Revenue Champions
Revenue Champions

Episode 74 · 2 months ago

74: Cold calling live #14 (with Justin Middleton, President & COO at Phone Ready Leads)

ABOUT THIS EPISODE

Welcome to our 14th 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. This week, Ryan Reisert, Subject Matter Expert @Cognism is joined by Justin Middleton, President & COO @ Phone Ready Leads where they both take on cold calling prospects on the podcast, demonstrating live examples of the best way to deal with objections and techniques to use to increase your conversion rates.

Welcome to yet another live cool Calling. Today we're actually gonna do some live cool calling for the first time, so welcome to the show, Mr justin Middleton. For those who are live us, UH, feel free to chat in where you're coming in from, where you're coming in from, and uh, maybe your role Are you a rep, are you a leader? Maybe you're doing something else? Let us know and keep in mind that we are trying to make these shows as interactive as possible, So today it's gonna be lots of lots of energy and excitement. We're gonna start with some theory. We're gonna talk about a process that we've developed that helps us actually put together a lot of the things we've covered for quite some time. UH, and then we're gonna go right into practice. We're gonna make some real live calls today. You'll only hear our side of the call because we're not gonna share it over the public. We want to make sure that the compliance is okay. But you will be able to hear live calls running the framework that we share today, and then we'll open it up for UH live Q and A at the end. As always, justin who you be in this world? Who was justin Middleton. I am h the cold calling cowboy when it comes to the live shows. But um, I've been in the consulting world for the past few years, met you, and we've absolutely blown up poem Ready leads for the past couple of years. So UM, you know, continuously working on that, working through the licensee program. I'm a mentor coach what have you too, tender eleven agency owners right now, um, as well as a partner of poem Ready Leads and just crank getting this thing up. Man. I'm also an infinite creator. Amazing. You didn't know. It's an infinite game, all right. So we got lots of b drs in b d S b d as, lots of b d s SDRs. Fantastic. We've got the top funnel lists here Today. Today we're gonna talk about something that's gonna be kind of counterintutor to you all, and I'm gonna I'm gonna share the theory. I'm gonna share the actual script will run, and then we're gonna put into practice so you can see it. Here's an a welcome to show, David. So the idea here is that, um, we call this activated leads and if you follow the show, you follow the content for some time. You know that I like to talk about my funnels. Right, So we've got our funnels, and uh, there's some stages of our funnels that we're going to drive people through. Uh. Marketing would call this like awareness, consideration, evaluation, conversion. So we've probably seen this funnel. If you follow the content, you see this before. So up top here this is the first phase of engagement. Are you aware of me? Then once you're aware, you could potentially consider is there a fit or not? Once you consider, you would evaluate me versus others, versus status quo. And then finally conversion that this is a pretty standard marketing funnel. And then on the right hand side, UM, I'm gonna talk about like the SDR kind of funnel. And if you follow my best practice, as we use buckets, so you've got uncontacted, you've got working, you have priority, and then you have scheduled. So if you follow my content, you know what that is. And it maps really nicely into where people are at, except for this one huge issue when it comes to the digital age and how people actually run through the funnel. This is not a linear progression, right, Um, there are lots of different touch points in the modern world where individuals can become aware of what you do, consider your products, evaluate your products, and ultimately make a decision. However, we are very linear, focused on driving someone through our process from we haven't spoken before, I'm trying to reach you, We're we're working, we're reaching each other, we're having a conversation, and finally I'm getting you converted. Down here once we scheduled this is be like an m quel and then those m q ls need to turn to s q ls and that's where money is produced. But there's lots of different touchpoints. Right, you've got your website, You've got I won't put a circle around that, you've got social media, you've got podcasts, you've got live shows like we're doing right now. So these are all kind of marketing things. You also have the traditional channels for str which is phone, email, and maybe like LinkedIn, right if it's business to business. Okay, So the these are all the different touchpoints where people can become aware, consider, evaluate, converse, and then over here we're using these channels trying to drive you through them. People don't just go down here like this, right, they're kind of all over the place, and a lot of times, a lot of times we can get somebody on the phone, they might tell us to you know, go pound sand. But but then they're on our website and from the website visit they're over here, maybe evaluating you and your competitor, right and they choose to go through competitor...

...or they're evaluating you and they hit that marketing website and say, hey, I want to take a demo, uh, because they didn't want to talk to you as an SDR. So the fundamental problem with all of this right now is that as an str those of you that are calling right now, we are cold calling. So today we're going to show this off. We're cold calling people that don't know anything about us, uncontacted, no awareness, and we're trying to drive them from you don't know me all the way down to the meeting and one conversation, one interruption, one intrusion of time, one very scary thing. What if there was a better way to do that. What if there was a way where we could use the phone, email and social to take someone from uncontacted, build some awareness, gather some information, allow them to get into evaluation only schedule one of the times, right, that's the whole concept of activated leads. Okay, So activated leads is we're not calling with the intention of scheduling a meeting on the first call. We are calling with the intention of building awareness, gathering information to see if they would even consider us, setting the stage for a future follow up, and we're also channel activating where we can reach them starting with the phone conversation first. So that's that's the premise here. Just in anything I missed that I didn't share that I usually share to help set the stage for today. No, I don't think so. I mean I think we're gonna go over the script and kind of have the flow works and and the handoff process as well. Um, but now as far as the funnel, that was right. So again, these are gonna be cold calls. So the script, we're gonna introduce ourselves. Hey, this is Ryan's like, pause, navigate what does that mean a lot of people are going to engage in different ways at the front. We want to listen with our two ears and adjust accordingly. Sometimes we're gonna run right through this because we're not hearing them, like they're gonna say, oh, hey, how's it going whatever, they're just gonna be sitting there silence. We want to continue the conversation. Sometimes we're gonna say how we're doing. We're gonna navigate accordingly. We're gonna get permission to to move forward, and then introduce the purpose for the call. The purpose of our call right now is really just to introduce ourselves and see if it makes sense to followup at a later time. We're gonna confirm target. Hey, a lot of times we're failing because we're calling people who are not the right people, like literally not even the right people, like I think I'm calling Justin Middleton who's a inside sales director at Company ABC, But it's just a Middleton who is a professor at Northwestern University. So I want to confirm my target. Um, then I'm gonna ask a relevant question based on that confirmation, Okay, and then I'm going to go right into a call to action, which is literally and this is gonna blow out everybody's mind, everybody's mind. We're just gonna ask if we can send them an email and get them to opt in to receive our information and follow up at a later date. So that's the intent here. What we're going to do is activate leads. And this activation is going to allow us to build our buckets. If I went back to the funnel I had over there and start to figure out one, are these people even the right people to allow them to get some awareness on their terms, and then three, build a future list of follow ups that are going to have a very very high connect rate people who pick up tend to pick up again, and a conversion rate that's gonna be two to three times higher than what you're doing right now. So when you can three to five extra dial to connect rate and two to three extra conversion, you're getting a fifteen x lift on that future list versus trying to hammer it all in one one go, where today you might be dialing and only having a conversation every twenty three dials and converting maybe five to tomorrow, with this process, you're gonna have a live conversation with the follow ups every three to five dials and you're going to convert fifteen to twenty maybe. So that's the goal. Today. We're gonna show step one, which is how do we activate these leads? Um So, without further ado, I'm going to pass it over to Justin. You want to fire up the dial. That can start some calling. Feel free to firing questions. Is you want We are going to leave Q and A towards the end, So Justin and I are going to have some call for calls and call for calls, UM. We'll coach a little bit between, talk about what's going on, UH, and then we'll leave the last fifteen minutes or so for live Q and A. Yeah, let's do it. I got the dial. Another thing, when you're saying the navigate upfront, you need to navigate the type of person that you're talking to, UM, not trying to pitch or speak to everyone exactly the same. You need to listen to the surroundings, listen to the background, listen to their tone, speed of their boys, and adjust accordingly. And that will get you through more conversations or inform you to exit the conversation UM without getting you know, shut down because they were busier in the middle of something. You'll hear that today we'll go over it live. H. I think that's where a lot of people kind of fall short. I've been noticing this past couple of days being come the phone again a little bit...

...more test than out. You know, some of these transitions that we're doing, um, pushing some of these, pushing this funnel a little bit harder. Till the end of the year, I have had zero hang ups. Zero people have hung up on me investor day. I've completed every conversation, and I think it's a lot of just listening to what's going on or how they're responding, or the tone of their voice as well when they first pick up. It's huge. And you'll see this as we run through some dialing here, the tone the pace will change based on this pause and navigate when we introduce ourselves. But we're also listening. Again, you won't hear the other side, so you don't get to hear the whole thing. But um, the way people answered the phone, Hello, hello, Hello, Hello, Hi, this is Ryan. How can I help you? All of these are signals to help us adjust and navigate how we're gonna move through each section of the conversation. Um, it's pretty advanced tactics. But um, we'll here that as we get going. It is it isn't. It isn't. Yeah, I'm still done. It isn't it isn't. You know, people, when I've noticed you say advanced tactics. People when they get in this mode of cold colleague tend to box themselves in to this this mental framework of you know, oh my god, I'm interrupting someone's day. In the real world, Eric, sorry, I'm trying to talk Inda here. In the real world. When this happens, we adapt, right, if our significant other is a little pushy in the morning, our little tents in the morning, we immediately adapt. If we go into a store, right and somebody's happy or Hey, Shane, justin Middleton here, you're actually not expecting my call. Today's is the first time I've ever reached yet. Did you have half a minute so I can share what I called perfect? I appreciate your time, Shane. Um, again, my name is justin Middletown. I'm with prl IS. The reason for the call today is to briefly introduce my company and actually determine if it would make sense to coordinate a more formal introduction at some point in the future that we have not calling out of the blue on a on a Tuesday morning. Here, Um, you are still the director of inside sales at Profile the group? Correct? Okay, awesome? And are your sales reps man? You focused on calling inbound leads when prospecting, or did they do any proactive outbound calling to generate new business opportunities? Perfect, That's exactly why I was calling, Shane. Um any objection to me sending in some information about what we do and link to our marketing site with a few examples of how we're helping teams of yours um have more success using the phone when prospecting for new business ops. And you know, once you've had time to review all that, I'll follow up with a call. Okay, I've got first initial, last name at trek Simo. Is that your best email trick? Simo dot com? Okay, pro Farma Group dot com. Okay, got it, all right, Shane. I appreciate your time keeping. Keep an eye out for an email coming from us here at phone ready Leeds, and uh, I look forward to talking to you next week. Have a have a great holiday here, all right, Mac? Alright? Alright, alright, so you said, so he opened up with his name, obviously, because you're like, hey Shane versus like, is this Shane? Right? He must have said, Hey, this is Shane. Hey Shane, and he had probably an enthusiastic voice because you were a little bit enthusiastic and match it a little it. Yeah. Um, but you can hear if you just listen to that call and look at the script. It was legitimately verbatim verbatim the the script. Right. He just walked him right through this navigation right again, this is his name or trying to introduce ourselves. I want to make sure I'm on the right place, name, and title. Are your reps doing this? Now? This is a this is interesting here because this question is designed uniquely. We don't care about the answer. Right. Are your reps mainly focused on calling inbound leads when prospecting or do they do any proactive outbound calling you generate new business opportunities? He must have said they do outbound because you use that as the example in the bottom. Right, Justin's not gonna because you're not gonna hear the other side. It's not we're not it's not compliant to share other people's conversations on live shows like this, so you will not hear the other side. Um. But just as he said, yes, we use outbound right,...

...yeah, and that's why I said perfect, that's exactly what it's calling. Now. If he would have said actually it's mostly inbound leads. What we were to say perfect, That's exactly why I'm calling. It doesn't matter what they say. The question is uniquely designed for us to say perfect. That's exactly why I was calling. Any objection to me, send you a link to our marketing website with a few specific examples of how we're helping teams like yours. How more success using the phone when when, in this case, following up on inbound leads, if it was inbound leads versus prospecting for new business, and once you've had an opportunity review the information, we can determine if it's worth a fall car or not confirmed email. Guess what the data we had was wrong. He got a better email. He's going to send that out. Um, let me log in justin you want to do another call and I'll show I'll showcase the a showcase the follow up tethnology with the email and how that works. But uh, go ahead and get in there again, perfect perfectly executed. Yeah, that's the first time I've read that script. Guys, Like literally, he just gave me the script. I read it this morning and went through it. Like it doesn't matter if if you're creating Hey, good morning, Hey, good morning. Is uh is kanka your weeks running around there today? Awesome? Thank you. When you hear us like double stepping on these words, creating these gaps and words like, we're doing that by design. You can read any script and we can read it. But if you're not reading something and then actually communicating it are two totally different things. So when you hear us double stepping on words or all we're doing is preparing on how we're going to deliver. Hey, Knica, Hey, this is justin Middleton. You're you're actually not expecting my calls. The first time I've ever reached you. Did you have half a minute today so I could share what I was calling? Fair enough? I understand again, I'm just in Middleton. I'm actually calling with prls UM. Today's the purpose of today's call us to briefly introduce my company and determine if it would make sense to coordinate a more formal introduction at some point in the future when I'm not randomly calling you out of the blue on a Tuesday morning like today. You are still the director of inside sales at one Solution Team. Correct. Awesome, and are your reps mainly focused on calling inbound leads when prospecting or do they do they do any proactive outbound calling to generate new business? Got it? Oh? Got it? Okay? Okay, that's perfect. It's it's a unique situation. UM. Are you doing anything with inbound outside of the trade shows? Are you following up on any inbound leads that may come through like the marketing website or anything like that? Okay, got it? Okay, okay, so a little bit different use case. That's no problem. I appreciate all the clarity today. Uh, any objection to me? Just send you some information about what we do UM and and examples of how we're helping teams like yours UM utilize the phone, especially when it comes to like these trade shows, the kind of sifting through what's good, what's not good, and then maybe follow up once you've had time to ruine you that information. Okay, sounds good and I've got k your dash weeks at JDF Associates. That doesn't sound like the best eam okay, y one Solution team dot com? Okay, perfect, Hey, I appreciate your time today. I'll get this out to you and then you know, maybe we can find some alignment in the future. You have a you have a great afternoon and a happy holiday here okay, uh huh boom baby, I mean diamond cutter, all right, So I the process here it is two for...

...two. He's getting people to opt in. Remember activating confirming target. Is this the right person now that particular one. He's learning about the use cases as well. This is what's really really fascinating about them. So this is we have been running this for a while, so you have to look at this. But the um the amount of opens that we get uh from our sins. So ah, when you do this activation, typically when you're cold emailing, you probably get like, I don't know, twenty maybe four you sent open rates with activated leads with people that literally you just spoke with and you send them the email right afterwards. We're seeing open rates and in fact, some of the people, if you have to call the actions right, are just booking right away when you send them emails as well. So a lot of people are thinking, why don't you just ask for the meeting. That's not the intention. The intention is to get them an opportunity. Export you have caveat here is you have to have a decent marketing site has to match the you know, the offering that you have, and then you should have a really good social presence of brand, brand authority customers, things like that. That way you can put them into your digital funnel and when you follow up, if they haven't decided to already move into that consideration and evaluation stage, then that next call is going to convert them. Again. You should expect at three to five x increase in your connect rate on follow ups, and you will also expect about a two to three x increasing your conversion rate from your cold call. So, uh, here we go. I'm gonna show the other side of this. So when we are activating these leads, this is an email account that we're sending these these emails from, really straightforward, really straightforward, uh email. Look at that spoke with Spocus spokes Focus, and you can see here the amount of opens versus not opens, right. So this is when we're running this campaign internally recently. We haven't been calling on this for like two months now. But green means open, blank means not. If you were to do the math on this, look at all these opens versus not opens right, So there's a stent of about four in a row that didn't, but there's tons opens now. When we go to compose the email, we also just have a couple of quick templates. Again, whether we're calling inbound or outbound, we have the two use cases calls inbounds, calls outbounds, does both, and then we just have a template boom boom, links to our website, links to examples. It's really straightforward. It's very fast when we say send some specific examples. The list is the strategy. And now what you're doing is you're compounding a conversation into other channels, and that compound effect results in a very high open rate opting into your email communication. You can leverage that email engagement to determine hey, is email a great channel? But remember you got them on the phone first, so you want to follow up, get them back on the phone if you haven't responded. And the goal here is to not wait more than hours. So Justin is making the calls today, he's activating to them today. We're gonna send the emails out today, like immediately with those those uh templates, so it's very fresh in their mind. I just spoke with this very different salesperson, didn't come to me with commission breath came to me with a quick introduction, offered to send me some information, and he actually did it and it was relevant to me, and it was I clicked down to it and it was associated with a use case that's associated with my title at a company like me. And then what happens They either respond or justin follows up within a day or two. It's top of mind. And that's where you're gonna see, uh, that dramatic increase in your conversion rate. Um, if nothing else, you're going to get to an outcome in a matter of days, not seven touches waiting five days, rolling them up with a social profile of you first. This starts with the phone conversation first, compounding that into other channels, and you could take the same approach with email into social as well. So if you wanted to take it to the next level, you could go call email. If they're active on social, go ahead and hit them with a connection request. Thanks for the conversation today, look out from my email and now your triple channel validating getting conversations started and then getting them right back on the phone. Yeah, Lauren, A great question, uh again for us it's templatized. So justin if he's running this and I'm you, I have that template available and I'm banging it out, it should not take more than a couple of clicks, right, yeah, and you can confirm you can confirm receipt right then like, hey, I went ahead and sent it. Did you see it come through? Right? And then literally you have their eyes on it, like you've confirmed that their eyes are on it. The other thing is is like what Ryan was saying to bounce off, that is, I've ran into this. Sometimes they're like, hey, the best way to reach me a social right. So if you start with phone first, they will inform you on the next interactions where they prefer to right and you can always pick up the phone again. But if they say go to social, Okay, I'll go to social part pick,...

I'm gonna connect with you right now, go ahead, accept it. I'll send you some info and then obviously you can run through my feed and see a little bit about what we're up to as well. Um, there's a lot of good questions coming in. When will you call again again, Mattello? It wants to be you want to do it as soon as possible with the holidays coming up, we'll probably touch it on Friday at this point. Um, Usually we would do it Thursday, you know, forty eight hours or so, so it's still fresh on their mind. But we can do it Friday if you're and you're saying, usually you get the team to agree on a specific date. If you do that again, it's kind of combatting what you were doing with the email. You're you're starting to box them into like it's a meeting, right, So you're trying to sneak in this meeting when the data says that people that pick up the phone tend to pick up the phone again and again and again, and all you gotta do is call them, right, So if you start doing that, it's gonna feel like a meeting to them, and you're gonna actually break what you're trying to do with the email. You have the potential to um, and it may not have the same kind of effect, So I would be careful with that. Choose one or the other, David, Yes, all the research has done prior. Right. The list is the strategy, UM, So you want to have the tightest list possible, you know, spend as much time as you can upfront building a list because it informs everything that follows it. Um. I think that's it. Do you add in times you're available for a demo call into the email? You can, Lauren. Um, but again, I mean you're you're the call to action there. You could put that in and say, I'm gonna add some times. If it's really intriguing and you want to, you know, jump to the demo, there will be a couple of times on there I'm available. Otherwise you'll you know, I'll just call you in a couple of days, right, like you want to make it very non evasive. Um, the follow up call, you could do, all that you could schedule. Just remember this is this is counterintuitive. You're all thinking double demo, meeting, meeting, meeting. Now now now break that, break that thought process. You gotta take someone from I don't know you into Wow, this is actually something I care about. Now to let's meet. And when you do this, you're gonna slow down to speed up. You're gonna slow down to speed up. Let me say that a few more times. You're gonna slow down to speed up. You're selecting the right targets in the first place. These are people that actually you should be talking to um. If you haven't checked out my book, I'm gonna put the chapter. There's an audio version of it. Outboun slows no fluff uh in the chat here, but outbound seals no fluff chapter safe bucket stops what we're run right now. You're gonna slow down to speed up, make sure these are people you actually want to talk to. You don't know all of them yet, that's why you have to have the conversation. But you're gonna slow down and select the right people first. Stop spraying and praying. Okay, you're gonna get them on the phone. And the intention of the initial calls just to see if it even makes sense, it even makes sense to connect on a follow up. And so you briefly explained by asking a question like the intent And again we're not saying this is what we're not pitching at all. You notice there's no pitching here. Well, all we're doing is asking a question. They're gonna let us, they're gonna ask what do that's not a problem. That's why I was That's exactly what I was reaching out. Do you mind if I send some information that they don't know, but like, tell me some more. I've learned the hard way. We haven't had this yet. I've learned the hard way that an ambition conversation like this isn't the best way to talk to something as important in your business as this. Do you mind if I send this? No? Like, what do you do? Okay? Now, now it's your chance to actually pitch, which goes back to a lot of our stop, stop, repeat stuff. But you're gonna slow down to speed up. You're gonna get them on the phone. Your intention is not to try to get them to book a demo and meet now. Your intention is to introduce yourself and your company, determine if it's relevant for a future follow up, get that in front of them, and then you're following up. Now it's really important. There's some some questions about the intensity here. Once you get somebody into a conversation, now it's about keeping that momentum alive. You don't want them to forget about it. So you wait a day or two, you follow up, You get them back on the phone, and now it's your opportunity to figure out. Now it's your opportunity to figure out if they in fact right now and give a crap about what you do the problem that you're solving. Do they have the pain or not? Now you can get into that conversation because you've you've you've you've followed the system, you've activated them, and especially if they're looking at your emails and you can see multiple emails and things like that, and you have the conversation, if you follow up with them, it's gonna be a really good conversation. That's basically your meeting. By the way, your intro meeting, you could have ten fifteen twenty minute conversations in those follow up calls if you catch your mom at the right time. If not, then you set the meeting. But you're gonna catch them and say, hey, we spoke the other day, send you some information. Did you have some time to talk now, or would it make sense for us to go ahead and schedule that meeting. A lot of people are like, no, I have some questions, perfect boom, Now is your chance to just sit there and answer questions, Answer questions, answer questions. You're not pitching anymore. They're actually learning about you. They're now in this consideration phase and they can start to move towards evaluation. We're not trying to force them through this...

...this funnel that doesn't really exist on the buyer's side. So um, so it's really important. Yeah, And people are always talking about you know, handling objections and and pattern in erupts. Right, this whole entire framework is a pattern interrupt the whole thing by design. Right, So people are like, damn, that was so interesting. Right. It sticks with them a little bit more than just asking for the meeting, because guess what everybody today is asking for the meeting. And you'll see some of our guys if you start to follow, you know, some of our guys that are doing this now are saying, hey, typically this is where I would ask for a meeting, but any objection to meet, send you some info. Right. They're actually combating that a little bit um and it's kind of interesting to see. And then they lead into the email and then they follow up with a call and then ask for the meeting or hold the meeting live. Right then, So yeah, a couple more questions, how many fall up calls you're gonna fall u until you getting back on the phone again. You know, someone who picks up tends to pick up again and again. Keep in mind, don't go at them and do this crazy spammy stuff, right, don't spam your tam I wish that one we're gonna call again. I'm gonna call some call and I'll answer some questions, or you're calling if you want to adjust it when you're following up follow up. Don't get too hot and heavy. I used to say otherwise, but you know, calling every other day until they're available again. If they're interested, they're gonna pick up. If they're blocking you, you're doing something kind of spamming, right. People who pick up tend to pick up again and again again. Don't be too needy, don't worry about leaving voicemails. Just call the likely pick up again and you're gonna have your shot on goal um. And if they're avoiding you, they'll let you know. Right. This is uh, it's it's a it's a pretty pretty uh. Once you start to run this process, you'll understand fairly quickly how that works. But people who pick up, if you're calling for the first time, and I've shared this before with the content would do with cognizant within five attempts on all the numbers that they have, So each number has to be attempted up to five times, and you should do this over at least five business days. Don't do it with triple taps and double taps and spammy stuff. But um, within five attempts, people are likely to pick up will have already picked up by tennis. If you're following up with someone who's already picked up, you can use the same math. If if you try them five times they don't pick up again, it's probably either they're really busy at a bad time, or maybe they got your number. They're like, I don't want to talk to that salesperson again. So he did something very spammy scammy didn't feel right. They don't want to they don't want to talk to you. So UM hopefully answers that question. If you have all numbers for your prospects, which do you call first? Mobiles are gonna have a higher director connect right then a direct direct you're gonna have a higher connect right than an office office. If you can get through them, it's going to have the best sales conversation, so well, director office. It depends on what your definition of directors, but it because just direct mobile you're gonna run into. How do you get my moble number. If it's direct office line, that's a really good number. Office transfers through operators are actually the best number you can possibly get for somebody. Um, we've shared that in content in the past two so you can always drag that up from all the old cognizant content. How would you know if they're just saying okay to brush you off. Well, you just know through your follow up, Sam, you know through your follow up. You know through your follow up scatter guns up in here? Are you going to share the framework content? We I mean it's an email. You just email what you want to email. You know, here's here's what you have to say. Um, I'm not an email expert. You don't want to see what we do say and we're really bad at email, So go look at I mean we can the template says we just spoke. You know, here's some information we're gonna follow up. Um, I don't really want to share the phone right leads content. Um, there's some folks out there that's trying to just use everything we say, so I won't be sharing that. But you've seen it here on the live Uh what percent into these calls? Well, you don't commit to a meeting of the call usually result in a meeting in the future. Like I said, Um, if I have a list cold today, let me just do the math, right, FAVO lists cold Today, I make a hundred dials, or I have make a hunter dials. I might talk to five people and I would book one half of a meeting. This is a five to connect right, Hey Jake, Um, this is justin Middleton? You you actually we're not expecting my call. This is the first time I've reached you. Did you have half a minute today so I could share what was called? Awesome? I appreciate your time. I'm actually again, I'm just in Middleton. I'm actually calling with PRLS. Reason for my call today is to briefly introduce my company and determine if it would make sense to coordinate a more formal introduction at some point in the future when I'm not calling you on a randomly on a Tuesday morning. Here. Um, you are still the director of inside sales at are COMB correct? Yeah? We actually work...

...with teams that are utilizing the phone on a daily basis. Um, are your sales reps mainly focused on calling inbound leads when prospecting or do they do any proactive outbound calling to generate new business opportunities? It's not, actually, Jake, how about what if this makes more sense? Can I just send you some information and a link to our marketing site with some examples for how outbound teams are are utilizing our process and then we can follow up point you've had time to review that, um In in a couple of days. I have an email. I have first initial, last name at our homelowans dot com. Is that your best email? Awesome? Jake? All right, I'll get that right out to you again. I'm justin with phone, ready to leads. I appreciate your time and we'll talk later this week or early next. Yep. Take care three for three. So Justin was getting into a position where a lot of you have been like, oh, I'm gonna pitch. What is this? What is this? And you see he had che he did it and all the restrain in the world to not pitch. Remember, we're not pitching. So is it like this, No, it's not. Actually, wouldn't be okay if I just sent you some information. They asked me twice, right, So there's a trick right there, because when I came off of confirming his title, he asked me a question, what is PRL right? And if you would have just made a statement like, oh, we're you know, are your sales right? If you had asked him another question as opposed to answering his statement first, it would have created resistance in the conversation. So I said, we actually just worked with teams that are utilizing the phone. Are your reps right? Very quick? Relevant clarity if you will. If you want to listen to Greg, what were they'll talk about? Have a relevant clarity statement so that they can attach what you do to something. And then from there I asked him my next question. But if I would have asked him a question to his question, it would have frustrated him and I might not have been able to complete that right. And then when I asked him his question, he was like, yeah, we have this? Is it this right? He was trying to attach it to the next thing because it made a slight connection for him, and then now he's trying to attach it to the next thing and take it further. And I was like, hey, let's just do this and he was like yeah, that's perfect right, perfect conversation, perfect email going out and then a perfect follow up. This is a conversion for sure. Oh there's some confidence. Now someone asked about the math. So if I'm calling cold right now, I have a five percent dial to connect rate and make a hunter dials I talked to five people have a ten percent conversion rate. That's a half of a meeting for every hundred dills that I make. Okay, with activated leads, what we're doing is we're taking the exact same five and we're bucking them over here. So once you get to a hundred of these, for every hundred dollars you make on these, and this is going in fun and you're gonna get a lot of that, you're gonna get these back on the phone. So you asked about how many of them to complete the math here, But for every one hundred of these is setting your connect rate on this list being five percent. It's so in the same amount of time it was taking you to get the Cold list on the phone, to get them back on the phone, it's gonna verses five, So twenty five conversations for every hundred dials, and instead of converting at ten percent, you could be as easy as so you're gonna convert five out of out of every conversa are five at every hundred dials and then this number you asked, how many would we get back on, Well, it should be at least ninety percent of these back on the phone. Again, So if I just did the ninety uh at um, well, uh nine, you're gonna get eighteen total meetings likely out of this group versus one half over here. And if you call this whole list, you're gonna get probably say it's on the phone total. So thirty people over here thirty there's three meetings sitting here calling cold So that's the difference. The same exact list. You can go from having three meetings trying to cold call and do what you do today and just try to hammer your meeting and only get three meetings out of a hundred, which is roughly what you see in a HubSpot like three percent connect rate. Or you could build these buckets and out of these thirty you're gonna put them over here, right and in this case, out of the thirty you're still getting instead of three, you're gonna double your production into six. But these buckets over here what you're building up over time, and that's the goal of this process. You're building your buckets. I'm trying to grab the UM episode. Here we go in my book and it's in a podcast. And by the way, a lot of you have asked about UM recordings, et cetera. If you follow this podcast after listening to the book, the whole books in...

...from the beginning, then there's interviews we talked about a lot of this stuff, and then there's probably over two hundred examples of live cold calls and different examples of all the stuff we're talking about in that podcast. Absolutely free go check it out. Justin and I over the last I don't know what it was, six months were cold calling every single day. You'll hear other sides of the calls in that podcast with all these different examples, different campaigns, et cetera. So you can take a look at that UM uh so that's coming out. What else do we have here? Look at that Tim you sent in the link to the script. That's great. I was gonna say, we've shared this several times in the past with Carbinson's content, so it's got to be somewhere if you want to see the framework. UM we've got a few more minutes left here. Okay, so the prospect is the right person? How do you direct the conversation? Yeah, so, um, if you're confirming their title and um, they are not the right person. It's again it's of those subjective things. We can give you a couple of scenarios here, But if they are at the company right, it's like, oh awesome, did you move up? Did you switch over? You know what, what's your role entail? Do you want to unpack that a little bit? And then okay, perfectly, So who is the individual I know it's not your job, you know to help me out, but who is the individually kind of help you know, handles this and what's the best contact? Um, if they've switched companies, you can see what they're doing at that company. If it's relevant, then and that's a target company, you can start to work there and then see if they know who took over their position at the other company as well. It just depends on how the conversation is really going and again, how they're reacting to the you asking certain questions are digging in. But I think a lot of people struggle to get the the direct referral um or the direct contact information for the person. Um, it's a fifty fifty thing. I guess some people are are weird about giving out information and some are not. Also, with people being remote today, you know, they might not have a direct number for them. But I've found that if it's one of those things that if you make it weird, they'll make it weird. So it's like, oh, shoot, Ryan, Uh so you're not handling the sales team anymore. Uh. It sounds like you may have moved on to bigger and better things that that's awesome. Who's running the sales team over at ABC company today? Oh? It's it's Natalie now perfect. Um, what's what's Natalie's you know, best contact information? What's the best way to get hold of a Natalie? Right? You can just transition right in and they might give it to you, they might not if they don't. At least you have the name. Um. If they won't give you a name, you can confirm the title, like, Okay, what's the title of the person that runs in, just to make sure you know what they call it internally, and then just retarget the company. Have cognizant sitting there in the background, and then you have your LinkedIn um that you can pull up and navigate, pull the contact and then start calling. That's the beautiful of having cognizant right there as their chrome extension on LinkedIn. Get a title a number, it's really powerful, really powerful in the name for the follow up to even if it's just a title and you're assuming, um, you know, to be able to drop he I just spoke with, you know, and you want to ask that too, write asked the permission, like hey, you know, hey Ryan, when I get ahold of an alley, is that okay? If you know, let her know you sent me her way, right, And he might say yes, and that's awesome. And he also might say no, and then you obviously don't want to do that make note of it, just just follow up accordingly. Well, and then if they do say no, you can say you're me asking why why are you drecting me over Why are you drecting me over there? If I you know, can't reference this conversation right like so, so somebody asked earlier about how do we know if it's just a brush off. Well, you know, by the way people are engaging with you, right, you've got to have some situational awareness in the conversations, UM. And then those are those are key indicators. UM. The other thing is, you know if if you're prospecting, you don't you know you you said, hey, you know I'm not the right person for this, then that's why you want to confirm target again. Oh I'm I'm so sorry, like I had. Did you have a title like company? As the title a company are you not in charge of? What are the rules and responsibilities that you're trying to you know, introduce your services to your And then and so this title director of inside sales typically runs an inside sales team who makes school calls. If that's not you, who who's the person that actually does? UM that you want to get right back to role and responsibility as well. And this is all based on the jobs to be Done framework, right, we want to call people who are responsible for getting work done in the business business landscape, getting work done that we come in and you know, make easier, UM, you know, reduce risk, increase profitability, UM, reduce cost, increase revenues, whatever it might be. But those words,...

...phrases and sentences don't matter. What you really want to get to is what am I trying to do right now, black and white commercial, here's my job to be done. And then you have this clarity HD visual right. This is the stuff Josh Braun talks about often. And so if you're if it's not the right person, you always want to try to still confirm like you are still titled. This is your role, because sometimes they might say they're the wrong person, because that's that that's an objection or a brush off. It's like well you, I mean, are you responsible for X, Y and z, you know, and so you want to make sure you you do just a little bit of discovery there. And then to Justin's point, there's all sorts of different great tactics around identifying who might be the right person, trying to capture contact information worst case scenario at least titles for doing your own research. So this is a call, This is a I mean, we are based in the US, so, uh, we're not really experts at at you know, for GDPR. So I would talk to your lawyers about this. I don't really know how to answer that question. In the US, there are call recording legislations in certain states where it does make sense, uh to to just go ahead an announced I'm calling on a recorded line. UM. I've ran that live with UM several of the shows that we've done in the past where they are showing the other side of the live and UM. It typically doesn't have a tremendous impact on your opener, But it's all about being consistent and confident with it. You know, Hey, this is Ryan with Company. I'm calling on a recorded line. You and I have never spoken before. This is the first time I've reached you. Do you mind if I take a half a minute to share exactly what I'm calling. UM typically doesn't really make a big difference, although there are a few people select few people who have said, hey, I don't want to be on recorded line, that's not a problem and you just exit the call. So I have used it, haven't seen a tremendous impact on UH getting past Hello. And if you're trying to use software for the purposes of training and coaching and you want to be compliant, it's probably a good idea to do it. But I'm not a lawyer, so I would check with your team on the GDPR legislation. It's a It's another one of those things like we yeah, we did this live when we were doing the push for your webinar or that that that event that you were doing that time. And it's one of those things that if you make a big deal of it, they will, If you don't, they won't write. We hear that so much nowadays you're calling on a recorded line, people even recording, you know, the conversations on their cell phones nowadays with certain softwares, you'll hear that automatically. So we're kind of getting inundated to it. Anyways, if you're weird about it, and you're gonna come off weird about it, and then it's going to create just some slight subconscious resistance and what you're doing, it is what it is. You don't control it, So just run with what you have been working with what you have all. We got a few more minutes here, any other questions that are pressing for the group? Happy to keep going? Um, here we go. Would you say the benefit of this work script is to turn cold leads into warm, qualified leads on the potential follow up? Yeah, I mean the whole point of prospecting is to take cold leads into tournament too, warmer leads, qualified leads for potential follow up. The benefit of this framework is that it is going to make you move a conversation from you don't know me into potentially doing business with me more efficient than any other way. Any other way you're gonna have a higher conversion rate on the same set of conversations by compounding them across multiple engagement channels and UM, the long tail impact of the calls that you're making by not starting with trying to hammer someone into a demo or a meeting is almost impossible to UM even comprehend, but I could show at some point I've shared this with the Cognizant team. Graphs when we're making calls for these programs of site traffic that has peaks and values based on our call sessions. So when we have people calling for blocks of time, uh, you know, to three hours at a time, we can see the websites traffic spike. Because this is a very differentiated call. Most people don't do this. You're sending them to these links and then they're actually clicking through and viewing it, which is what you're intending to do. Don't mistake the job to be done when cold calling. We are telemarketing. Telemarketers, we are telemarketing, so we're using the voice to market our product of service. And if we go back to the marketing funnel, that first phase is awareness, and where most people are failing is you're trying to drive people from I don't know you into buying without the appropriate stage UM an evaluation criteria that necessary to to get to know you. So by changing up this framework, you completely change the the focus of how you...

...think about your go to market strategy. And you're taking a list of everybody that you can ever do business with, and you start to engage with them, and over time you'll know where you can engage with them, when you're supposed to engage with them, and if it's appropriate. Now you'll start to see your sales pipeline increased dramatically, but more importantly, that long tail acquisition costs reduced significantly because it becomes easier and easier to capture the conversations you're looking for with your addressable market. Yeah, UM, somebody's asking about focusing on SMB, mid market or enterprise. UM. For this, it's mainly mid market, but we've ran this exact campaign on all different clients. Bryan and I've done this on pretty much anything for the past I don't know how long. Now to go to the YouTube channel, you'll see this. Let's launched new campaigns on all types of clients, doing all different types off It's the same thing. It's a script, it's a message, it's a process that can be inserted into anybody. That's all right? Well, any other questions streamed through, we'll see. Let me uh, let me see if I can get at least one connecting here. Huh? What if they accept the meeting invite and the climb later? Do you follow up with a call and email? Well, you want to start with the call first for sure, because you know you've gotten him on the phone before things happened. People's lives shift. You know you can't control that. Like, Hi, Chrissy, Uh, this is Ryan Reiser. You actually weren't expecting my call. That's the first time I've reached you. Do you mind if I take a half a minute to share exactly why I called. I appreciate that again, Christie, my name is Ryan. I'm calling with PRLS. The reason for my reason for my call today it was really just to briefly introduce my company and determine if it would make sense to coordinate a more formal introduction at some point in the future when I call you have the blue year on a Tuesday morning. Uh yeah, just to make sure I'm in the right place. You're still, um a director of inside sales over there? Oh fantastic. So are your sales reps mainly focused on calling inbound leads when prospecting or do you do any proactive outbound calling to generate new business opportunities? Oh? Well, that's exactly why I was calling, um, so Christy, any any objection to me emailing you a link to our marketing site with a few examples of how we've helped some other teams like yours have more success using the phone prospecting for new business opportunities. And once you've had a chance to take a look at that, you can follow up. Yeah amazing. Um, that's that's all we're looking for here, to make sure it's relevant in the first place, and and then if you're willing to be a champion, that's that's phenomenal. What's the best email for you? Perfect? I'll get you a little bit of information over there, and if you think it's relevant, we could maybe circle back up and see if it makes sense to champion this up to the VP. I appreciate your time today. Yeah, I have a wonderful day, right, four for four, So uh we got two minutes left, same same thing, over and over and over again. Justin any feedback on the call I had, she was a very nice lady. No, I mean it was smooth as butter as expected. Right. Um. A lot of people, I think, would have it sounded like she was like, I'm not the decision may here, right, or I don't make any decisions here. Um. A lot of people may have tried to step over her right there, when as what Ryan did is like, now it's okay, I'm just gonna send you some info and then maybe we can jump on a call and kind of champion this stuff. You can use people like that right when you This actually goes back to the referral question. Right when you target someone and they end up being the wrong, if they're willing to talk, you can start to unpack and learn a lot about what they're doing on the day that day roll. Right. If we were to call someone and they're like, oh, I'm not a decision maker, say oh, are you doing the work today? And they're like yeah, well okay, so on a daily basis, when you're doing your job, what does it look like? Right, And then we're starting to gather information about what what's really happening on the front line, so we can use that to position our intro call or next call or follow up a call with the VP or the decision maker and and be able to UM make it even more relevant and understand what they're doing today. And then we can just tie everything together with what we're doing here. So all right, well we are coming up to the top...

...of the hour. Thank you all for tuning in as always, UH the last seconds here partying words. UM. If you're cold calling today, UH, slow down to speed up? Right. The list is the strategy. And if you take the time to target people that you actually want to go after, reach out to them, be human, be respectful, have a strong compounding process from conversation to other channel and follow up. UM, you will dramatically increase your productivity in just a matter of weeks. So hopefully you learn some tactics here that you can take away and put into action right away. And if you do, please feel free to share your UH success with us via social tag us up on on LinkedIn, cognizant. Thanks for the live free content. It's helping me do x Y and Z. We'd love to hear your stories and until next time, UM, We'll see around justin Thank you for tuning in.

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