Mastering Multichannel Sales: How to Combine Cold Calls with Other Outreach (Sara Uy, Pareto)

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1. 1:27

   We start every single episode with your top three actionable takeaways. Let's get your three. Okay. So first and foremost, my number one tip is leaving voicemails. Everyone is always asking what I do for voicemails. So my script pretty much sounds like this. Hey Nick, I was just giving you a quick call. This was a cold call. “However, I was calling in regards to sales training and hiring.” As I noticed, you guys were looking to hire SDRs. No need to give me a call back. I'm actually sending you over an email titled sales training and hiring. If you could respond to my email on that, that would be fantastic. And then I hang up. So that's tip number one. What's tip number two?

   In Voicemail message structure

2. 1:30

   Let's get your three. Okay. So first and foremost, my number one tip is leaving voicemails. Everyone is always asking what I do for voicemails. So my script pretty much sounds like this. Hey Nick, I was just giving you a quick call. This was a cold call. However, I was calling in regards to sales training and hiring. “As I noticed, you guys were looking to hire SDRs.” No need to give me a call back. I'm actually sending you over an email titled sales training and hiring. If you could respond to my email on that, that would be fantastic. And then I hang up. So that's tip number one. What's tip number two? Tip number two is actually a new one that I've been incorporating and it's asking for

   In Personalized voicemails

3. 1:39

   So my script pretty much sounds like this. Hey Nick, I was just giving you a quick call. This was a cold call. However, I was calling in regards to sales training and hiring. As I noticed, you guys were looking to hire SDRs. No need to give me a call back. I'm actually sending you over an email titled sales training and hiring. “If you could respond to my email on that, that would be fantastic.” And then I hang up. So that's tip number one. What's tip number two? Tip number two is actually a new one that I've been incorporating and it's asking for feedback on a cold call. Of course, you won't always be able to do this because not every cold call you're going to have the opportunity to, but ones where you pitch and you feel like you're getting

   In Voicemail and email follow-up

4. 4:28

   and doing LinkedIn. But I would say over the course of 14 days, anywhere between like, honestly, like eight to 12 times that I'll give someone a call. Obviously, of course, I'm not leaving a voicemail every single time. I would say leaving voicemails at like call number two or three. And then again, at the end, that way I could also push in some LinkedIn stuff throughout there as well. “That way when I do call them, I can reference the stuff that I've sent them on LinkedIn” throughout that two week cadence is really the number I aim for. Do you ever get people who are like, why did you call me 12 times in 14 days? Honestly, people are so busy these days. Trust me. Even if you speak to someone and you're like, this is a really hot lead. I can't believe they just blew me off. If you call them four days later, they're not going to remember that you gave them a

   In Relevance-led cold call openers

5. 8:32

   One, how much did you actually watch of it? And two, did you get my followup message? Did you actually even like the video? It actually puts them in a bit of a step back and they're like, okay, wait a second, like she clearly knows that I saw her messages and I've been leaving her on red, so either I need to acknowledge this right now or I need to keep pretending that I have no idea what she's talking about, so I actually like “sending LinkedIn's first before I call.” Today's show is brought to you by consensus, which helps your demo keep selling even when you're not in the room. Before I show a demo, I set it up like it might have to work without me. I include these three slides before I drop in. Number one, the biggest problems I learned in discovery. Number two, how we solve those problems. And number three, eight, what does success look like today?

   In LinkedIn outreach cadence and follow-up

6. 15:47

   I noticed you potentially looked at it yesterday. Is that correct? If they say yes, I'll ask for feedback then and there. If I can get to pitch, great. Or another thing to really reference in your voicemail, like, Hey Armand, I left you a voicemail yesterday. I mean, Hi Armand, I left you a LinkedIn video yesterday. “Just wanted to give you a quick call to see if you actually watched it.” It was regarding sales training and hiring. Give me a call back when you get this message. Recently, I've been saying, I'm actually going to shoot you a text. Hopefully that's easier so you don't need to give me a call back and then I'll actually text them too. What do you say in that text? Very similar messaging. Like, I keep all messaging, try to, like very similar because I want to really get my point

   In Voicemail message structure

7. 16:47

   I'm all about this. I've told you before from our previous conversations and in person, but I'm a big hard closer. I don't believe that it's like rude or disrespectful. I more so see it as like a make it as easy as possible for them to say yes. If I'm texting them, I assume that they're really busy. “So if I can give them times that in their head, they maybe know they're available, make” it as easy for them to say, actually, yeah, I think I am available at 10 o'clock. Here's my email. Why not? Again, a lot of people listen to this and be like, wow, Sarah's abrasive, Sarah is crazy. Sarah is harassing people, but I've never gotten that. So just try it.

   In Scheduling availability rules

8. 16:51

   I've told you before from our previous conversations and in person, but I'm a big hard closer. I don't believe that it's like rude or disrespectful. I more so see it as like a make it as easy as possible for them to say yes. If I'm texting them, I assume that they're really busy. So if I can give them times that in their head, they maybe know they're available, make “it as easy for them to say, actually, yeah, I think I am available at 10 o'clock.” Here's my email. Why not? Again, a lot of people listen to this and be like, wow, Sarah's abrasive, Sarah is crazy. Sarah is harassing people, but I've never gotten that. So just try it. What you're doing is you're actually replacing a lot of the research and the tailoring where

   In Meeting-setting asks

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