Podcast episode
Nail Your Cold Calls by Handling Objections and Following Up Like a Pro (Lylle Ryals, RocketReach)
30 Minutes to President's Club2 Jul 202431 min
Description
TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, saving detailed information for follow-ups. Structure emails to expand on voicemail content, addressing specific pain points or presenting case studies to encourage engagement. LYLLE'S PATH TO PRESIDENTS CLUB Senior Manager, Business Development @ RocketReach Manager, Business Development - Enterprise @ Shopify Manager, Business Development - Enterprise @ Angi SMB Account Executive @ Angi RESOURCES DISCUSSED 8 Ways to Triple Your Phone Connects and Email Opens Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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You should look it up on LinkedIn and assume that you have the right person, and then they will correct you if you're wrong. And so I'm curious, why do you go about validating who's actually on the line? Yeah. So the best way to keep someone on the phone is by asking them questions. So the first three questions I'm asking is I'm asking them what their name is. “I'm asking them what department they head up.” And then I'm getting into my talk track. But the reason why, specifically why I ask what their responsibilities are or their authority, as one would say, is because people love to confirm authority, right? If I'm the CRO at a business and someone asks me, am I heading up revenue? Am I heading up sales? I'm going to say yes. It's a very easy question to answer.
And then I'm getting into my talk track. But the reason why, specifically why I ask what their responsibilities are or their authority, as one would say, is because people love to confirm authority, right? If I'm the CRO at a business and someone asks me, am I heading up revenue? Am I heading up sales? I'm going to say yes. It's a very easy question to answer. “And it just keeps the, it keeps the prospect talking as well.” You're actually making them engage with you inch by inch. Everyone's going to answer the, yes, this is Nick. And the next question is also pretty easy. Also, it's hey, do you head up this? And now what you've done is you've created a space where they said yes, once they gave
When you are prospecting, do not underestimate the impact of using visuals. Stuff like GIFs or Venn diagrams in your prospecting email can be a really powerful visual tool to get your prospect's attention. “Number two, when your prospect shares that they're on a competing solution to yours,” find out how long they've been on it and what prompted them to make that move to the solution in the first place. should uncover the problem that they were looking to solve or the outcome they were looking to accomplish to make that move. Now you can ask, has it been solved?
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