Networking For Sales Success

How Cold Calling, Networking, and Marketing Will Help Your Business Succeed

3-29-2016

Presented By: Ajax Union

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Joe ApfelbaumCEO: Ajax Union

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Cold Calling

Networking

Marketing

What We Will Discuss

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PreparationMake a List!

For Example:Must make 10 million in

revenue annuallyIn the Tristate AreaIn the Healthcare or Technology

FieldLooking to Grow

Cold Calling

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Does Cold Calling Still Work?

Cold Calling Strategies

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● Mindset● Roleplay/Strategy● Document Objections/Rebuttals● Build Relationships● Follow-Up

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Mindset● Abundance - “There is always another

person.” (find the balance;don’t get lazy)

● Intent - “I will help this person, even if that

means not selling to them.”

● Detached - “It’s ok if I lose this sale, it’s not

the end of the world.”

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“Before anything else, Preparation is the key to Success.”-Alexander Graham Bell

● What’s the specific goal of this action/event?

● Spend time doing research on the

company/client, event, locale, whatever.

● Use that information to personalize your cold

call script

Roleplay/Strategy

Document Objections

When you receive an objection, write it down.● Keep track of all of them and make note of

the one’s you receive the most frequently● When you’ve gathered that data, figure out a

response to those objections in order to turn that “no” to a “yes”

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Build Relationships

Are you naturally good at building a relationship?

Focus on their needs instead of trying to secure a sale

Speak to them as if you would speak to a real person that you want to get to know.

Let the conversation evolve naturally.

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Strategies to Networking

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● Be Prepared● Be Willing to Give● Effective Listening● Invite People to Join You To Events● Have Fun!

Give

What’s in it for me?

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Effective ListeningHearing VS Listening Listening = FocusPaying attention not only to the story,

but how it is told and the use of language and voice.

Invite Them to Events

Recent Google Seminar for CEO’s in NYC3/22/2016

Have Fun!

Strategies of Marketing

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● Set Goals/Budget● Communication Method● Call To Action● Change/Measure● Evolve

Set Goals/Budget

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Communication Method

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Call to Action

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● Ask people to do something.

● Engage your prospects.

● Convert

Measure

Test

Marketing is about testing!

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#AjaxUnionSeminar

Cold Calling

Networking

Marketing

Recap

Thank you! #AjaxUnionSeminar