Training-Swartz Method

Since 2003 I have never set under 100 meetings a month due to my own self taught techniques. I offer a training class 1 on 1 or up to 4 at once on a training, it is a 90 minute phone training where I go over all of my methods, I can help you or your team go from limited amount of meetings set per month to a higher amount.  I have taught over 800 people in my career.  I go over all of my techniques from start to finish, My belief is that when cold calling we need to think like the contact thinks. Here below are the segments that my training class covers.  I have taught inside sales that need help with this  as well as the owner of a company and or the account manager.

Training Program: The Swartz Method

  • Instructor: David Swartz
  • Duration: 90-minute phone training (1-on-1 or up to 4 participants)
  • Objective: Increase appointment-setting success through a proven methodology

Introduction & Mindset

  • My Bio: Overview of experience and accomplishments
  • Your Background: Understanding your current skill level and goals
  • Quote of the Day: Motivational insights to set the right mindset

List Development & Dialing Methods

  • Old Method vs. New Method: Evolution of appointment-setting techniques
  • 90-Minute Workday: Maximizing productivity with focused calling periods

Master Call List Development

  • 30 List Strategy: Structuring call lists for optimal engagement
  • 10% Reach Level: Setting realistic expectations for outreach success
  • Unsuccessful Connects: Strategies to improve response rates
  • Best Time to Call: Identifying optimal calling windows

Communication Strategies

  • Leaving Voicemails: Crafting messages that prompt responses
  • Sending Emails: Writing effective follow-up emails
  • Researching Call Lists: Using research to enhance cold-calling success
  • Google Example of a Researched Lead (Swartz Style): Demonstrating research techniques for quality leads

Tracking & Metrics

  • Booked Meetings List: Maintaining an organized record of successful meetings
  • Call List/DNC List: Managing do-not-call contacts
  • Voicemail List: Tracking follow-up opportunities

Calendar Management

  • Customer Picks: Giving prospects scheduling flexibility
  • 15-30 Minute Calls: Optimizing call durations for effectiveness
  • Email Confirmations: Ensuring meetings are properly confirmed

Scripts & Overcoming Objections

  • Bio Compliment: Building rapport with potential clients
  • Receptionist Script: Gaining access to decision-makers
  • Contact Script: Engaging the target audience effectively
  • Length of Call: Keeping conversations concise and impactful
  • Keys to Success on Calls: Best practices for converting cold calls into meetings
  • 99 Calls Before Success Rule: Understanding persistence in appointment setting

Handling Common Objections

  • “We Already Have a Vendor”: Strategies to differentiate your service
  • “Not a Good Week”: Turning timing objections into opportunities
  • “Mail/Email Me Information”: Overcoming brush-offs to secure meetings

Referral Strategy

  • Handling Contact Referrals: Leveraging referrals to gain direct access
  • Script for Referred Contacts: Making warm introductions effective
  • Following Up with the Original Contact: Strengthening relationships through persistence

Conclusion & Recap

  • Summary of key takeaways
  • Actionable next steps to apply “The Swartz Method”