Do This Next Time You Cold Call... (BEST Cold Calling Strategy)

Summary

This video script outlines a highly effective strategy for executing a call blitz in sales. Rather than spreading phone calls throughout the day, the approach emphasizes focusing on power hours—dedicated, uninterrupted blocks of time for making cold calls. The strategy involves targeting specific personas within one industry, ensuring that calls are relevant and tailored. Preparation is key, with research and messaging fine-tuning done beforehand. The script highlights the importance of building momentum, testing different messages, and maintaining efficiency, ultimately enabling sales reps to hit their numbers while refining their approach and learning from each call.

Takeaways

• 😀 Focus on power hours for making cold calls to maximize efficiency and momentum.
• 😀 Avoid sprinkling phone calls throughout the day, as it leads to wasted time and lack of focus.
• 😀 During a power hour, dedicate the entire time to making calls without distractions like research or emails.
• 😀 It's important to target a specific persona and industry, rather than making calls to a broad range of people.
• 😀 Conduct research before the call blitz to tailor your message and questions to the target persona.
• 😀 Prepare relevant case studies or stories that resonate with the persona you're calling into.
• 😀 A half-hour to 45-minute preparation for each power hour is key to setting up successful calls.
• 😀 Call blitzes should focus on building momentum with repeated calls to the same persona.
• 😀 Make 20-25 calls in an hour to achieve efficiency, even with time spent on meaningful conversations.
• 😀 After a power hour, follow up with relevant information efficiently, ensuring a streamlined process.
• 😀 Splitting the day into two power hours (morning and afternoon) allows you to test different messages and see what works best.

Q & A

What is the main focus of the call blitz strategy discussed in the script?

The main focus is on conducting power hours where a salesperson concentrates solely on making phone calls, avoiding distractions, and focusing on a specific target persona within a single industry to increase efficiency and effectiveness.

Why does the speaker think sprinkling phone calls throughout the day is inefficient?

The speaker believes that making phone calls sporadically throughout the day is a waste of time because it prevents the salesperson from gaining momentum and does not allow for focused, efficient work.

What is the difference between a 'call blitz' and a typical phone call session?

A 'call blitz' is a focused, intense session where the salesperson makes many calls in a short, dedicated period. In contrast, typical phone call sessions lack focus, often involving distractions like research or email writing between calls.

Why is it important to target a specific persona in a call blitz?

Targeting a specific persona allows the salesperson to tailor their messaging and approach to be relevant to the individual's role and industry. This increases the chances of having a meaningful conversation and makes the call more effective.

What kind of preparation does the speaker recommend before starting a call blitz?

The speaker recommends spending 30 to 45 minutes preparing before a call blitz. This includes researching the target persona's industry, challenges, and priorities, as well as crafting a relevant message and preparing questions or stories to engage them.

How does the speaker suggest improving the quality of calls during a blitz?

The speaker suggests that the first few calls may be rough, but as the blitz progresses, the salesperson will improve by refining their message, gaining confidence, and building momentum. Repeating the same approach for similar personas helps enhance the conversation quality.

What is the importance of having a relevant message during a call blitz?

Having a relevant message ensures that the salesperson is speaking directly to the needs and concerns of the target persona. This makes the conversation more engaging and increases the chances of a productive outcome, such as a follow-up or interest in the product.

How can a salesperson measure which message is more effective during a call blitz?

A salesperson can test different messages during separate power hours and track which one leads to better results, such as more meaningful conversations or positive responses. This allows for testing and refining the approach.

What is the suggested number of calls to aim for during each power hour?

The speaker suggests aiming for 25 calls during each power hour, ensuring that the salesperson is focused and efficient in making these calls, even if some conversations are brief.

What does the speaker mean by 'rinse and repeat' during the call blitz?

The phrase 'rinse and repeat' refers to consistently following the same strategy of making focused, targeted calls during each power hour. The repetition allows the salesperson to build momentum, refine their message, and improve results over time.