Cold Calling Master Class

Overview

• Discussion on the essentials of cold calling.
• Focus on when to call, what to do when a prospect answers, openers, hooks, and how to close a call to get a meeting.

Importance of Cold Calling

• Cold calling is still effective for booking meetings.
• Example: 1 hour of cold calling per day can generate 2 meetings per week.
• Rarely do other sales methods yield as many meetings with such limited time investment.

Mindset and Preparation

• Cold calling can be nerve-wracking; consistent practice helps build confidence.
• Standing up during calls can improve energy and confidence.
• Practice cold calling daily for improved confidence and skill.
• Mantras: "You don't have to feel good to get started, but you have to get started to feel good."
• Success is linked to having uncomfortable conversations.

Strategies and Techniques

Habit Stacking

• Prepare and prioritize cold calling by not allowing other activities before making calls.
• Use the "have you heard our name tossed around" opener.

Structuring a Call

• Intro: First 60-90 seconds are crucial.

  • Avoid generic greetings; use a tailored permission opener.
  • Example: "Hey, I just read about your recent project, can I have 30 seconds to explain why I called you?"

• Hook: Middle part of the call.

  • Discuss common problems and how they can be addressed.
  • Example: "Many CFOs face billing rejections. We solve that."

• Close: Securing the meeting.

  • Transition with phrases like "That's exactly why we should meet."
  • Suggest specific times and ask for confirmation.

Common Mistakes

• Failing to distinguish your call from telemarketing.
• Leading with a value proposition instead of a problem proposition.
• Not addressing the problem directly or failing to listen actively.

Handling Objections

• Use the Mr. Miyagi method: agree, split the objection, and redirect.
  • Example: "I understand you're not interested. Is it because you're already set up, doing it in-house, or caught off guard?"

Tonality and Delivery

• Avoid uptones and speaking too quickly.
• Practice speaking slowly to compose thoughts.
• Use Chris Voss's technique: tilt chin down for a down tone.

Confirmation and Follow-Up

• Send calendar invites during the call if possible.
• Follow up with a placeholder if not confirmed during the call.
• Confirm email accuracy and ask for the best time.
• Consider using text for quick communication.

Final Tips

• Always leave with a meeting, even if it's for a later date.
• Use persistent yet respectful follow-up to secure meetings.

Conclusion

• Connect with speakers on LinkedIn for more insights and networking opportunities.