The Ultimate Cold Calling Q&A: 16 Questions to Book Your Next Meeting

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1. 2:23

   If my rep can't answer that question, the deal has risk and I have something I can coach to. Now, we built a guide with our friends at Insightly CRM on how to run pipe reviews that surface real risk and get deals moving again. And you can get it for free at the link in the show notes. So a tailored permission opener actually starts with something about them. “The formula is trigger, own that it's a cold call and ask for permission.” And so that might sound like Armand picks up the phone and he goes, hello, and I'm going to go, Armand, I just finished reading the press release about the office that y'all are opening in Tacoma. I'm going to be honest. This is a cold call, but it is a well-researched one. And I'm wondering if I can get half a minute to share why that office opening prompted me to call you.

   In Cold call openers

2. 18:00

   Question I have here is, do you leave voicemails? If so, what do you say? Yeah, we leave voicemails. And the Gong data showed that when you leave a voicemail, it doubles your cold email reply rate. And so especially with connect rates going down on the phone, you're a fool if you are “skipping leaving one or two voicemails in your sequence to drive responses back on email.” Here's the thing. They're not going to call you back. They're never going to be like, oh, here is an interesting voicemail. Let me call this person back. Too much friction. So instead, what you're going to do is you are going to leave voicemails that direct and drive and incentivize them to respond to your email. And it's going to sound something like this.

   In Voicemail

3. 20:50

   So you can like hit 300, 400 dials in a week instead of 200 on like the same amount of time. So the next question is, do you have any tips for actually improving your connect rates? Yes, we do. In fact, I have four tips for improving your connect rate. Tip number one, generally you should be calling mobile and direct lines because those are going to have a higher answer rate than if you call the company line. “Tip number two, follow the law of diminishing returns.” So if you've called a number three, four, five, six, seven times, and that person has never answered, you might want to reallocate that dial calorie that you're putting on prospect A who's never picked up onto a different prospect who might have a higher likelihood of answering. Number three is you want to prevent your phone from getting spam tag.

   In Call timing and call blocks

4. 22:55

   that is the number one best for cold calling. A lot of teams are actually using waterfall based data enrichment where they will have three or four data providers where they're like, get me the mobile number from this company. If they don't have it, get it from this company. If they don't have it, get it from this company. “And you might have three or four different phone numbers from four different data providers.” Data provider A might be good for your first three products, prospects. Data provider B might be good for your next three prospects. Data provider C might be good for your next four prospects. Obviously this starts to cost money, but like a really smart rev ops team can basically put like four phone number fields inside of your sales force and like stack it with

   In Waterfall enrichment