Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)

Description

Listen

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. 3:17

   you out of the blue and you don't know who I am, but I've been trying to get ahold of Ramon and I noticed that he's just been opening a lot of emails that I've been sending him. And I wanted to put in a courtesy call real quick to see if he had any questions. That's something you might be able to help me out with. That's cool. We're going to have to talk about that one. Round us out, Jason. What's number three? “Number three is build your own permission-based cold call opener.” So I think everyone's pretty familiar with like upfront contract, Sandler style, and everyone's saying, Hey, Jason, with Blissful Prospecting, now I'm catching in the middle of something, but do you have 30 seconds? I can tell you why I'm calling. You can let me know if you want to keep chatting. Well, that feels really rigid to a lot of people that we teach that line to, and that line works really well, but I think you can have a little bit of fun with it and use your

   In Permission-based cold call openers

2. 3:41

   everyone's saying, Hey, Jason, with Blissful Prospecting, now I'm catching in the middle of something, but do you have 30 seconds? I can tell you why I'm calling. You can let me know if you want to keep chatting. Well, that feels really rigid to a lot of people that we teach that line to, and that line works really well, but I think you can have a little bit of fun with it and use your own permission-based opener. “And the formula is empathize plus specific time ask plus permission.” So an example of that might sound something like this. I'm calling Nick on a Monday morning. Hey, Nick, I know I'm catching on your Monday morning here, and I imagine you've got a lot of meetings planned for the rest of the day, so I'll make it quick. Do you have like a minute? I can tell you why I'm calling, and then you can let me know if you want to keep chatting. So that empathize part, like be a little bit more in the moment. Hey, I know I'm catching you in the morning here.

   In Cold call openers

3. 3:41

   everyone's saying, Hey, Jason, with Blissful Prospecting, now I'm catching in the middle of something, but do you have 30 seconds? I can tell you why I'm calling. You can let me know if you want to keep chatting. Well, that feels really rigid to a lot of people that we teach that line to, and that line works really well, but I think you can have a little bit of fun with it and use your own permission-based opener. “And the formula is empathize plus specific time ask plus permission.” So an example of that might sound something like this. I'm calling Nick on a Monday morning. Hey, Nick, I know I'm catching on your Monday morning here, and I imagine you've got a lot of meetings planned for the rest of the day, so I'll make it quick. Do you have like a minute? I can tell you why I'm calling, and then you can let me know if you want to keep chatting. So that empathize part, like be a little bit more in the moment. Hey, I know I'm catching you in the morning here.

   In Permission-based cold call openers

4. 4:00

   And the formula is empathize plus specific time ask plus permission. So an example of that might sound something like this. I'm calling Nick on a Monday morning. Hey, Nick, I know I'm catching on your Monday morning here, and I imagine you've got a lot of meetings planned for the rest of the day, so I'll make it quick. Do you have like a minute? I can tell you why I'm calling, and then you can let me know if you want to keep chatting. “So that empathize part, like be a little bit more in the moment.” Hey, I know I'm catching you in the morning here. I know I'm catching you on a Friday afternoon, and you probably weren't expecting my call. Anything that you can talk to that you think the prospect is thinking, then build in that time element. It doesn't have to be 27 seconds, it doesn't have to be 30, it could be a minute, it could be 28 seconds, whatever you want to use, right? Whatever feels comfortable, and then ask for permission.

   In Relevance-led cold call openers

5. 4:16

   I can tell you why I'm calling, and then you can let me know if you want to keep chatting. So that empathize part, like be a little bit more in the moment. Hey, I know I'm catching you in the morning here. I know I'm catching you on a Friday afternoon, and you probably weren't expecting my call. Anything that you can talk to that you think the prospect is thinking, then build in that time element. It doesn't have to be 27 seconds, it doesn't have to be 30, it could be a minute, it could “be 28 seconds, whatever you want to use, right?” Whatever feels comfortable, and then ask for permission. So I want to go back to the middle one. When you're saying like, hey, he's been opening my emails a lot, I wanted to see if you could help me figure out if you had any questions or if I could be helpful. What do people tend to say? Are they just like, I don't know, call that guy, or do they just sort of like try to throw you off the call? Well, it's sort of a mixed bag.

   In Permission-based cold call openers

6. 17:14

   Like what do I say in all these emails? Well, the sequence what you can do is think like each week. I'm going to focus on like one big problem that this prospect might be having email. Number two is just going to be any thoughts any thoughts Nick any thoughts question mark Jason, right? I'm going to push people to try to look at that first email. “My voicemail is going to be all about the messaging in that email.” So I'm thinking about like, how can I repurpose this message across different mediums voice? Maybe it's in video email and I'm going to follow up and I'm going to point people back to those things. Another thing that I hear sometimes from people to is like, well, won't they know it in the voicemail?

   In Voicemail

7. 19:50

   Or is there a problem that you're having kind of related to this that like would have grabbed your attention? Is that something you'd be able to share or help me out with? And like, try to get feedback from prospects, too. But be agile, like be willing to change up your sequence and the messaging and the order and treat it like a test experiment “where you're gathering data and using responses back from prospects that you get through emails” and what you hear in a cold call to change up your messaging. Jason, can you talk a little bit about the. actual structure of the body of your email? Because sometimes I struggle if I try and put too much into an email, it can be like this wall of text. And so I'm curious, what is the what is the structure? What does it actually physically look like?

   In Email sequence performance analysis

8. 20:24

   too much into an email, it can be like this wall of text. And so I'm curious, what is the what is the structure? What does it actually physically look like? Yeah, hey, Nick, personalization, empathy, relevant results, call to action. That's the messaging structure for every like your cold calls, your voicemails, etc. If we want to kind “the personalization is going to be two parts. I need to pick out some” thing and then you talk about why it's important. And it needs to be relevant. So it needs to be connected to what you can help with and then also something they care about. So what I think about with personalization, one thing that seems to really connect with people is how can I make this value based? So how can I figure out what does this person value? So it needs to be relevant,

   In Personalization frameworks

9. 21:17

   And the third part is to be repeatable. So data engineers is another persona for another client. When I go on their LinkedIn profile, I look at the list of accomplishments in their work experience. They always brag about all the money that they were able to save or data that they're like, I'm going to look for that every single time. That part's repeatable. So that's how you achieve “personalization. It scales at relevant, specific. And are you finding the three to five most common” things? And do you have snippets built out? Saw this thing looks like it's important to you for this reason, or it looks like this, right? Saw this looks like that come up with that snippet. So create some repeatability there. And what I'm curious about is in terms of like the length of

   In Trigger-based personalization

10. 21:56

    the email, you've got personalization. You have the other pieces that you're talking about. How many paragraphs, how long is the actual email itself? Yeah. So with emails, a good rule of thumb is less than 120 words. So keep it short, keep it sweet. I would say if you could do it in three “to four paragraphs, that would be good. And paragraphs being one to two sentences a piece,” one paragraph personalization, one paragraph to talk about the problem, one paragraph, how you can help quick call to action line. Perfect. And so at the beginning, you have your personalization sentence. What comes after that? So there's kind of like three layers of problems that I talk about. There's at the bottom, if you think of it like the problem pyramid is what I call it at the bottom,

    In Cold email length and readability