A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting)

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1. 2:18

   Beautiful. Round us out. What's number three? So time block like a champ. There's a lot of folks out here that want to be successful in sales and they go into their calendar every day and don't know what they're going to do. So you want to make sure you have zero white space in your calendar. “Everything is planned from the call blocks, the meetings that you're going to have, the” planning, even when you're going to use the bathroom. Make sure you have zero white space in your calendar for maximum success. Oh man, that's great. So, okay, we got to talk about this document the path thing because we were talking about it on the prep call and I think it's so overlooked. Can you give me the details on what that actually means? Yeah, absolutely.

   In Call block structure

2. 2:18

   Beautiful. Round us out. What's number three? So time block like a champ. There's a lot of folks out here that want to be successful in sales and they go into their calendar every day and don't know what they're going to do. So you want to make sure you have zero white space in your calendar. “Everything is planned from the call blocks, the meetings that you're going to have, the” planning, even when you're going to use the bathroom. Make sure you have zero white space in your calendar for maximum success. Oh man, that's great. So, okay, we got to talk about this document the path thing because we were talking about it on the prep call and I think it's so overlooked. Can you give me the details on what that actually means? Yeah, absolutely.

   In Call timing and call blocks

3. 6:34

   And the same thing goes for all of your extensions. Put the IDR in the extension every time, pick up the number, boom, 367, whatever that sequence is. So the best thing you can do to not sit there and listen to a dial tone is more time you can use to actually have conversations with people. One other thing that I wanted to dig into on the documenting the path is you talk about “come up with a hypothesis for what your ideal customer looks like, and then do research” and start disqualifying before you make those cold calls. So could you walk us through what it looks like to do effective research as opposed to just wandering the earth for any possible thing you could find out there? Look, you have a defined territory or patch by industry, size, vertical, whatever it might be.

   In Ideal customer profile

4. 6:50

   come up with a hypothesis for what your ideal customer looks like, and then do research and start disqualifying before you make those cold calls. So could you walk us through what it looks like to do effective research as opposed to just wandering the earth for any possible thing you could find out there? “Look, you have a defined territory or patch by industry, size, vertical, whatever it might” be. Further take that into consideration for qualification or whatever, however you want to say that by looking at your best customers that you already work with in those specific defined ICPs, or again, I call it swim lane. And based on what they look like, that should serve as an avatar or a benchmark of what

   In Territory design

5. 7:09

   Look, you have a defined territory or patch by industry, size, vertical, whatever it might be. Further take that into consideration for qualification or whatever, however you want to say that by looking at your best customers that you already work with in those specific defined ICPs, or again, I call it swim lane. “And based on what they look like, that should serve as an avatar or a benchmark of what” a good customer looks like or a potential customer looks like versus one that doesn't. And again, those are things like size of company, technologies, they might be installed, a number of employees, whatever it might be, there's all sorts of things you can use. One of the things that we talk about oftentimes is by working in those buckets, it allows you to time block even better.

   In Ideal customer profile

6. 7:33

   a good customer looks like or a potential customer looks like versus one that doesn't. And again, those are things like size of company, technologies, they might be installed, a number of employees, whatever it might be, there's all sorts of things you can use. One of the things that we talk about oftentimes is by working in those buckets, it allows you to time block even better. “So you can time block your research, time block your dials, and you can just take every” part of the process and break it down into a two hour time block. And so I'm looking at your calendar right now, Ryan, and I see in green, you have dials or lightning blocked out. And for those of you who can't see it, there are literally six hours of dials blocked onto the calendar. So first for the audience, how many dials are you typically doing in a week?

   In Call timing and call blocks

7. 7:58

   And so I'm looking at your calendar right now, Ryan, and I see in green, you have dials or lightning blocked out. And for those of you who can't see it, there are literally six hours of dials blocked onto the calendar. So first for the audience, how many dials are you typically doing in a week? I'm honestly just curious. “In an average day, I probably do between 200 to 250 dials a day using the system that we” have. Connect and sell is a cheat code, right? So that's what lightning is. But that's typically about an hour to two hours of dialing every day. Even though there's six hours blocked in there, we all get busy. What I make sure I always do is I have no less than an hour worth of dialing.

   In Daily dialing capacity

8. 14:30

   Sorry, it was stated in my name versus a generic voicemail. Or even better, I picked up, hey, this is Ryan. Those who pick up the phone, you move to the next bucket, which I call priorities, right? So priorities are people who've picked up and going back to maybe I wasn't able to book a meeting. We shared, I gather some information. “I'm setting a future follow-up because I send them information.” If I'm starting my day, I want to call my priorities, those who've picked up before first, once I've exhausted that list, then I'm going to move to my workings. And within the workings, I actually split those into validated, those who state their name in their voicemail versus not validated, meaning it's not bad.

   In Email sequences and follow-ups

9. 17:21

   being able to have if I want to I can have 50 conversations in a day like I could block off my day and I don't leave voicemails I connect and sell right like there's no point of doing it because I get enough conversations right when you think about all these channels and the tactics the point of what you're trying to get at is you're leaving a voicemail for what purpose to get a “callback right you're trying to get a conversation and that's going back to” why are we doing what we're doing we're trying to get a conversation and so we don't leave them at connect and sell because we don't need to we get enough conversations with those who pick up however certainly use it after I've had conversations especially for because I'm a full cycle rep especially for my

   In Voicemail

10. 18:20

    a voicemail cold my best strategy that I have and it's going back to running the triple right is I'm gonna call I'm gonna leave a voicemail that's something similar to hey this is Ryan Reiser the reason for my call is again we help eliminate the waste frustration right I'm gonna follow up with a quick video “and an email and I see that you're on LinkedIn and I'm gonna go ahead and” send your request there as well so that quick video is gonna be recorded I use vidyard and I'm gonna go to LinkedIn I'm gonna send a connection request and I'm gonna say just left you a voicemail here's the video I promised and I'm gonna send an email as well that says my voicemail just now in the subject and then it's been the same thing video there and whatever your templates behind

    In LinkedIn outreach cadence and follow-up

11. 18:52

    I'm gonna say just left you a voicemail here's the video I promised and I'm gonna send an email as well that says my voicemail just now in the subject and then it's been the same thing video there and whatever your templates behind it that gets you a really high response rate whether it's positive or negative that's up to you but you're gonna get a much higher response rate running that “tactic if you're gonna use voicemail I love the link I'm doing the combo of the” voicemail and email all the time and I have something really similar where my subject line is like hey I just called or just called but to do it on LinkedIn also into reference I see you're on LinkedIn I'm gonna send you something there I mean that's gonna make a huge difference I gotta start trying this thing well Nick it also gives people something to grab on to as well as

    In Channel mix and order

12. 19:39

    right but instead if you say hey it's Armand insert value prop I'm gonna send you an email and what I even like to do is say hey my guess is this may or may not be relevant for you so even if it's a no could you reply to that email and just say no and that's totally fine and hang up like that and you give them “something to latch on to and you're hitting them with the video so you're” more personable and it just completely breaks the normal cycle of what most are doing out there right this has been an amazing discussion one thing that we always like to end with is that there are so many phenomenal habits going on out there we've talked about a lot of them today but there are also a lot of things that reps got to stop doing right away Ryan Reisert, Reisert Consulting, Intedat

    In Video prospecting messages