I Cold Call for a living - 4 Cold Calling techniques that really work

Summary

The 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

00:00

🧘‍♂️ 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.

05:00

🔄 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.

10:01

🗣️ 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.

Keywords

💡Cold Calling

Cold calling is the process of contacting potential customers or clients who have not previously expressed interest in the products or services being offered. In the video, the speaker emphasizes the importance of mastering cold calling techniques to set more meetings and make more money. Examples include overcoming objections and detaching from the results.

💡Process Obsession

Obsessing over the process means focusing on the actions and steps involved in cold calling rather than the outcome. The speaker relates this to his yoga practice, where the goal is to engage in the activity itself rather than achieve a specific result. This mindset helps reduce anxiety and improve performance by emphasizing consistent effort over time.

💡Emotional Detachment

Emotional detachment in cold calling involves not getting too invested in the immediate results of each call. The speaker advises that success comes from focusing on the number of calls made and the quality of the interactions rather than the immediate outcome of setting a meeting. This helps maintain motivation and resilience.

💡Follow-ups

Follow-ups are subsequent contacts made after an initial cold call to continue building a relationship and increase the chances of securing a meeting. The speaker highlights the importance of persistence, sharing an example where he followed up with a prospect 46 times over two years, ultimately leading to a significant sale.

💡Objection Handling

Objection handling refers to the techniques used to address and overcome potential customers' initial resistance or objections during a cold call. The speaker provides specific scripts and strategies to respond to common objections, such as 'How did you get my number?' and 'I'm in a meeting,' to keep the conversation going and increase the likelihood of setting a meeting.

💡Control the Pace

Controlling the pace involves managing the speed and flow of the conversation during a cold call. The speaker stresses the importance of not rushing the call and maintaining a calm, steady pace to avoid sounding nervous or pushy. This helps create a more natural and engaging dialogue with the prospect.

💡Fortune is in the Follow-ups

This phrase emphasizes the value of persistent and consistent follow-up efforts in sales. The speaker uses this concept to illustrate how repeated follow-ups can eventually lead to successful outcomes, even if the initial response is negative or non-committal. It's a reminder that persistence often pays off in the long run.

💡Set an Agenda

Setting an agenda refers to clearly outlining the purpose and structure of a meeting during a cold call. The speaker advises confirming the prospect's email and explaining the objectives of the upcoming meeting to reduce pressure and increase the likelihood of the prospect showing up. This helps manage expectations and create a more productive interaction.

💡Overcoming Analysis Paralysis

Analysis paralysis occurs when overthinking and excessive analysis prevent action. The speaker mentions that many people overanalyze and worry about calling in front of others, which hinders their ability to make calls effectively. He encourages focusing on the basics and taking action without getting bogged down by overthinking.

💡Verbal Commitment

Verbal commitment is obtaining a prospect's verbal agreement to attend a meeting during a cold call. The speaker explains that confirming the prospect's email and getting them to agree to the meeting's agenda verbally can significantly increase the show rate. This technique helps ensure the prospect is more likely to follow through with the meeting.

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