Nailing the tone of your discovery (Marcus Chan, Venli Consulting)

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1. 2:58

   Please give me a call back at 541-123-4567. 541-123-4567. Thank you. Now note there the non-salesy tonality and the attitude as that is what makes it work. “And when I'm inserting the name of Lemlist there, I'm just inserting a relevant current” customer name of similar size. This will make them curious and create some FOMO when they get a 12 second voice and making them want to call you back hopefully as soon as possible. Beautiful. What's number two, Marcus? Cool. So number two is very simple.

   In Customer logos and name-dropping

2. 8:49

   the blue and you call me out of the blue, but do you have some time to chat about it right now for five or 10 minutes? And at that point they have a decision to make. And usually their resistance is down. So they're like, sure. Or they say, Oh, I'm actually kind of busy right now, but you know, maybe in a couple of weeks. Great. And that point now you can just pull your calendar up “and you book them into your calendar. And because again, the resistance is down,” they're still drastically more open to that conversation. As long as your tonality is spot on and you're casual with your approach. Well, what you're doing here is really smart because one of the things that we know about selling is sometimes you got to demonstrate a little bit of social proof. And sometimes when I'm emailing Arman's company, I might mention in that email,

   In Deferred-prospect follow-up

3. 9:08

   and you book them into your calendar. And because again, the resistance is down, they're still drastically more open to that conversation. As long as your tonality is spot on and you're casual with your approach. Well, what you're doing here is really smart because one of the things that we know about selling is sometimes you got to demonstrate a little bit of “And sometimes when I'm emailing Arman's company, I might mention in that email,” Hey, we work with these two people who are really similar to you. And that's what your voicemail is doing. You're literally just saying, Hey, I'm calling in reference to X and X is that piece of social proof. And so we get like, again, similar example to yours. If I called Visa and I say, Hey, I'm calling about American express. They're like, Oh, what the heck is this? And

   In Customer logos and name-dropping

4. 9:38

   piece of social proof. And so we get like, again, similar example to yours. If I called Visa and I say, Hey, I'm calling about American express. They're like, Oh, what the heck is this? And what you did is really smart. Cause normally I'm like, they call me back and I'm like, Oh yeah, this was a sales call. And then their guard goes up instantly. And instead what you're doing is “you're actually just flipping it. You're saying you're starting with social proof and then going” into your value prop or problem problem, as opposed to what most people do, which is they start with their value prop and problem prop. And then they go into the social proof. My question for you is one of the things that we've learned from other guests is it's good to attack multiple channels, right? Leave a voicemail, send a LinkedIn message.

   In Proof and social proof

5. 10:40

   etc. over the next several days, now there's too much familiarity at that point. Now you really lose the whole reason why it works so well. So that's why I always recommend you start off with calls first and personally, I prefer the calls first as a touch points, leaving the voicemail because again, if I email them, “I can't handle objection I don't hear.” On the phone, if I get an objection when they call me back, that's great because now I can really feel them out and really position myself for hopefully a meeting with them, if not set up for a future situation where maybe we meet in a couple of months or something. But then we have some more familiarity up front.

   In Objection handling in cold email

6. 12:19

   Okay. You got me to call you back. They kind of laugh a little bit. Like, yeah, yeah, yeah. Yeah. But you know, I'm, you know, you're, you're funny, Marcus, but, uh, you know, we're, we're, we're actually totally good, man. We already have this vendor. We've used them for a number of years. I say, cool. That's fantastic. That makes a lot of sense. Cause you are Visa. You are Pepsi. You are whomever. “So if you don't mind me asking, who are you guys currently using?” That's it. So I opened up a little bit of the conversation. Oh, you've been using company X for whatever I'm selling. Oh, that's great. I've heard amazing things about them. I have nothing but good things to say about them. And then depending on the angle I want to go, it might be like, Hey, so we actually have a few different solutions that can really compliment really nicely.

   In Incumbent vendor objections

7. 34:34

   helps my prospects get their internal team moving. We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes. Our top four takeaways from this episode with Marcus Chan include number one, replay “or role play the worst case scenario over and over and over and over again.” So you are never surprised when you get a tough objection on a cold call. Number two, early in the sequence, use it the 70% callback voicemail, which includes you just referencing that you work with a similar company or you're calling in regards to a similar company, and that's it.

   In Roleplay and simulation