<aside> <img src="https://prod-files-secure.s3.us-west-2.amazonaws.com/66cbc39f-d7d3-451e-b329-649a4c99e027/03c12fbc-a5fe-4975-9426-df72d976d554/IMG_58402.jpeg" alt="https://prod-files-secure.s3.us-west-2.amazonaws.com/66cbc39f-d7d3-451e-b329-649a4c99e027/03c12fbc-a5fe-4975-9426-df72d976d554/IMG_58402.jpeg" width="40px" /> In this video, I explain the 3-point value framework that I have used in more than 2,500 cold calls, averaging a 5% call-to-booked meeting conversion rate.
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<aside> ⬇️ If you’d prefer to skip the video, check out the framework and examples broken down below.
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Three Value Hook Framework.mp4
Pick the top three things your prospects want solved, that you help with.
<aside> 💡 Example
My top three things/pain points:
Now take the three challenges you solve and use your customers industry language or a nuanced insight.
<aside> 💡 Example using trade/service industry companies
My top three pain points using indsutry jargon and experience:
This will show your understanding of their market and build trust as someone in their space.
Move into script format. ⤵️
<aside> 🗣️ “We help [company type] with [pain points one, two and three]”
Pause
Is this something you are interested in or currently exploring?”
Wait and pause for yes or no response
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Introduce yourself as a caller and ask for the right/permission to sell:
<aside> 🗣️ “Hi [name], Sean here from [Company X], how are you today?”
Response
“Thats great, do you have a few minutes to talk?” Response
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Transition into what you want to say:
<aside> 🗣️ ”Awesome, I am calling from [Company X], we help [Company type] drive [list the 3 pain points with industry jargon and experience].
Is this something you are interested in or currently exploring?”
Wait and pause
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