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But then he saw her on the platform with all her rich auburn hair and her blue eyes and all her effervescent laughter. And he got back on the outbound train. Of course, he didn’t quite know himself why he was doing it. He had never been spontaneous before in his life. But when he saw her it was as if something malfunctioned.

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Primary Bucket 4 activities: Confirming any appointments scheduled 1 or more weeks out, during the week the appointment is due. Confirming all appointments within 12-24 hours via email. Calling to confirm 2-3 hours before the scheduled time if the prospect doesn’t respond to final email confirmation. If your prospect misses the appointment, they go back to Bucket 3 until their appointment is rescheduled.

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What should a cold call sound like?* Reach prospect: Hi, is [First Name] in? Introduction:** Hi [First Name], this is [Name] at [Company], how are you doing? Permission: I called to see if what we do for [Problem] can benefit your team. Did I catch you with two minutes? Value proposition: We help [Buyer persona] who [Problem] by [Solution]. In fact, [Customer success story]. Question + leading statement: I’ve seen a lot of [Buyer persona] who are dealing with [specific facet of problem]. How are you addressing that today? Qualify for interest + fit: [This is the part you cannot script - you have to know what makes a qualified buyer and really listen to their answers.] Ask for the appointment: Well, you’ve been kind to give me a few minutes today and it sounds like there’s reason to continue the conversation. Do you have time this coming [Day] or [Day] that we can get into more detail and determine if there’s a mutual fit? *This structure demonstrates how a call can go if the prospect has no objections. It’s best to also script effective responses to common objections. **There is an entire school of thought around using uncommon conversation starters to take the prospect out of his or her standard reaction to cold calls. This strategy is smart and merits testing once you’re ready to focus on improving your call effectiveness.

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