Initial B2B Cold Calls
What are the best days of the week to make cold calls?
Wednesday, followed by Thursday
What is the first step in a B2B Initial Meeting?
Exchanging pleasentries
Free 100 points
Free points - congrats!
What are the other sports teams in the Detroit Market?
Lions, Red Wings, Tigers
What is the overall team goal for 23-24?
$60 million
What are the 2 best times of the day to make Cold Calls?
4pm - 5pm
11am - 12pm
Short question = what kind of answer?
long answer
Which word should you use multiple times when talking to the gatekeeper?
Please
What is the value of the starter F&B package at the Pistons included with suite rentals?
$900
What are the payment plan dates?
March 30
May 1
June 1
July 3
August 1
September 1
October 2
November 1
What is the most valuable thing you can do in your cold call intro to a CEO?
Ask the CEO for permission to speak.
This puts the CEO in a position of power, which they are used to in their day to day.
What are the 3 parts of the "Why Talk Statement"?
1. Purpose of the Meeting
2. Key Points (Them, Us, We, Next Steps)
3. Proceed
Who are some gatekeepers at the Pistons?
Anyone answering the GL, Justin, Micaela
Which team has a per person suite F&B package? (example $100 each)
Detroit Lions
What is the rule of thirds in regards to leads?
1/3 - will buy right now (layups), GL, interest forms
1/3 - will never buy
1/3 - persuadable
What is the first thing you have to sell?
TIME!
What are the 2 most important words to use throughout a B2B meeting?
"our" and "we"
Name 2 out of the 4 buzz words to consider when getting past the gatekeeper?
Grow revenue
Reduce turnover
Increase morale
Compliment recruiting efforts
How much F&B credit is included in a suite rental for the Detroit Tigers?
$300
Name 3 different objection techniques...
Isolating the objection
Cushion, Comment, Question
On a scale of 1-5
Doubling Down
Ranking objections/importance of items
When is the best time to make the most important calls?
5 minutes before the hour because people end meetings early.
Provide and example of an "Attention Getter" question you can use on an initial meeting?
How much time is too much time?
Before we begin, what got you to take the meeting today?
What are you hoping to get out of today's meeting?
What are the 3 questions every gatekeeper wants to know?
Who are you?
What company are you with?
What is this regarding?
Make sure to answer 2 of those questions upfront so they don't have to ask.
How many suites are available for rental for the Detroit Red Wings and what type of F&B is included?
4 suites, no F&B included
How many "free games" will someone get by buying a season memberships vs. buying every game on the secondary market in Lower Center Sideline (MCC Club) Rows 1-5?
15 free games