How To Eliminate Cold Calls Forever

Everyone hates calling strangers and asking for money.

So don’t do it.

That’s what cold calling really is. You’re calling up someone you don’t know and asking them to do business with you.

They don’t know you.

They don’t like you.

They don’t trust you.

Yet there you are. Asking them for money.

Stop that.

There is a better way.

It is part of the Valtimax Selling System. It’s called the two-step sales process.

Step one is to build credibility by educating an audience filled with your ideal clients. You do this by delivering a speech or writing an article (or a dozen other ways) and offering some type of educational material to those who are interested.

Step two is to follow-up afterward with a telephone call. But that call is welcomed because the person on the receiving end knows you, likes you, and trusts you.

Here is the transcript to this episode of Four Minute Fixation:

How To Eliminate Cold Calls Forever

Are you ready to say goodbye to cold calls? If you are, come with me.

Everyone hates cold calling, so we’re going to focus on how you can eliminate cold calling once and for all forever and ever.

We’re going to focus on that today and we’re going to do it using a strategy called the two-step.

Not that two-step.

No, no, no. The two-step sales process. That’s right, the two-step sales process. What is the two-step sales process?

Here it is.

In the first step, you get people interested in what you have to offer. You get them interested. You get them focused on you. You get them paying attention as an expert and then you show them how you can add value to their business, how you can add value to their life.

Step one, get them interested.

Step two, show them how you can add value to their business and show them how you can add value to their life.

Here’s how it works.

You set yourself up with a speaking engagement or you invite people who are perspective clients to a breakfast event or a lunch event where you are the featured speaker. Once you get up on stage and you speak, you educate them on the industry. You educate them on trends that are shaping the industry and you help them see the need for people who do what you do.

You’re not talking about your specific services. You’re talking about industry trends. You’re an industry expert. You’re helping them see what’s going on in the industry and in the particular market in which you operate.

On a macro level, very broad, you’re talking about industry trends.

On a mid level, you’re talking about things that are shaping the world that you operate in.

Then on a micro level, you’re talking about things that are going on in your specific geography, in your world and in the industry.

You’re presenting yourself as an expert and you’re doing this at a speaking engagement. You’re doing this at an event, like a breakfast that you invite people to, or you’re doing it at a lunch that you invite people to or you might even be doing it in an article that you’re writing. Once you’ve gotten people to pay attention by educating them as an industry expert, then you make them an offer.

You offer them something for free. Absolutely free, no charge. You offer them something that will continue their education process, but it also shows you who’s raising their hand and saying, “You know what, I’d like to hear a little bit more from you. You my friend may have something for me.”

The question becomes what can you possibly offer people. I’ll give you 3 things that you can offer folks.

First thing you can offer them is you can offer them an audio program, an audio CD.

I know, I know. CDs are thing of the past. Everybody listens to music on their phones. Listen my friends; you have to offer them something that’s a physical product. Got to offer them a physical product.

Why?

Because you want to get their name. You want to get their address, their physical address and you want to get their contact information, their phone number and their email. The thing that allows you to do that is something physical that has a higher perceived value. You can offer them an audio CD. This can be an educational program that you’ve recorded. Like this, you can record an audio program on a CD. They can listen to it in their car. It’s fantastic.

Or you can offer them a DVD of a video that you made that’s just like this. CDs and DVDs, fantastic. Absolutely fantastic giveaway offers.

You can also offer them a book that you’ve written. Now I know that you’re thinking to yourself well I really haven’t written a book, I don’t know how to write a book, I’m not planning on writing a book.

If you haven’t written a book, you can offer them a book that you like that makes the point that you’re trying to make. It doesn’t have to be a book you’ve written. It can be a book that someone else has written, but you’re going to give them a copy of it for free. Books are fantastic giveaway items.

You can give away a special report. It doesn’t take a lot to write a special report. You can sit down and write a special report that highlights the thing that you talked about in your speech, the thing that you wrote about in your article. Special reports are fantastic giveaways and people will opt-in to receive them all day long, so give away a special report.

Okay, CDs, books, special reports, how do you give them away?

At the end of your speech or at the end of an article that you’ve written that gets published in a newsletter or that you send out to people. At the end of the speech or the article, you say to folks, “Listen this is a huge topic. I can’t cover everything in one speech or in one article, but I’ve written this free report and you can get it by giving me your name, your address, your email and your telephone number. Pass me your business card right now and I’ll be happy to send you my free report titled 5 things you need to know about blah, blah, blah, blah, blah, blah.”

You can do the same thing with a book. “I’m happy to send you a copy of my book if you pass your business card to the center aisle right now.

This is my gift to you for inviting me here to speak today. I’ll be happy to send you my audio program, which covers the 5 things you need to know about this that and the other thing. All you have to do is pass your business card to the center aisle and you’ll get a copy of my CD.”

Now all of this is very easy to do and it allows you to get contact names from people.

If you speak to an audience of 100 people, you can expect that you will get at least 50 contacts. From those 50 contacts, you can subscribe them to your email list where they’ll get an email from you every week. Perhaps as an educational email and it includes sales content, or you can invite them to another event where you’ll sell stuff to them or you can make a phone call.

“Hello, hello.” Make a quick phone call and say, “Hey, it’s Dave and I’m calling to see how you like the content that I sent you. I’m also calling to see if you have any questions. Got any questions for me?”

While you’re asking them if they have any questions, you can be developing a relationship that will lead to sales in the long run.

Remember, don’t cold call. No need to cold call. Make a speech, write an article, and host an event. At that event, offer to give something away.

Giveaways you can call them bribes if you want. I have a friend who calls it chum. He’s throwing chum into the water to attract the fish. All of these things, all of these names are simply ways for you to do the two-step.

No, not that two-step. The two-step sales process.

Two-step sales process helps you eliminate cold calling forever.

I’m Dave Lorenzo. This has been the 4-minute fixation and today we are fixated on eliminating cold calling and as always, we’re fixated on helping you make a great living and live a great life ®.

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