Hall of Fame: Matthew Mazankowski

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1. 2:46

   that you have some time to plan and prepare and schedule in that next meeting before the prospect hops off the call. And then three is to make sure during the meeting, you have a good reason for the next meeting. And the fourth step is to ask for that next meeting, making sure that you loop in all the other stakeholders to that call. “So what I would do, how I might say this at the end of a discovery would be John, based” on what you shared with me today, it looks like there's a good chance that Boomerang can help your team hit your goals of getting more meetings. So our next step is to show you how that your reps can make that happen with a tool. I have some time tomorrow or Friday to demonstrate this. What would work better for you, John and Sandy?

   In Discovery next-step agreement

2. 7:12

   You're making yourself seem unsure. Explain to me the philosophy behind why you're doing that. Yeah, I think that's my favorite part about this. And I think that's something that can be taken to any of the cold calling openers, Nick, because I listened to one of your podcasts recently where you were share the name or heard the name approach. I love that approach. So great. “But you can even employ a little bit of the tonality” and confusion here that I'm describing here in those openers as well, even the permission-based opener as well. But what I'm doing with my tonality is I'm trying to, again, come across as someone who's lost, someone who doesn't really know. I'm knocking on the door of this business and I'm saying, where do I go?

   In Pattern-interrupt cold call openers

3. 22:20

   And maybe even a couple hours later when you're at the mall looking for the restroom and you can't find it, you get a meeting on the calendar. And then the prospect doesn't show up. Is there anything that you're doing in between when the cold call gets put on the calendar and when the meeting happens to improve your show rates? We reach out before the meeting, 24 hours before the meeting. “We reach out to confirm the meeting.” I don't know what our ratios are right now because this is still a new motion here at Boomerang. But we prefer that they reschedule than just no show. I think everybody would agree with that. So for us, we'll take the reschedule to a couple days later rather than a no show and a ghost.

   In Meeting booking and confirmation

4. 22:26

   And then the prospect doesn't show up. Is there anything that you're doing in between when the cold call gets put on the calendar and when the meeting happens to improve your show rates? We reach out before the meeting, 24 hours before the meeting. We reach out to confirm the meeting. I don't know what our ratios are right now because this is still a new motion here at Boomerang. “But we prefer that they reschedule than just no show.” I think everybody would agree with that. So for us, we'll take the reschedule to a couple days later rather than a no show and a ghost. So we do that 24 hours before the meeting, send an email out. Sometimes we'll make another call or I'll have an SDR on my team make another call.

   In Rescheduling after no-shows

5. 24:16

   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.

   In Following and reacting before outreach

6. 24:34

   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. “And so what we do is if they no-show, one of our team members will reach out about three, four times and then try to get that meeting rescheduled.” Previously, we didn't have a tool like Boomerang at my other company. And so it was hit or miss. Honestly, we'd call back, try to get the owner. Sometimes we'd get them. Sometimes we wouldn't. But at Boomerang, we're finding a lot more reschedules because we're sending out that in-Gmail calendar again. It's working.

   In Rescheduling after no-shows

7. 27:41

   preparing for this meeting. I was a little distracted. Normally I would have sent her a text as well and just said, Hey, are we still on for today? If it's her cell number, I don't know if this was, but I failed at my own to-dos today. So we're all human, right? But I would have sent her a text and then I sent her an email and I just said, Hey, it looks like something came up “for you today. That makes sense. Would love to get another time on the calendar. Here's my calendar” with my Boomerang and Gmail calendar. Send that over to get it going. And that's candidly what I did. Pick that apart. You guys, I don't know. What would you do? What would you do better? No, I would say that as Hannah Montana says, everybody makes mistakes. Everybody has those days and perfect is sometimes the enemy of good. And so you executed, you followed up,

   In Rescheduling after no-shows

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