Podcast episode
Hall of Fame: Matthew Mazankowski
30 Minutes to President's Club28 Oct 202433 min
Description
Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt If confirming a meeting within one week send a reminder the day before if confirming a meeting more than a week out do a 1 week and day before reminder PATH TO PRESIDENT’S CLUB VP of Sales @ Boomerang Chief Revenue Officer @ Table Needs VP of Fundraising & Business Development @ Table Needs Head of Sales & Business Development @ Table Needs RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
What would work better for your schedule? Or for a close, I might say, So, from what we covered today, I get the sense that you see Boomerang helping you solve this follow-up and meeting, scheduling challenges that you're facing. And have you given more thought on what you're planning to lean towards, the premium or the pro option? So, those are two examples that you might use. In either situation, you work it forward “and get that meeting on the calendar.” So, Matthew, let's go back to this hilariously named old man cold call opener. You ask someone, I'm curious if you can help me out. Who's the person who manages this, this, or this? I imagine there are two potential answers they could give you. The first answer would be, It's John, the VP of sales. The second answer they would give you is,
Good question. Good question. And I'm just pointing to that. We would do that at my last company. If you were two weeks out, we would have probably three or four touch points in between that just to make sure. So I'm right in line with what you're saying. And I like the creative. It's like not a call, not an email. What else could I do to get on their radar? “Hang them on LinkedIn, look at their profile, something like that.” I think that's all good things. Or if I find an article that's interesting, I might text them that article before our meeting. But yeah, in terms of getting ghosted, no-show, all that type of stuff happens to the best of us. It sucks. It's annoying. But it happens.
that you can use to get to hairy lollipop specificity. You can describe the persona who felt the problem, the annoyances they felt like the post-it notes, the scenery, AKA where were they when it happened, and then the emotion that they felt. Were they frustrated, mind blown, et cetera. And then lastly, number four, if you are confirming a meeting that's within one week, “do it the day before.” If you're confirming a meeting that's more than one week out, do a one week prior confirmation and a one day before confirmation. Alrighty, Nick, how can people help us out? In this episode, we talked about the heard the name tossed around opener. And if you've been listening to 30 MPC for a while, you've probably heard us reference Armand's favorite cold call opener