Revenue Champions
Revenue Champions

Episode 64 · 1 week ago

64: Cold calling live #10 (with Ryan Reisert, Subject Matter Expert at Cognism)

ABOUT THIS EPISODE

Welcome to our 10th episode of Revenue Champion’s Cold calling live, a cold calling series where top sales leaders go through live cold calls and give actionable insight and advice to how to overcome obstacles when cold calling. In this episode, Ryan Reisert, Brand Ambassador @Cognism goes through the ultimate cold call training using the start, stop, repeat framework. A framework usually used during call blitz’s to test various scenarios that will pop up on a cold call. See this framework in action as volunteers go through this practice live in this podcast.

Welcome everybody to another episode of start, Stop Repeat. We are excited to have guests come on stage and run through this exercise. For those who may not have been a part of this so far, uh, this is a role play exercise that I use and have used for many years. Usually, what we want to use this with is during a call blitz, and so we can do a start, stop repeat to start to rehearse the different sections of the call so that you get really, really comfortable with the different scenarios that might pop up in your cold calls so that when you have the cold call, it's it's fairly easy. And we're gonna start with the intro. Once we feel really comfortable with the intro in practice, we would actually want to go and start making some real calls and then we would stop. We would then move into the next section of the call where there might be some challenges. Do the start, stop, repeat and then move forward. So today we've got a couple of different guests lined up, uh, and we're we'll be wait welcome on stage in a second. Here we'll start with the INTRO. We'll do the start, stop, repeat, give some feedback and then hopefully we can get people that are pretty ready to go through their intro we can move into the next section of the call around the purpose of the call. So super excited for the show today. I think we have two or maybe three guests lined up and we'll keep uh, a couple of minutes at the end, maybe ten fifteen minutes for some open q and a as well. Uh. Last time we we did that. We we had a lot of questions strolling in. So I want to reserve some time for some open q and a as well. Uh. Do we have our first guests ready to go? BRING THEM ON STAGE? Here we here we go. Oh, Mar hey, how's IT gun? It's going well. How you doing today, brother, yeah, pretty pretty well broke. What about you? I am doing well. So, uh, is this your there's time on the show. Do you know what we're gonna get yourself into today? Yeah, this is my second time. I was on here last week. I did pretty bad, but I won't improve. I came on again. Here we go. So, for those who are tuning in, who you be in this world? Who Is Omar? Uh? Okay, so I'm a sales rep for a commercial cleaning company in London. Oh, your office managers, I'm but BRO READY TO LEARN OFFICE MANAGERS IN LONDON? Yeah, Great. Well, let's see how you're doing today and uh, we will get past intro, I hope, and we can move right into the body based on the last week sessions. So you know the drill. This is Ryan. Hey, Ryan, Omar here. How's it going? Not Too bad. How you doing today? Man? Yeah, pretty well. Thanks, Ryan. M'm looking to speak to you regarding commercial cleaning, if you have a few minutes. Yeah, what's up? Yeah, so, Um, we work with Gatehouse Bank just next door to you guys, and we specialized in office cleaning for investment banks, private equity firms and family offices in the city. Did the cleaning for the Royal Family for twenty plus years, uh, as well as being in business for a hundred and twelve years running. Now, Hey, this is right now. Hey, Ryan, how you doing? That's too bad. What was this? Cool, it's Omar here from Mayfair, Mayfair cleaning. We haven't really spoke before, but I wanted to get to know you a little better through phone call. That's okay. What's up? Yeah, so, we worked with Gatehouse Bank just next door. I wanted to introduce myself. My firm is cleaning like a relevant priority for you right now? Hey, this is Ryan. Hey Ryan, how's it going? I'm doing well. How are you doing today? Uh Yeah, not too bad. Working from home for the first time. It's pretty good. Liking it great. How can I help? Cool so?...

Ryan, I wanted to speak to you regarding commercial cleaning, if you have a few seconds. Yeah, I came across your company online and seeing you as an investment bank. WE SPECIALIZE IN CLEANING FOR INVESTMENT BANKS AND PRIVATE EQUITY firms. We work with our capital for five plus years now, just a few doors down from you guys, I thought it'd be good to get in touch with you. Sure, what can I do for you, cool Um? Yeah, I just wanted to know, like, how are you guys managing the cleaning schedule Right now? Hey, this at your company. Hey, Ryan, how's it going? That's too bad. I know you know. That's Omar here from Mayfair cleaning. Not really spoken to you before, but I was looking to introduce myself in my firm. How can I help? Cool UH so? WE SPECIALIZE IN CLEANING FOR INVESTMENT BANKS PRIVATE EQUITY FIRMS in central London. We work with our capital just a few doors down let's stop here. How's that feeling today? Better than last week, but I mean obviously still not there yet. See, I'm not sure where I'm going wrong either. Like there's no going wrong at the stage. Just trying to repeat, re start, stop, repeat, start, stop, repeat. We're just trying to get you through those gates. So what you're doing well is you're starting your calls pretty much just saying hey, Ryan, how's it going? Hey Ryan, how's it going? Hey Ryan, how's going? Fantastic. We got past that. Now as we shift into, UM, whatever I'm gonna say, there's gonna be some curveballs from here and there. You know, I might throw you off like them before Um. But then I want to transition. What's up. When I say what's up, how can I help you? Or you know, what can I do you for? Why are you calling? Oh, is that the next stage? Then we're gonna next stage of the conversation. Um. So what we're gonna stay here? We want to have that consistent see and and confidence piece there as well. So what are we going to say next? And I know you've got Um this ability to reference. Hey, we actually work with someone down there, down the hall. Maybe it's a similar building or something of that nature. So this is where you're giving us that, that reason for the call, and I like that you're setting some relevance or you're dropping some names here, um, but each time it's still a little bit different. Sometimes you're saying, you know, we're a commercial creening company and we got all this history, and other times just saying, Hey, I know these people down the hall. So, yeah, choose one right and the reason why? I'm not sure which is relevant, to be honest. Like, do people like to hear that, you know, we've been in business for this long and no one gives about that. Yeah, I was about to say because no one really cares about you. No one cares. No one cares. So so, you know, it's good to have some clarity. UH, good, some clarity be at this stage. What I'm thinking in my mind is like, and I just asked you, why are you calling? What's up? How can I help you? Call it? So, why are you calling? Not Who Your Company is? Yeah, why are you calling me? Okay, can you help me, you know, solve my problem or go away? So we want to think about, Um, getting into that conversation as soon as possible. But, like I said, it's it's okay to to use that clarity, like hey, by the way, you know we work with someone down the hall, and so the reason I was calling. Okay, so that's just setting some relevance for me to be like, all right, this isn't I guess there's some some reason for the call, but but still, I don't care. I don't really care. It does give me, it does give me a foot in the door a little bit. It might maybe, maybe not. Maybe I hate those people. I don't know. You don't know either, but it's okay. But get to the reason. Why are you calling me? And ideally you can um quickly identify that, Um, I am a person that you can help or not. Um. So you want to try to set the context there...

...and UM, there's lots of different frameworks for that. I'm not here to judge your framework, but the transition phase from you got me your Intro, you got me here, we're talking. Now get to the why, the reason, the purpose, whatever. When we're in there, this is your opportunity to Um, tell me why you're calling and ideally you're aligning with again a problem of pain, a threat and opportunity. You're educating me. You're doing something to keep me interested to get to that next phase. Once you've gone, they're like yeah, that's sounds generally interested. Then you're going to move into some sort of call to action or request or something. Right. So the second I was gonna stay wrong. I just have a question if if I can bring it up. Uh Huh. So, the thing of it cleaning is most people tend to be with their commercial cleaning companies for Five, plus, ten plus years. They don't like to change it because there's too much hustle and like the last thing I want to do is, you know, ship talk their current provider and be like, Oh, this is why we're better and stuff. But I just feel like there's there's a lot of pushback already in the call and people are like Nope, no, interested. Yeah, I'm not sure how I can build like open that conversation. So so that's that's everything, by the way. Right, no one wants to change. Yeah, right, like it's on us to identify, Um, you know, is there is there a conversation to start to build a relationship and then when the timing is rights. There only three percent in your markets buying at any given time. Okay. So if you if you understand that three of the market is buying right now, what would that mean? Well, three is one out of thirty three. Okay. So out of every thirty three people you talk to, mathematically, one person might be buying right now. So thirty two out of thirty three times you're gonna have people that aren't actually ready to buy now. Another seven percent or so of your market might be open to exploring right now, right. So so if you get by now and open to it now, maybe you've got ten percent that's willing to engage in a conversation. That's that's one out of ten. Okay. Um, so nine out of ten times you're gonna get no thanks, not interested, not now, not me, some other outcome. That's just a part of the game. But your job is to identify are they the right person and if, at some point in the future is the conversation be had? So there's no magic bullet here and it's a search. It's a search, search game. We are making a call. You're gonna tell me why I'm calling and then, Um, if it's not a fit now, that's fine. You know, let's just follow up, follow up the future. Okay, so let's try that one more time. Let's get into a specific reason. What is the reason for your call Um that might be interested in continuing a conversation? Shun Um, and this all come down to what is your objective? You're objective for this cause to do what we're trying to do. Took a meeting, like a walk through side visit. Okay, that's why you're calling me. You want to see if at some point we could do a site visit for some reason. And why would I care about that? Why would I want why would I want that? We can, you know, possibly help you guys see if there's anything that can be improved with the cleaning. If anything, there's week there's we can do better, to see if our companies are a good fit. It's like for signing over a contract. You want to get to know like how how we work and stuff. Okay, so you're trying to see if my my current cleaner, who I've be't worked with for five years, doesn't doesn't dust right or something. Yeah, I mean not just that, but if the thing is, if they're willing to invite you over for a side visit, that means you know, it's there's some interest, like there might be something going wrong. Okay, obvious they're not there to pick hold but, like you know,...

...even if there's something we can't do at the price that the code company does and we'll just say sorry, it's not for us. Okay, there's a lot of Mimim in here. Right, Um, let's let's let's let's let's try and see how it goes. All right. So, Hey, this is Ryan. Hey Ryan, how's it going? I'm doing well. Uh. Do I know you? Who is this? Uh No, Ron, it's Omar from Mayfair cleaning. We work with Gatehouse Bank just a few doors down. What do you speak to about commercial cleaning? If you have a few minutes, I'm busy, man. AH MM HMM, you're busy now. Was Can I can be said a time? Maybe sometime you're free, like perhaps next week. It's a five ten minute phone call. Hey Ryan. Hey Ryan, how's it going? I'm doing well. How you doing today? Yeah, pretty well. Thank you. We'll start again. Hey, this is right. Hey Ryan. How's it going? Uh, I'm okay. Man. How can I help you? Hey, Um, I'm looking to Oh sorry, sorry, sorry, okay, this is Ryan. Hey Ryan, how's it going doing well? Man, cool, Um, oh, dude, I all right, let's talk. You're rattled. You're rattled. Thank you. Thank you for tuning in. I know this isn't easy. Hopefully the conversation that we had here will help you think about that transition statement. But I think we talked about this last time. You'RE gonna really really benefit from writing down the exact words, phrases and sentences that you're gonna want to use it each section of your conversation. So some people call it a script and they think it's a dirty little word. Um, I don't make any calls without literally the words that I'm gonna say right now, and I think you'll go uh, you. You'll really help up level that calling experience if you have those words written out and then you can start to play with them over time. Right when I say this, Um, it's not coming off right. Make it your own. You don't have to sound like a robot, but right down, right down what you want to say. Practice it, rehearse it like you would here, and then when you get into your calls, it's going to be a nice easy transition from each of the phases and when someone rattles you a little bit with a little curveball. You're like, Oh, not that sort of problem. You get right back to where you want to go. All right, good job. Well, appreciate. I appreciate your volunteer and coming on again. It's not. WHO's that, all right, is it? Naomi? Yes, hi, how are you? I am doing well, Naomi. Welcome to the show. Is this your first time on or have you seen exercise before? No, first first time on. I did. I did see something you did a couple of weeks ago, not this exact show, but something similar. Okay, Great. So the exercise is pretty straightforward. What we're trying to do is get a rapid succession of mimicking some live calling scenarios, and so when I say this is Ryan, we're just gonna start over from the very top and I'm gonna try to throw a couple of different variations of what you might hear in a call to throw off a little bit. But the intention is for you to get really consistent and confident with your opener. Once we hit that, we'll move into the transition of the next phase your call. So we'll go through, UH, a couple of these exercises. Will stop get some feedback and we'll do it again. Sound Fair, beautiful, amazing. So, for those that are listening in right now and just set some context for the call. Uh, who's the only what's your role? And then, UM, your organization. Who Do you serve? How do you serve them? And then we'll jump right into the exercise. Okay, sure. So I'm the marketing director of a comp any that does energy efficiency services...

...for multifamily buildings and I've I've been doing some sales development stuff kind of on top of my job too. Um, both fill up our pipeline and, Um, to sort of see what our sales rep is going through when he does this himself. Amazing, this is awesome. I was literally having a conversation earlier this week with Chet Love Gren. He said I've had zero marketers ever pick up the phone and make a call, and here you are saying you're doing some sales development work. So this is amazing, awesome. U. So multi family, you're you're selling into multi family buildings for energy efficient services. Uh. And then within the Um these properties, who is your ideal target generally? Is it like a property manager or like an owner? Who's WHO's usually the target? Yes, so we have three ideal targets. Property managers who might get involved with this stuff. Some do and some don't. Um, some owners or property managers have someone specifically in charge of energy efficiency. So sometimes it's that person and sometimes it's Um, somebody with an ownership group. Okay, so we do a lot of research. We do as much research as we can before calling these companies because they're all different profiles. Okay, so let's just assume we're one of those. So I'm an owner of a built a multi family building for the purpose of the exercise when we'll go over and over and over. Okay, thank you for sharing the background. Hey, this is Ryan. Hi Ryan, my name is Naomi. We've never spoken before. I'm hoping you can help me out for a couple of minutes. Sure, NA, I mean how can help? Oh, thanks. I'm with Paradigm Energy Services and I came across your name because we've been working with building owners. Um, and I'm not sure I'm in the right place. Would you be the person who deals with energy efficiency in your buildings? Hey, this is Ryan. Hey Ryan, my name is Naomi. We've never spoken before. Um, I'm hoping you can help me out. UH, yeah, it's gotta be gotta be quick. It'll be super quick. I'm with Paradigm Energy Services. I came across your name because we've been working with building owners. I'm not sure I'm in the right place. Do you? Does your company get involved with energy efficiency projects like H V A, C and so on? Hey, this is right. Hi Ryan, quiet, be quiet. Sorry. Sorry, go ahead. Hi. Sorry, I know you're busy. My Name's Naomi. We've never spoken before. I know you weren't expecting my call. I'm hoping you can help me out. Hey, be quiet. Sorry. What was that? What you say? I'm sorry, Um, my name is Naomi. I'm with Paradigm Energy Services. I came across your name because we've been working with building owners around energy efficiency and I'm not sure I'm in the right place. Yeah, Hey, this is right. Hi Ryan. My Name's Naomi. We've never spoken before. I'm hoping you can help me out. What's up? How can I help? Thanks. I'm with Paradigm Energy Services. I came across your name because we've been working with building owners and I'm not sure I'm in the right place. Let's stop here. How did that feel? Um, you definitely rattled me when when you were, you know, getting interrupted by people in the background. But it also, Um, it made me,...

...it made me really aware of how useful it is to have a play card with, you know what like sort of a script, and I actually realized that I have, Um, I made up my I made up my sheet here. Um, you know, like all the different steps, but in some of them I have kind of two different alternatives and I'm thinking it would probably be helpful for me to actually make one for each alternative, so I'm not deciding each time whether to say we've never spoken before or I know you weren't expecting my call. Yeah, it's clear that you have the structure down, which is awesome, and I could see you going back to it. And, Um, and when you get rattled, it's nice to know where. Hey, I was there and I'm going here. Um, and uh, it's pretty clear that you've used some of the practice from folks like Josh Braun. There's a little bit of Braun is ms in there and maybe some of the stuff that that I've even shared before. But that was incredible, especially coming from uh, a marketer who is just doing this for the first time. That was that was really good. Uh, you don't. You've got great tone, great pace. Um, it's pleasant. You know, I don't. I doubt there's gonna be a lot of people that are gonna be super angry with you. And I love the I love the opener of like I'm hoping you can help me out, because it's like I want to help you. Sure, how can I help? I want to be helpful. So that's really good. And then the transition statement. Um, there was some inconcert, a little bit of inconsistencies, right, so that's that's the point of having to play card, Um, but but it was still pretty solid. Like I love the that you're going moving from okay, I got my permission, but now I just want to confirm I have the right person. Is this even you right? So confirming target is a great next step before you even get into the pitch. And what you're doing is you're breaking the conversation and you're establishing this two way dialogue, because when we're cold calling, uh, we are, um, we're not. A lot of people think that we're calling and people are hearing us, but they're not. It's interruptive communication, and so what you're doing nicely here is you're breaking up the pattern and you're getting me, uh, to engage with you in each step and there's not this long drawn out monologue. What a lot of people will do is they'll get the opener, sure, and then they pitch for like two, three, four minutes and it's just like so uncomfortable. It's just like you know, and and most often what you get at the end of that is now, I think we're good. Click right now. I don't think we're interested to click. And what you're doing is you're breaking that pattern up nicely, you're confirming target and by the time we get to the next phase, let's just try to get there in this next this next section is Um, I'm I'm potentially if I've confirmed. Yeah, that's me. Sure, what's up? Now you've got you've got your shot right, and so let's hear how that that section goes. But incredible job. That was. That was awesome. Thank you so much. I have been using them, you know. I'm hoping you can help me out, you know, based on your advice and and something I watched a couple of weeks ago, and I've got to say it works amazingly. People are so disarmed and Um, you know, you can tell like, even if they don't want to be on the phone, they kind of can't help doing it. So that that's some really solid advice from you that I really appreciate. Yeah, well, coming from you, especially because you've got such a a nice, friendly voice, I think it's a great it's a great opener for you, right. You know, I'm hoping you can help me out. There's not going to be that many people I can be like Nah, I don't think so. It's just it's just pleasant. You know, we don't get a lot of calls like that, so Kudos to you on that. So, Hey, this is Ryan. Oh, hi, Ryan, sorry, my name is Naomi. We've never spoken before. I'm hoping you can help me out. Sure, what's up? Um, so, I'm with Paradigm Energy...

Services and I came across your name because we've been working with building owners. I'm not sure I'm in the right place. Are you the person who would be dealing with energy efficiency in your buildings? Um, yeah, I think that's me. Okay, energy efficiencies. What? What? What do you do? Um, so, things like H v a C retrofits, lighting upgrades and so on. Have you ever worked with any of the incentive programs that helped pay for those upgrades? Hey, this is Ryan. Hey Ryan, my name is Naomi. We've never spoken before. I'm hoping you can help me out. Yeah, you got a minute? What's up? Oh, great, thanks. I'm with Paradigm Energy Services. I came across your name because we've been working with building owners in the area. I'm not sure I'm in the right place. Does your company get a involved with energy efficiency projects like H v a C upgrades and so on? Um, I think we just did that the other day. Oh you just did that? Okay, Oh, interesting. Well, I will get out of your hair then, but I really appreciate your taking my call and being so nice. Hey, this is right. Hi Ryan, my name is Naomi. We've never spoken before. I'm hoping you can help me out. Yeah, uh, sorry, yeah, we haven't spoken before. What's up? Oh, thanks, I'm with paradigm energy so I can't oh. Sure, no, I know you're busy. Yeah, sorry, I'm sorry about that. What's up? Sorry, Naomia. No, that's okay, Ryan, I can appreciate your busy and I'm only going to take another twenty five seconds of your time, or so Um, I'm with Paradigm Energy Services and, Um, do you guys ever deal with inner g efficiency projects in your building, like H v a C upgrades and so on? Yeah, Oh good, that's great. If you don't mind my asking, do you have have you ever worked with any of the incentive programs that help pay for those? All right, let's stop. How do that feel? The transition piece, Um, a little bit rougher, which makes sense because, you know, I've had less practice with it because sometimes, you know, you get a voicemail and all that, or you get a receptionist or whatever. But, Um, the practicing definitely helps. So as an exercise, especially if you're working with your um str that's making the calls alongside you. The purpose of this type of environment is you can start with the opener, right. So once we get the first person on the phone, we're really comfortable and then let's go in there and let's see how that transition starts to happen. Once the transition starts to happen, we can actually field real results, just like we're doing right now. I'm not sure what people say. Sometimes they're busy either. You know whatever, I already like the one that already did the we just did that. Um, like what we what would you say next? What we say when we get rattled? So our our intention was to go here. What might we say here? Oh, that's interesting. Do you know what program like? Whatever you're gonna do, you can start to insert that into your playbook and rehearse it a couple of times. Um. And you don't have to start all the way back from the beginning with the intro. You can actually start with role playing. And let's do this a couple of these now, where, instead of me getting too the Intro, I just say yeah, what's up? or so every time I say yeah, what's up, we'll start back over here and you can restart that question or Um, the statement of the or the section that you're in, Um, so that you could rehearse it three, four or five times and then go back to calling. So this is meant to be a live role exercise where you identify an area inside of a call that just happened, talk about it a little bit, rehearse it a couple of times and then get back on the phones.

Um. And what this will do is we'll up level the confidence of the caller. UH, they'll feel comfortable the next time it comes up to be prepared for if they say this and we might say that. Um. So let's try that a couple of times and then we'll bring on the next guest. So I'm not going to start from the beginning. I'm just gonna start with what's up. So we'll just assume that we just did the permission based opener and you can make that transition statement. Okay, got it. Yeah, what's up? So, would you be the person who deals with energy efficiency in your buildings, like H V A, C upgrades and so on? Uh H, H VAC? Yes, yes, yea, heating ventilation. Yeah, yeah, I deal with that from time to time. Oh Great, Um, that's good. So, if you don't mind me asking, how do you handle getting these projects paid for? Have you ever used any of the utility incentive programs? Hey, what's up? Hi, Um, would you be the person who deals with energy efficiency in your buildings, like H V A, C retrofits and lighting upgrades? Oh yeah, I deal with all that stuff. Oh good, if you don't mind me asking, how do you handle getting incentives for these projects? Do you work with the utility programs directly? What's up? Would you be the person who deals with energy efficiency in your buildings, like H v a C retrofits and lighting upgrades. Oh yeah, that's me. Oh good, that's great. So how do you handle getting incentives for these projects? Perfect, we'll stop here. How's it feel? Yeah, it's starting to feel better and I'm feeling Um. Each time I say it, I'm I'm cutting out some of the script and I'm also trying. The more I go through it, the more I feel like I can be responsive to your tone. So you know, it's really important to try to figure out where the person is at and like shorten your shorten your thing if they sound really busy, or change your pacing to slow them down if you think you can get away with it. I love it. No, you're definitely adopting and the thing that is great about your approaches that, again, you're your tone and your tone and pace is very friendly. Um, when you're talking with people. I'm not sure what the audience generally responses to these things, but most people aren't as mean as they might like, we might think. When we're co calling, a lot more people are are generally wanting to be helpful and you know they're busy people from time to time. But again, if you're calling with something that might serve them and you've done a good job, like you said ahead of time, of researching buildings that could benefit from these programs you have, then you could come in with the confidence that, Hey, I'm here to help you and if I can't, no problem. And that was clear even when when the statement came up with like I think we just did that. We that's I'M gonna get out of your hair. You might want to challenge back on that a little bit, like, oh well, what did you not challenge back? But like get some more clarity on that before killing the call. But but the point of it is you're not so thirsty, you don't have commission breath. You're like, Hey, I'm here to help and that's great. Um, I think if you, if you Um uh, continue down this path here and you get some real live data, Um, what you'll start to do is measure where that drop off is happening in the call and are you getting to where you need to be? Um, and if there's drop off and you're consistent with the message, then you can come in and start to hone. Well, is it the what we're saying or is it who we're targeting? We only really have three levels at the top of the funnel target. So our list message, what we're saying and then rep who we are, who we be. Right. Our tone is pacing the stuff that you're talking about and it's clear you have all those things not locked in. So amazing job. This is really a great session, a good job today. Thank you so much. I really appreciate it. Yeah,...

...thanks for thanks for being a volunteer on the show. Absolutely so, who do we got next? Do we have any more volunteers today? Here we go, Seth. What's doing? Right? Not much. Can you hear me? All right, I can I be today. Not betch not much. You know, I actually had yesterday off, so feeling recharge today, ready ready to go. Fantastic. Well, so for the audience, who is seth? What's your role? Who Do you serve? How do you serve them? And we'll get right into the exercise today. So I set Murray. I'm a sales development rep over at cognism. What we're doing over here is supplying mobile phone numbers to business leaders such as a business development managers themselves, uh, sales leaders, revenue leaders, based just getting them the access to mobile phone numbers. As we all know, people are working from home, so to get these decision makers on the phone, that's been the best the best way to do it is the mobile so that's what we're doing and I'm having a good time doing it. Amazing. So who is your general target, UH, when you're making your calls today? Um, UH, industry wise or title wise? Yeah, let's let's just assess some context for the practice we're gonna have today. Um, who are we gonna be targeting? Like, is there a specific industry and a title that you're going after? Uh, we'll say the business development manager. Um, for software company. Just keep it software companies, Business Development Manager. Fantastic. So we'll get right into it. Hey, this is Ryan. Hey Ryan, how are you doing today? Um, okay, man, what's up? Do I know you good? I know I'm I'm actually calling you for the first time. My name is Seth Murray. I'm calling from my company, cognism, and I can't appreciate that I'm catching out of the blue here, but you've got twenty seconds so I can explain why I'm calling. Hey, this is Ryan. Hey Ryan, this is seth marriw giving a call from cognism. How you doing today? Uh, I'm okay, it's up, Seth. How can I help? That's good to hear it. Yeah, so, I mean I'm really just looking for twenty seconds, if you've got it, so I can explain my call a little further. Yes, what's up? Appreciate it. So my company, cognism, like I said, we're working with business development managers quite like yourself, just to provide validated mobile contact data for your prospects. You know, with people working from home, more than ever, sales leaders are noticing or drop off in their connections and gaps in their current mobile coverage. So my question for you, Ryan, really is, you know, what are your sales teams doing when they don't have contact data for their most important leads? Hey, this is Ryan. Hey, Ryan, this is seth marry giving you a call from cognism. How you doing today? I've been better man. I just had to layoff a couple of my reps. AH, that's that's up to hear, and I know as as myself and seeing how how much my manager cares, so I can seck and you know assume that's probably tough on you. So you know I'm sorry to hear that, but you know, like I said, I am a rep and I can appreciate your going through something right now, but you've got twenty seconds. So I explained my call a little further there. Hey, this is Ryan. Hey, Ryan, this is seth. Are you giving you a call from cognism? How are you doing today? Okay, what's up, seth? Do I know you? Not? Not much quiet. Sorry, Seth. Sorry, no, it's got something. Hey, I'm on the phone. Yeah, well, we'll deal with that. Hey, leave your sister alone. What's up, man? Yeah, hell you. You want babysitting duties this week, and I know it's summertime here. Yeah, back to school next week. How can I help you, set yeah, no, so we're working with business development managers like yourself actually, you know, to provide validated mobile contact data for your prospects. You know, just because people working from home, sales leaders are not seen...

...the drop off in their connections and gaps in their current mobile coverage. So, honestly, I had a question for you, if you didn't mind. How can I help you? Know, what are you or your reps doing when they don't have the contact data available, for, say, you know, their most important leads. Hey, this is Ryan. Hey Ryan, this is Seth Murray, giving you a call from cognism. How you doing Cognis? Um, come on, man, I told you guys stopped calling. Oh, I'm sorry about that. I uh, you know, I saw that your profile. You said You love you know, you love pick out the phone and dialing, and you know that's ultimately why I'm reaching out and picked it up, trying to see if I have what it takes. But if you got twenty seconds, I go a little bit further into it. Hey, this is Ryan. Hey Ryan, this is Seth Murray, giving you a call from cognism. How are you doing today? All right, let's stop. How does that feel, that First Section of it so far? Uh, it feels good. Um, obviously you never know what someone's gonna say when they actually pick up the fun yeah, Um, but yeah, I felt comfortable there. Um, just, you know, pivoting, you know, sometimes a little bit worthy there, trying to like clawed my way out of like a whole I doug just so I could get to the next part. But Um, I know it didn't didn't feel overly horrible. So, yeah, what's great is your consistencies. there. You know, you basically have hey, Hey Ryan, this is uh seth. How you doing today? Hey Ryan, this seth. How doing today? Hey, right, this right, Hey Ryan, this seth. How you doing today? That's great. Right, uh. And your tone and pace is consistent. You you sound like cool hand Luke, cool, calm, collected. How's it going? You know, it's it's a nice confident pace and tone to get into a conversation. The curveballs that are coming in. You're doing a good job of of fielding them, Um, for the most part. Uh. But like the part and I said, Um, you know, I just laid some people off, and then you transition back through or some of these other ones. Uh. It's it's clear that you know that you want to get to the section. Sometimes it's okay to Um, you know, be a little bit more conversational before you go back into the section. Sometimes, not always, but uh, being a little bit respectful for certain things, like if I just, like, if I just laid off my team, am I? Am I really going to be in the mood to buy anything right now? Probably not. I don't know. You could use some situational awareness. Obviously this is just a role practice, but just using some situational awareness of like sometimes time is just terrible and when you hear stuff like that, it's okay from time to time and be like, Oh my God, something's the worst possible time. I'm gonna less you. Get back to it, man, Um. Uh, you know, I have a hopefully big it's better. There's no point of like necessarily taking that connect. You'RE NOT gonna go anywhere likely, I don't know. Um. But just situational awareness, and I just throw that one. Actually it's it's a role play, but just be aware of it. Um. But other than that, you're transition is phenomenal. Uh. You clearly understand that. You you have a section that you're trying to get to and, Um, and you've gotten it. It's consistent, right, each time you're going right into that. Reason for the call is working from home, you've got the gaps, et Cetera. So so a great job there. Um, situational iarness is the only thing that I would I would bring up on that transition period when there's a curveball from time to time. Um, sometimes it's not a good time to talk right, and that's okay. You know, just because they picked up doesn't mean that they thought it was a salesperson calling. Um, regardless of what some of the Gurus would tell you. So, uh know, I save it for another another day. Um, all right, so let's try again. We'll focus on the transition period and then, Um, and then this show is flying by today, so we'll open it up for uh, maybe one more guests, that we have them, if not, the open Q and A. So, Hey, this is Ryan. Hey Ryan, this is something part giving you a call from cognism. How are you doing today? I am I'm doing pretty good. Feeling a little sick. Okay, come back from my fever. But what's up, man,...

...oh, that's that's tough to hear. I uh, you know, I hope. I hope you get over that. You just feel on cold symptoms or you just, you know, just total grogginess? Yeah, just some chills and stuff. Great, but I'm back at it today. Um, I'm gonna help you seth do I know? Yeah, no, no, but you know, like the weekend coming up, you've got something to look forward to feeling better. But so, anyways, you know, you don't know me. Totally cut you out of the blue, Ryan, but you got you got twenty seconds. I could go a little bit further into why I'm calling. Sure, how can I help? So, cognism, like I said, we're working with business development managers like yourself to provide validated mobile contact data for your prospects. You know, people working from home more than ever. Sales leaders are noticing and drop off in their connections, as well as gaps in their current mobile coverage. So you know, let me ask you a quick question, if you don't mind. Yeah, what what are you what are your reps doing when they don't have contact data for their most important leads? Uh, so, this this this transition, this time seth, I'm just gonna Start over with what's up, so you don't do the intro anymore. So let's keep okay. So, yeah, what's up? What's up? How can I help? Yeah, so, reason for the call? My Company, cognism, or working with business development leaders like yourself to provide validated mobile contact data for your prospects. You know what, people working from home. We don't call mobiles man. Oh No, why, why is that? What's up? How can I help? Hey, Ian, like I said, my company, cognism, we're working with business development leaders like yourself to provide validated mobile contact data for your prospects. Validated mobile data. How's that working? Yeah, so like when people working from home, you know, sale leaders, and noticed that drop off in their connections, as well as gaps and their gurrant coverage. So what we do over your cognism, we provide the validated mobile contact data for specific prospects. So ultimately, your reps are getting more people on the phone having more conversations each day. Um, yeah, what's up? How can I help? The reason for the call, Ryan's, was my company, cognism. Like I said, we're working with sales leaders like yourself. Yeah, cognism. No, totally caught you out of the blue, but you know, I saw in your profile and you're a big fan of cold calls. So here I am, looking, looking to see if I have what it takes. Okay, what's up? Yeah, so we're working with business development leaders like yourself to provide validated mobile contact data for your prospects, just because people working from home and on the go more than ever, sales leaders are noticing the drop off in their connections, as well as gaps in their current mobile coverage. So, Ryan, let me ask you, if you don't mind, you know. What are you? What are your reps doing if they don't have the contact data for their most important leads? What's up, man, how can I help you? Got Thirty seconds? Thirty seconds, I'll give you thirty alright, perfect. I'll keep it quick. But, like I said, my company COGNISM, we're working with business development, just like yourself, to provide validated mobile contact data for your prospect let's stop. Let's stop there. How did that feel? A feel good? I know, obviously, never like when someone's like a here into the twenty seconds or you know, it gives you the time frame, because even though I feel like I could definitely get it out in that time, I don't know. Just the added pressure. Definitely, you know, it makes it a little more adventurous. Okay, well, you're doing a phenomenal job of like threw a couple of curveballs again, but you just go right back to your talk track. You go right back to your talk track. It's clear that it's written down, it's rehearsed, it's practice, like you know where you're going with the call. Phenomenal job, man, that's awesome. H If you're feeling that as a pressure statement, then you might want to eliminate asking for a specific number of seconds right, because that is something you ask like Hey, you got twenty something, you got twenty seconds, I could explain it. If you don't like when I'm like, yeah, you got thirty, then don't ask that question that you're giving. You're setting yourself up for use a different one like Naomi used the one day. I was hoping to help me off...

...for a moment. Now all of a sudden there's no if they say yes, great, you didn't put it yourself on o'clock. Um, you know, so, so. So that's one thing to think about. If, if that comes up often, where you feel pressure. But your transition and your ability to duck and we've Um and also you're coaching from the beginning around a little bit of the sympathy. Dude, you just you nailed it. It was a phenomenal job. Your pace, your tone, everything is is solid here. Man. How have calls been going? I know, I know, I know. We had our workshop and stuff like that. How thing's been going since, uh, since doing this, the big, big, big call blitz? Yeah, so, I mean things July was obviously up and down. Um, but you know, I actually did miss my number by one, which was but, you know, for set up a good comeback because I actually hit quota the first week of the month here. So, UM, looking to, you know, really take advantage of you know, stacking the meetings up here. So it's been one really well awesome man. Well, Hey, thanks for jumping in on the show today. Uh, I mean really really good job, like, keep up the great work and Um, thanks again for being a victim, I mean a volunteer for the show always. Thank you again, Ryan, appreciate it. Cheers. Have a good one. Good job. All right. So we're gonna open it up for Q and a fifteen minutes was so left in the show. Um, one of the key things that I've seen here on the chats was around data. Um, I get this question quite a bit about Um, you know what to expect from a success uh, of a of an outbound campaign, and keep in mind that if you're converting one out of ten of your cold calls, these are true cold calls, you're doing pretty well. You're getting pretty much everybody who's buying now and open to a discussion. And so if you're firing off calls converting one out of ten, that's not a bad thing. That's right where you need to be, Um, and if you can get away from worrying about the other nines being knows and you keep up that approach, um wanted. That sends a good number to reach for. So here's a first question coming in from Janelle. How are you finding this number online? How do you know who you're talking to the right person at the company? Perhaps ask if if they're the right person, speaking enough off SPEC contia or something like that. I'm no expert, but just an idea. How are you finding this number? Okay, so if you're if you're asking, how are you finding contact information? Um. Obviously there's a premium databases like cognizant that you could use, but if you don't have access to preview databases like cognizance, web research is a great place to go to. Um. If your audience is on Linkedin, believe it or not, if you check their profile, a lot of people will put numbers inside their contact info. So if you're a connection you can get their contact information. If you're not, sometimes they have it in their summary. Click into their summary page. Some people post their can tax information right there. Um. Other than that, tools are going to go a long way, right. So, UH, purchasing the contact information from a tool that actually has plug ins off of like Linkedin, if your data is there, or websites, Um, where they're looking at the website domain to find contacts. That way, Um, there's lots of ways to find phone numbers. And then the other thing that I highly recommend here is, once you have a name and you have a phone number, is do not hesitate to try all the phone numbers that you can find for companies. UH, there's a lot of gold by calling and going through the actual call trees or operators. When you call in, you can ask for more direct numbers from operators, uh, customer service lines. Sometimes you can get people's phone numbers that way. Um, if you have a very high value target, being a sleuth and Um doing everything you can and try to find a phone number by talking to people...

...at the company. Um, with the name, it will go a long way. If you just have a title, it's a little bit more difficult, but that's, believe it or not, how I used to have to build all my lists. UH, fifteen years ago, we weren't blessed with all these premium data tools like cognizant and even linkedin was not really a thing. You would have to call a website and ask who's in charge of a specific program get a name, get a number, build your database and follow up. So hopefully those tips are are helpful. Um, but do everything you can to find a phone number. Make sure to call those numbers and when you're calling those numbers, document pasts, go all the way through two voicemails and voicemails you can find mobile numbers. These days. A lot of times people say hey, I'm busy, you can reach me on my mobile number, things like that. So do what you can to build that database up on the situations where you had distractions. Would you would the right move be? Now, it sounds like a bad time. Do you want to five next week? That's a great it's it's a it's a great question. So, Um, what Justin Middleton and I do a lot in our lives show is we hear a distraction, Um, we will call it out, uh in the middle of our opener, for example, if someone's driving and we can hear it, you know, maybe like there's a blinker or uh, there's a screaming baby, we hear it or there's they're at a coffee shop or something. If if you can hear the noise, just call it out ahead of time, so it sounds something like, you know, Hey, this is uh Ryan with uh phone ready leads. Uh sounds like I'm on a catch you at the middle of something. Or Hey, this run with cognizant. It sounds like a Catta driving Um, you know. So you can actually call that out ahead of time and um see how they respond. If you're hearing the urgency and their voices say, that's not a problem. I actually don't even ask to book a time to call back. I just said we'll just call you back. There's a really interes steam behavior with phone, and this is something that a lot of you might not recognize, because you're calling um data cold and your connect rates probably sitting out like three to five, meaning you have to call and you have to call twenty to thirty people on average before you get one person to pick up. Um. Now, once you get someone to pick up, those people tend to pick up again and again and again, and their connect rate actually won't be three or five percent, it will be something like twenty or or, said differently, you can get them on the phone every three to five dials, and so if someone's super busy and you caught them, it's not a big deal to exit the call and just trying back later. And then when you try them back later, document the time and you can say, you know, hey, Chris, I caught you on a Thursday around, uh, it was like eight fifty in the morning. Sounded like it was the worst possible time. Do you mind if I take a minute to explain why I was reaching out and you can let me know if it's relevant or not. Having that intro on that fall it was super powerful because you're referencing the previous conversation. They might even remember. You're the only person who ever respected it, hung up and then called back, and because of that you have a much higher chance of getting further along in the conversation and get into what we like to call the completion. So, UM, call it out, be respectful of it and then, Um, you certainly can't ask if it if it seems reasonable, but there's a lot of times where, like it's I'm talking like really like a screaming baby or something like that. It's like there's no point of continue to keep this. People I just cut the call and call back. So it depends to have high situation awareness, but I always like those little micro commitments. Hazer, maybe I can call you back tomorrow. Just put five minutes in the calendar. Even sending that invites a good idea. Sometimes they accept and you you've got you've got a scheduled a scheduled follow up call. I don't call that a meeting, but at least you've got an opportunity to go and explain exactly why you're calling. A good question.

What's the best reaction to hearing there's background commotion? Yeah, so I think we just talked about this one. Right. So if you're hearing background commotion, I actually I actually call it out right. I'd like to call it out and then, Um, you know, I'm not desperate when I'm calling. I know if you pick up, you tend to pick up again, and so I have no problem basically saying hey, let me call you back when when I catch you out a little bit of a better time. There's been zero opportunities that I can think of in my entire career in Justin Middleton and I again cold call. We have been shows on pause right now for a couple of weeks, but pretty much every single day we're on making cold calls. We do this live and there's always commotion from time to Time, like there's people that are busy, et Cetera. Every single time we continue through and pitch. The pitch ends in something like yeah, I don't think I'd be interested, I'm busy right now. No things. Every single time, um, there's been next to zero, zero, I would say, zero percent chances where someone's Super Busy, lots of commotion, where that Call Is gonna end in anything other than you. You know, I'm busy right now. If there's a level of interest, they'll ask you to call back. You'RE NOT gonna get much more than that anyway, and so why not just call back later? That's what I've discovered is the best practice here and again referencing that call in the follow up. You can explain using that commotion as a part of Your opener. Hey, I called you the other day. It sounded like I caught you in the middle of breakfast, I caught you a driving, I caught you with your baby, you know, crying in the background. Whatever. Um, I want to see if now is a better time to explain what was calling. That's gonna get you further along in the completion and it's not going to change the outcome. I would actually err on the side of coming back another day. People who pick up will pick up again, versus trying to pitch where you have next. Is Zero percent chance of that going anywhere. Besides not I don't think I'm interested because they're not hearing you. There's too much going on and the point of the call is to try to get a scheduled next interaction at a later date anyway, with the intention that you get through to a completion. The completion means they hear you and if there's commotion there's a very, very, very slim chance that that commotion is going to lead to them hearing anything you have to say. That's just my take on it. Next question, uh, yeah, so, so around voicemails? I'm not I'm gonna answer this. And so the length, I think thirty seconds or less is great. Um, but here's the thing about voicemail. Unless it's somebody that already knows you, uh, there's a reason for a callback. Like you know, you're following up on an inbound demo request or you're following up on a previous sales conversation where there's relevance. Unless some of those thing things have already happened in the past, I actually do not recommend leaving voicemails. Um. People who pick up the phone tend to pick up the phone and people who don't don't. voicemail callbacks tend to happen with people who like to use the phone, even if you so, if you call people and you just don't even leave a voicemail, you'll get callbacks. And what I found is that you actually get, Um, a negative uh, you actually get a negative outcome if you're leaving voicemails in terms of your likelihood of getting somebody on the phone that may have otherwise. What I mean by that is um I have data that shows from a campaign I ran last year with a phone burner where their system automatically drops voicemails and you can send emails for cold data. I used to think that was a really good idea. So I would call, drop a voicemails, send a voicemail, send an email and I saw my connect rates for phone ready leads, which are people who pick up. Already know they pick up, actually go to zero on a on a campaign with people where I...

...was calling, leaving a voice was send an email. My hypothesis is that those leads saw the voicemail, saw the email, decided that it wasn't relevant and and you know, might might have blocked the number I was calling. I eliminated the voicemail from the process and the connectorate went back up. So, uh, using a new number. Um. So you actually hurt your chances of getting any conversation started by leaving a voicemail. I wouldn't recommend leaving a voicemail on a cold call. Um. So that's uh, answering a different question here. But for voicemails, UM, when it comes to length, you know, thirty seconds to a minute. I mean just it's probably a good idea, um, but the reality is I would use that as a mechanism on a follow up, not on a cold call. Length isn't so much as as important as, uh, the actual substance of it, and what I found work best is on my voicemails for follow ups is basically just saying hey, sorry, I missed you. I'm gonna either send you a text or an email as well, and now I can actually get my message out in the text or the email after the call. Adam Robertson. Hey Ryan, quick one. We're trying to uncover if they have any pains from a list of multiple pain points. Your favorite ways to uncover pain points before jumping into the pitch? How can you overcome they're reluctance to tell a complete trage or what problems they are currently facing with such a short time period? Well, that's a great question. So for me, Adam Um, if you're doing this list of pain points, it's kind of like the Sandler method, I'd imagine. So you might be saying something like hey, we're reaching out to insert persona and generally more stupid these folks. They tell us they have problems like x, Y Z. Let me stop there. Do any of those resonate? You might be using that framework. That's a decent that's a decent framework, uh, to try to uncover. Um, you know, is there something on a list of pains that they might be facing that's relevant? Um, what I found is that that works if you really if you have the right approach. Um, it's a pretty skilled call. Um. What I like to do instead is is try to assume, based on what I can know about them, uh, one or two of those pains. Uh, and with that assumption, Um, uh, you get a little bit further along into the conversation. So that framework looks like something like you know how people like you suffer from A, B and C, and then that results in, you know, this negative experience. Well, with us, we do it in this way, in this way, which results in this outcome. Uh. Does that sound like it'd be relevant? Or on my way off base or something like that. So that framework tends to Um, to result in a little bit of a better uh conversion rate, because on a cold call, to your point, people aren't gonna they're not sitting around waiting for you to call them and ask them, ask, ask, they're not sitting around waiting for you to to tell you what their problem is. There they they have problems and they're trying to solve them. So it's better if you could come in with hey, I know you, I know you have these problems and by knowing me, you can now serve me right. So if you can transition that statement away from trying to get them to tell you something and more of a a assumption base, or you know how you of course I feel that, um, I tend to like that framework. It works a little bit better, but both both use cases can work out. All of that answers that question. I think we are up on the hour here. Thank you all for tuning in on the show today. I really appreciate the guests coming in. Amazing job with those who volunteered and Um, we are going to be rolling out this show, this format of the show is going to happen one x a month, one time a month. So if you want to be a volunteer, you've been listening in, make sure to reach out to Tim Hughes on the team to get...

...signed up to be a volunteer for the next show, which will happen, I think, around this day, the second week of every month. Um. And then we're also going to roll out another format where, if there's any volunteers, Um, to actually look at your your your your script and we're gonna share the script, we're gonna break down the script live, so instead of actually doing the role practice, we'll actually look at the phraseology and talk through the format. So if you're a volunte if you want to volunteer to submit some scripts for the next show. Um, that there's gonna be the Stop. Start, repeat, once a month and then uh, script review once a month, every other week. We're gonna bring those in. So if you want to volunteer and submit your messaging for a live script review, reach out to the team as well and we'll get you set up for the next show. Thanks again, everybody, for tuning in today. Excited to have you around and hopefully I all got some value from this.

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