I Cold Call for a living - 4 Cold Calling techniques that really work
Summary
TLDRThe video shares key basics of cold calling, emphasizing a return to foundational principles. It draws parallels to yoga, focusing on the process rather than results. The four tips include: obsessing over the process, as seen in yoga practice; the importance of persistent follow-ups; handling initial objections with a calm, controlled pace; and setting a clear agenda to improve show rates for meetings. The presenter highlights the importance of emotional detachment from outcomes and maintaining persistence and professionalism to achieve success in cold calling.
Takeaways
- 🧘 Embrace the Basics: The speaker emphasizes the importance of returning to the fundamentals, in both yoga and cold calling, to build a strong foundation.
- 🤔 Emotional Detachment: Focus on the process rather than the outcome to reduce stress and improve performance in cold calling.
- 📈 The Numbers Game: Cold calling success is often about making a high volume of calls to increase the chances of successful outcomes.
- 🔄 Persistence Pays: The speaker shares a personal story of persistence, calling a prospect 46 times over two years, leading to a significant sale.
- 🔄 Follow-ups are Key: Regular follow-ups are crucial for maintaining contact and eventually securing meetings or sales.
- 🚫 Overcoming Objections: Learn to handle initial objections by controlling the pace of the conversation and not rushing the call.
- 🗣️ Scripted Response: Use a scripted response to handle common objections and to ensure you are not easily brushed off during calls.
- ⏱️ Time Management: Always ask for a limited amount of time to present your case, which shows respect for the prospect's time.
- 📞 Call Control: Control the pace of the call to avoid rushing and to manage the conversation effectively.
- 📅 Setting the Agenda: At the end of the call, set a clear agenda for the next meeting to increase the likelihood of the prospect showing up.
- 💰 Cold Calling as a Gamble: The speaker compares cold calling to gambling, with the potential for high rewards and a capped downside.
Q & A
What is the main theme of the video script?
-The main theme of the video script is to get back to the basics of cold calling in sales, drawing parallels with yoga to emphasize the importance of process, persistence, and detachment from results.
What are the four key basics shared in the script for mastering cold calling?
-The four key basics are: 1) Obsess over the process and emotionally detach from the results, 2) Fortune is in the follow-ups, 3) Overcome objections at the beginning of the call, and 4) Set an agenda at the end of the call to increase the show rate.
Why does the speaker compare cold calling to yoga?
-The speaker compares cold calling to yoga to illustrate the importance of focusing on the process rather than the outcome, and to emphasize the benefits of persistence and flexibility in both activities.
Outlines
🧘♂️ Embracing the Basics of Cold Calling
The speaker draws a parallel between their recent return to yoga and the basics of cold calling. They emphasize the importance of focusing on the process rather than the outcome, using their experience of making 60,000 outbound calls to illustrate four key tips for success. The first tip is to become obsessed with the process and emotionally detach from the results, similar to the mindset required in yoga. The analogy of yoga is used to explain the necessity of not being concerned with the immediate outcome of each call, but rather focusing on the overall strategy of making more calls to increase the chances of success.
🔄 The Power of Persistence and Follow-ups in Cold Calling
The second tip discussed is the fortune found in follow-ups, akin to the increased flexibility and strength gained from consistent yoga practice. The speaker recounts a personal story of persistence, having cold called a prospect 46 times over two years, which eventually led to a $60,000 sale. This anecdote serves to underline the importance of not giving up and the potential rewards of continued, professional follow-ups. The speaker also provides a script for overcoming initial objections on a cold call, highlighting the need to control the pace of the conversation and to not appear rushed or robotic.
🗣️ Mastering the Art of Overcoming Objections in Cold Calls
The third tip focuses on overcoming objections at the beginning of a cold call. The speaker shares a personal experience where they were perceived as speaking too fast and robotically, leading to a realization about the importance of controlling the pace of the conversation. They provide a script for responding to common objections, such as being asked why they have the prospect's number or being told they are in a meeting. The key is to not be easily dismissed and to ask for a brief moment to explain the reason for the call, thereby increasing the likelihood of securing a conversation.
📅 Increasing Show Rates with a Clear Agenda
The final tip is about setting an agenda at the end of the call to increase the show rate and the quality of meetings. The speaker advises confirming the prospect's email and summarizing the purpose of the meeting, offering an out if there is no alignment. This approach secures a verbal commitment from the prospect and reduces the pressure, making them more likely to attend the meeting. The speaker also encourages viewers to engage with the content by liking the video and sharing their thoughts or video ideas in the comments.
🤸♀️ Concluding with a Recommendation to Try Yoga
In the concluding paragraph, the speaker makes a light-hearted suggestion to the audience to start doing yoga, presumably to benefit from the focus on process over outcome, as well as the physical and mental discipline it offers, which can be applied to improving cold calling skills.
Mindmap
Keywords
💡Cold Calling
💡Process Obsession
💡Emotional Detachment
💡Follow-ups
💡Objection Handling
💡Control the Pace
💡Fortune is in the Follow-ups
💡Set an Agenda
💡Overcoming Analysis Paralysis
💡Verbal Commitment
Highlights
The speaker emphasizes the importance of returning to the basics of cold calling to improve meeting settings and increase earnings.
Sharing personal experience with 60,000 outbound cold calls to provide insights on the key basics of successful cold calling.
Tip 1: Obsession with the process and emotional detachment from the results, drawing a parallel with the focus on movement in yoga rather than the outcome.
The analogy of yoga to explain the necessity of not worrying about the meeting outcome but focusing on the calling process itself.
Highlighting the numbers game in sales, where making more calls increases the chances of successful outcomes.
Tip 2: The fortune lies in follow-ups, with personal anecdotes about persistence leading to significant sales.
A story of cold calling a prospect 46 times over two years, eventually leading to a $60,000 sale.
Tip 3: Overcoming objections at the beginning of a cold call by controlling the pace and not rushing the conversation.
Providing a script response to handle brush-offs and objections effectively at the start of a call.
Tip 4: Setting an agenda at the end of the call to increase the show rate and improve meeting quality.
The importance of getting verbal commitment and reducing pressure for the prospect by setting a clear meeting agenda.
The comparison of cold calling to gambling, with the unique twist that the downside is capped while the upside is limitless.
Encouraging viewers to hit the Thumbs Up Button for valuable free information on cold calling techniques.
Invitation to connect on LinkedIn for further networking and engagement.
A closing remark suggesting that the basics of cold calling can be applied to many areas of life, not just sales.
A light-hearted recommendation to start doing yoga as a way to enhance focus and discipline, similar to the principles of cold calling.
Transcripts
I recently got back into yoga I've gone
to class six of the last 8 days I just
got back that's why I'm not wearing one
of my classic Lululemon polos and it has
me thinking about the basics stretching
breathing feeling good so in today's
video I want to get back to the basics
of cold calling so that you can feel
good about setting more meetings and
making more money I've made 60,000
outbound cold calls and I'm going to
share with you the four key Basics the
master tips that will unlock the secrets
of the universe because I think people
overthink overanalyze paralized by
analysized they're worried about calling
in front of other people so let's get
back to the basics tip number one is to
obsess over the process and emotionally
detach from the results when I'm on that
yoga mat I'm not trying to get anywhere
there is no Victory it's just hey let me
move my hip let me put my arm above my
head I'm literally drowning in sweat the
other day in the morning one of those
hot yoga classes I'm obsessed over the
process I'm just trying to do the
stretches and it doesn't matter if I win
afterwards it doesn't matter if I
complete the stretch better than someone
else I'm playing my own game so when
you're making the cold calls you can't
worry about setting the meeting you
can't worry about not setting the
meeting you can't worry about the
prospect saying you know what you have
the greatest talk track I've ever heard
I'll meet with you or them saying lose
my number and the hang up that's called
a body bag so you can't worry about any
of that all you can focus on is the
process which are the inputs making more
calls they say sales is a numbers game
and it really is that simple if you make
1,000 calls and let's say you have a 10%
answer rate okay 100 live conversations
well what's your set rate 20% okay maybe
two set meetings okay what's your show
rate 50% okay what one meeting that
actually happens and then what's your
conversion rate to an opportunity maybe
even less than that so if you just make
more calls increase your top of the
funnel you're going to be more
successful but in order for you to be
more successful you actually have to
detach yourself from that result and
just obsess over the
process which is winning the day tip
number two Fortune is in the follow-ups
and the reason I say this is because the
more I go to yoga the more flexible
limber ripped I'm going to be I the most
elite cold caller in the game and also
the most flexible that's why I'm able to
sit at my desk and fire off dial dials
all day I once cold called a prospect 46
times over the course of 2 years a VP at
a billion dollar Plus Credit
Union I've spoke with a multiple times
over the course he'd say yeah I'll take
your meeting never shows and then just
acts like he does acts like he doesn't
know who I am so I kept on him
eventually he agreed to my meeting and
he said hey include Glenda on the call
it just so happens I had also called
Glenda the director 34 times I get him
on the call and I make a joke and I say
guys I know I've really tried hard to
earn your time I really appreciate it
looking forward to our meeting here
today they ended up buying a $60,000
3-year tcv software package and then my
Prospect the VP retired 2 months later
so he
literally he literally got me signed up
on board I got a $ 2, $2500 commission
and he retired and I and we were trying
to set up the implementation call he's
like yeah let's let's just do it in the
New Year I'll be retired my team can
figured
out he had enough respect for me we were
texting by the end of it where he he's
like let me just let me just set this
guy up because this dude called me 40
six times over 2 years that's what it
looks like that's what it takes it's all
about being persistent in a professional
manner if you get told no call them back
in a month if you don't hear from them
at the end of your sequence add them to
a new sequence never stop Fortune is in
the follow-ups tip number three to get
back to the cold calling
Basics this is how to overcome
objections at the beginning of the call
because you've probably heard I'm in a
meeting how did you get my number who
who are you what do you want don't call
me call me back later hey is this a cold
call you're going to get a variety of
brush offs at the beginning of the
conversation and I'm going to give you
the exact script response I use to
always get into the cold call But first
you got to know if the call feels rushed
it's you who are rushing the call when I
first started cold calling they said I'm
in an office Arms Reach to everyone
and they said hey you sound like a used
car salesman because you're talking so
fast and I had a script I was trying to
read off the script so I came off as
robotic and I was talking fast because I
was nervous because I was worried about
the outcome I wasn't obsessed with the
results of the process at that point in
time so I learned that I need to control
the pace at all times I can't control
the Prospect and what they say or what
they do but I can control how I respond
so I will I will will slow play my way
into a hangup if needed because I'm
going to control the pace when they give
you any objection at the beginning of
the call hey this is Trent
from keychain how are you good oh why
how'd you get my number hey I know I'm
calling you out of the I know I'm
calling you out of the blue may I have
30 seconds for me to tell you the reason
why I'm calling
you 80% of the time they're going to say
go ahead sometimes they'll say I just
started my timer you're not probably not
going to set that meeting but the point
is you don't go away easy you don't go
away easy because they don't want to
speak with you at that moment you are
interrupting their day call them out of
the blue they're very busy they don't
want to speak with you so you have to
push back and say don't go away easy
make it seem like it's such a low
barrier ask hey just give me the may I
have 15 seconds for me to tell you the
reason why I'm calling you that's it
because you don't go away easy because
you need them to know by the seriousness
of your voice you will call them back
later if if they get off the phone
they're on your hit list or you're going
to be calling them twice a day now so
you're going to call them back but you
got to get them on the on the phone
because it's actually a waste of your
time to keep falling up with them when
you're probably not going to set the
meeting regardless so always pull out
that phrase may I have 30 seconds for me
to tell you the reason why I'm calling
you the fourth and final tip and if you
guys are finding value in this video and
having as much fun as I am right now hit
the Thumbs Up Button now so more co-
callers can get access to this valuable
free
information the final co- calling tip to
increase your show rate because I've
been seeing a lot of comments recently
about this hey I'm getting no showed
when I first started I was able to I had
a tough time getting people on the phone
and then I figured that out then I had a
tough time getting people to accept my
meeting and then I figured that out and
then I had a tough time getting them to
show up to the
meeting and then of course getting it to
convert into a qualified opportunity so
when you have them on the phone you go
through your talk track all that and I
I've got other videos on this channel
with my talk track if you'd like to go
look them up at the end of the call you
always say yeah you confirm their email
so is the best email to reach you still
Trent at subscribe keychain. comom yeah
it is okay great I'm going to send you a
calter right
now my objective for our meeting is to
discuss your
priorities introduce how we might be
able to help and if we both agree
there's alignment I'd like to continue
the conversation if not we can part ways
how does that sound they're going to say
good so okay cool sounds good what you
just did there is you got their verbal
commitment one that they're sold they're
bought into your agenda your purpose of
the call but two you've given them an
out you've reduced the pressure in a way
so now they don't feel
as they don't feel as like they're going
to be sold because you've said you've
assured them hey if if we don't agree
there's alignment we will part ways but
you know deep down you're going to find
a way to get alignment and that's what
we do in co- calling just like what we
do in yoga it's all about the basics
obsessed over the process emotionally
detached from the results you can
actually extrapolate that that out to a
lot of things in life Fortune is in the
follow-ups what I forgot to ask that I
think is interesting as well Alex veros
has talked about this but you can also
make a fortune
gambling coal calling is the ultimate
form of gambling it's like playing the
slots but you can never lose your
downside is capped you might just get
told no you just spend some time the
upside is infinite you can make
unlimited money if you get good enough
at coal calling if you have a solution
that's of enough value and you're
calling big old B2B organizations you
can make a ton of money so it's it's
like Gam but you can never lose number
three may I have 30 seconds for me to
tell you the reason why I'm calling
never rush control the pace and then
finally number four the last basic is
set a agenda at the end of your call
call which will increase the show rate
and the actual quality of your meetings
I read all the comments so if you have
any video ideas for me or if you have
any questions let me know down below
connect with me on LinkedIn if we have
not already and I'll talk to you in the
next video you should start doing yoga
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