facilitate, no matter how simple it may be. “I will call you soon”, is not a specific-enough next action.Remember, your main goal is to simply build some basic trust and rapport that you can build upon during your next call. Anything more than that is a bonus.

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Check out 2020 Panel.A friend does this at his local mall. He only makes a little side money doing the focus groups, but it pays for a babysitter and a night out occasionally.15. Rate pizzasMany companies pay you for rating local pizza shops. You just have to rate the place on the quality of their pizza and note their delivery time. For this, you can get a free pizza, plus $5. Just register on Trendsource and get started.16. Review stuffWrite a review and earn anything between $1 and $50 per review according to the requirement. Yelp can give you some special invites.17. Change your search engineDo you use Google or Yahoo to search for something on the net? Now, leave them behind and opt for the Bing search engine.Conduct your regular searches on Bing, make it your default search engine, and earn credits that can be redeemed for gift cards. You can earn as much as $5 to $10 per month. Tip: Just stay signed-in, when you perform a search.Another option is Nielsen Digital Voice. Digital Voice is a part of Nielsen – the big company that publishes T.V. ratings. Just surf the web and you may be able to start earning money.Free Access to Scott's BEST MoneyBe More. Earn More. Save More. Thrive More. Join my list to have a rich life now.GET ACCESS!18. Data entryUse your accurate and quick typing skills to enter information. Go through Craigslist or Upwork and find data entry and administrative jobs for yourself. These jobs can be easily done through telecommuting.19. Work for AmazonPick micro tasks from Amazon Mechanical Turk. These are services that require human interaction. You can work from home, flexible hours and get paid by one of the world’s largest retailers.Here are some examples of tasks workers have completed:Select the correct spelling for these search termsIs this website suitable for a general audience?Find the item number for the product in this imageRate the search results for these keywordsAre these two products the same?Choose the appropriate category for productsCategorize the tone of this articleTranslate a paragraph from English to FrenchZero Down Your Debt. Click play to find out how:Scott is brilliant with finances and has the technical skills and experience to get his extremely helpful advice out to all. He is a generous soul wishing to pass along his good fortune to others in the form of what one can do for one’s self in the murky world of finances.”– A. MarieThe Scott Alan Turner Podcast: Subscribe now on Apple Podcasts / Google Play20. Online travel agentDo you explore travel websites like Expedia in your free time? Then, do it for a commission by offering your services as an alternative to travel agencies. Start at Wikihow for tips to get started.21. Associate marketingIf you already have a blog on something that interests you, turn it into a money maker.Join an associate network like Amazon Affiliate or Google AdSense, choose products to promote, and advertise them on your content site. Whenever someone reads your blog or article, you get paid.22. Sell lesson plansHave a soft corner for academic study? Sell your lesson plans, especially to new teachers or first-year teachers.Teachers Pay Teachers is a market of educators, where you can sell and share your teaching resources.23. Play online gamesAre you an arcade or a poker champion? Play some of your favorite puzzle or card games at InboxDollars. It is fun, plus you can play for free as well as compete for rewards.24. Take part in an online focus groupParticipate in an online focus group like ProOpinion and get paid through a check, gift card, or PayPal deposit.25. Examine search enginesAt Leapforce, you can evaluate search engines by conducting researches on predefined queries, analyzing them, and providing feedback for search engine results by their usage and relevance.Free Access to Scott's BEST MoneyBe More. Earn More. Save More. Thrive More. Join my list to have a rich life now.GET ACCESS!99 Minute Millionaire. A MUST HAVE:My best-selling book 99 Minute Millionaire is available as a FREE audiobook for a limited time. 200+ 5-Star reviews on Amazon. Just follow me on Instagram and I'll DM you the link.GET FREE ACCESSIf you’re ready to take your finances to a whole new level, make sure you subscribe to my podcast.26. Maintain fan pagesFan pages on Twitter or Facebook require people to connect with them. Log on to Fiverr and get jobs for maintaining social pages.The Simple Math of How The Rich Get Richer. Click play to listen:I am so glad I stumbled across the Financial Rock Star! The advice is personal, fun, encouraging, awesome, and will guide you to smart decisions and financial freedom! Top Notch show and Rockstar host!”– Joel L.The Scott Alan Turner Podcast: Subscribe now on Apple Podcasts / Google Play27. Fix Google’s mistakesSites like Google, Yahoo, Bing, etc. pay you for fixing their search results. You just have to mend the errors of the search engine results and make them qualitative, relevant, and useful. Doing this you can earn around $12 per hour.LeapforceLionBridgeAppen28. Online jurorDo you love Law and Order? Ever wanted to sit in a courtroom and decide if someone is innocent or guilty?eJury provides an attorney the opportunity to “pre-try” the case before it goes to trial in front of an actual jury at the courthouse.eJurors review facts and answer the questions, and click a “Submit Verdict” button upon completion.For each verdict rendered, eJurors are paid $5 – $10 depending on the length of the case. You certainly won’t get rich serving as an eJuror, but just one case a week would probably pay for your Internet access.Become a Millionaire on $30,000 a Year. Click play to find out how:LOVE Scott’s energy! Business/money can be a pretty dry and boring topic depending on who’s doing the talking and that is definitely not the case with Scott. Keeps me engaged and motivated. Also, what an awesome ‘radio’ voice. Highly recommend!”– Britany FelixThe Scott Alan Turner Podcast: Subscribe now on Apple Podcasts / Google PlayBe a caregiver29. Pet sittingDo you adore pets? Go for pet sitting at your place. Make sure your house can accommodate numerous pets.Websites like Care.com brings together pet sitters and people looking for pet care. Remember to quote your rates wisely.30. At-home daycareIf you are home with your children, why not start an at home daycare.They are highly sought out in our area of Dallas because people like that they are close and that there are much fewer children involved that a more corporate daycare.You will need to get a certification from your state, but you can make big bucks caring for children while getting to spend the day with your children as well.Get Creative31. CalligraphyDo hand lettering for invitation cards, wedding cards, and other stationery. Use your favorite font combinations and start off with your calligraphy adventure. Look at the Etsy Calligraphy section.32. TranscriptionistEven if you don’t like your writing skills or have a programming talent, you can still do freelance transcription. Transcribing is detailed work, but luckily you can do it any time of night or day. Check the same sites listed above.33. CookA college friend makes the most beautiful cookies and finds events to sell them all year long – birthdays, holidays, football parties, the list is endless.Some people love to cook and bake. If this is you, consider running a catering business from your kitchen. Bake cakes or cookies for birthday parties, dinners, or other events.Make sure to abide by the food safety laws and have fun.There are many moms who don’t have time to make homemade food for bake sales and parties and families who want a holiday feast without the trouble.34. Start a side businessBecome an online personal stylist or the many other options to start something on the side. It will take effort, but there are many different routes you can go.You can work with an existing company, like Avon, Jamberry, and Stitch Fix, which will help you get started. Or find a need in your community that might need addressing. Do local companies need your accounting skills?Rent your things35. Rent your parking spaceIf you don’t use your parking spot during your working hours, consider renting it out on Craigslist.36. Rent your automobileNot using your car while on a trip or weekend? Rent it out. RelayRides and GetAround will assist you in this while paying you on a per hour basis.37. Rent your clothes onlineIf you have a closet full of clothes that you haven’t worn in a long time, rent them out. Sites like RentNotBuy and Loanables make this possible.If they don’t fit anymore or not fitting your current lifestyle include them in the garage sale or selling online mentioned above.38. Rent your bike, cycle, snowsports, or any other gearWhen not in use, rent out your favorite equipment. You can use Spinlister to rent your sports gear.39. Rent out your studio space, music instrumentsIs your guitar lying in the corner of your room, without any daily usage? Make money by renting it on Sparkplug. You can do this for other your music instruments also, like amps, mics, harps, or your rehearsal room or studio.It’s Never Too Late To Get Started. Click play to get inspired:I live overseas and often find the programs available for planning and budgeting just do not make sense to me. The guidance that Scott provides can be applied to any household regardless of where in the world you live.”– Parenting AbroadThe Scott Alan Turner Podcast: Subscribe now on Apple Podcasts / Google PlayMake money from stuff you already ownMaking money is a hobby that will complement any other hobbies you have, beautifully. – Scott Alexander40. Tidy upYou probably have much more stuff than you realize. According to The National Association of Homebuilders, the average house size in 1973 was 1,644 square feet. That grew to 2,624 square feet in 2014. Clean the dust, sort out your storage closet, and put up a garage sale.If you are overwhelmed with “stuff” in your house, check out a great book called, The Life-Changing Magic of Tidying Up. The book is about changing your perceptions of your things so you can keep what is really important and get rid of what is not.41. Sell your antiquesDid you collect things when you were younger or have items that fit your last home but don’t fit your new one? Get out all your collectibles and sell them off. If some are antiques or collectibles, make sure to get them appraised. Otherwise, you may sell some rare items at low prices.Sadly my long kept collection of Star Wars and X-Files trading cards were only selling for a few cents on eBay, so I decided just to keep them for the memories.42. Flea market tossing or flippingIf you have a crafty side, put it to good use. Visit the nearest flea market, Craigslist, or Freecycle.org and buy some interesting items, restore them, add your special touch, and resell them for a profit.Think about refinishing tables or converting old plates into art. Turn trash into treasure.If you need ideas, check out Pinterest. It has a world of ideas, and you’d be surprised how much people will pay for a custom baby nursery lamp or a re-stained bar from the 70s.If you enjoy this type of work, consider starting an Etsy store. One of my wife’s friends felt staying home with her two boys was great, but she missed having an artistic outlet. She researched what was popular on Etsy and started making artistic versions of people’s photos. It only took a few months for her shop to become as busy.43. Sell your cell phoneWhether a new model or an old one, you can sell your cell phone. You can go for Amazon that gives gift cards for working iPhones, or websites like Decluttr that give you cash for that old phone.44. Return printer cartridgesHand in your empty printer cartridges to office supply stores like Office Depot, Staples, etc. for free credits.45. Sell your old snapshotsDo you have some random pictures lying somewhere or taking computer space? Sell them on stock photo sites like Shutterstock.Such websites purchase photos from anyone. Even if you feel that the images are not worth selling, just give it a try. Very often, the most neglected pictures of everyday objects do the trick, like a simple pen and paper.46. Bed and breakfast or AirBnBYou already have a place to live. If you live near a college campus with visiting parents or near music or sports venues, consider starting a little bed and breakfast.If that seems too hard, check out sites like AirBnB, which help you rent safely and ensure you get paid. I used this service when traveling in Switzerland with a friend and can confirm it is a great service.Sign up with my link and you’ll get $35 off your first booking!47. Sell onlineA garage sale might not be your style, or maybe you only have a few really nice things you want to sell. Consider selling on Ebay, Craigslist, and Facebook groups.My wife sold some Kate Spade purses that she no longer used and made much more by using Ebay than trying to sell locally. She started by asking a very low price for the purses and the bidding drove the price up much higher than she expected.48. Open a bank accountA simple Google search for banks giving bonuses for opening accounts returns a list of current offers. Be careful to read the requirements, but if you have time, you can make a few hundred dollars.49. Sell your booksCheck out this recent story from frugal living expert Lauren Greutman:My 10-year-old son brought home a book from our park’s free library box. It was a biology textbook – teachers edition. He said it looked interesting and hey, it was free (having no idea you could sell it). I scanned it in my Amazon seller app and realized it was worth around $150. He was so excited. We listed it for sale for $130 and it sold! Going to tell him, he just made $130!My father-in-law did this with his old seminary books. I couldn’t believe that books 30 years old were still worth so much!Even regular books can earn you money. Stores like Half Priced Books and others will give you cents to dollars for each of your current books. It saves space on your shelves for something new, and you earn a few bucks.But if you want the most cash for your books, check out getting rid of your old books using BookScouter.Enter the ISBN of your book into BookScouterBookScouter searches their database for the highest paying book buyback companies.Once you find the company offering you the most money for your books, you fill out some informationShip off your book, and get paid! Most companies offer pre-paid shipping labels which saves you time from having to print shipping or go to the post office. It’s super easy!The Unknown Millionaire. Click play to hear his story:Scott ROCKS ON this podcast with his upbeat personality and his advice. He provides a lot of good information to improve our finances, from basic steps to more advanced. His website is also full of great information! Thank you Scott!”– JessThe Scott Alan Turner Podcast: Subscribe now on Apple Podcasts / Google Play50. Shop online and earn cash backSites like Rakuten pay you back when you shop at their store. This can mean discounts for you or simple cash back deals.51. Buy groceries and get rebatesMany rebate apps like Ibotta offer cash rebates on grocery store purchases. You just have to take a picture of your grocery receipt with your phone, and you can even buy groceries from your regular grocery store.