CHAPTER 31: CALL CUSTOMERS WHO ARE HOUSE ACCOUNTS AND RARELY HEAR FROM YOUR COMPANY
ABOUT THIS GROUP OF CUSTOMERS
WHY CALL THEM?
YOUR SCRIPT: WHAT TO SAY TO CUSTOMERS WHO ARE HOUSE ACCOUNTS
CHAPTER 32: CALL PROSPECTS YOU'VE TALKED TO BUT WHO NEVER BOUGHT FROM YOU
ABOUT THIS GROUP OF CUSTOMERS
WHY CALL THEM?
YOUR SCRIPT: WHAT TO SAY TO PROSPECTS YOU'VE PREVIOUSLY TALKED TO
9 PART FIVE: COLD CALLS: CALLING PEOPLE YOU DON'T KNOW … YET CHAPTER 33: AN IMPORTANT NOTE ON COLD CALLING CHAPTER 34: THE BENEFITS OF CALLING PEOPLE YOU DON'T KNOW … YET PROSPECTS DON'T KNOW YOU ONLY ONCE: AT THE BEGINNING OF THE FIRST CALL CALLING PEOPLE YOU DON'T KNOW QUICKLY BUILDS THE LIST OF PEOPLE YOU KNOW YOU'RE FILLING YOUR PIPELINE AND INCREASING YOUR OPPORTUNITIES MORE PEOPLE WILL GET TO BE HELPED BY YOU CHAPTER 35: THERE ARE NO COLD CALLS, SO STOP THINKING ABOUT THEM THAT WAY PERSONAL AREAS IN COMMON PANDEMIC AREAS IN COMMON BUSINESS AREAS IN COMMON YOU HAVE ALL THIS IN COMMON – SO PLEASE STOP THINKING ABOUT THEM AS COLD CALLS CHAPTER 36: HOW TO FIND PROSPECTS YOU DON'T KNOW YET ASK YOUR CURRENT CUSTOMERS WHO ELSE BUYS WHAT YOU SELL ASK YOUR CURRENT CUSTOMERS FOR REFERRALS OUTSIDE THEIR COMPANY ASK KEY CONNECTORS FOR REFERRALS MINE YOUR COMPANY'S PAST CUSTOMERS CALL PROSPECTS YOU SIMPLY KNOW ARE BUYING ELSEWHERE NOW IF YOU NEED EVEN MORE, GO TO LINKEDIN CHAPTER 37: SCRIPTS FOR QUICKLY WARMING UP COLD CALLS YOUR SCRIPT: WHAT TO SAY TO PROSPECTS YOU DON'T KNOW (REMEMBER, THESE AREN'T COLD CALLS, BUT RELATIONSHIP CALLS OR HELPING CALLS) CHAPTER 38: LET'S FOCUS ON WHAT WE CAN CONTROL
12 INDEX
Guide
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