Podcast episode
Unconventional Approaches to Cold Calling (Matthew Mazankowski, Boomerang
30 Minutes to President's Club11 Jun 202432 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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I got a courtesy phone call two days before to make sure that we were on. But this stuff works. And the reason for it is prospects respond in kind and they follow what's called the rule of reciprocity. And if we show that we are making a thoughtful effort in advance of the “meeting by doing things like calling them to confirm, Hey, is there anything” in particular you really want to make sure that we cover, I'm doing some prep for our meeting now, and I want to make sure we get to your key points. When we send an agenda before the meeting of, Hey, here's how I think we should spend our time. Even if they want to make some changes and amend that agenda, what we're showing is,
You will have a better meeting now. Two, they'll tell you, oh my gosh, thanks for sending this. Hey, I need to move this. But now you don't look like a buffoon and burn 20 minutes of your day preparing for a meeting, getting on, sitting there with your smile for seven minutes, realizing they're going to no-show you, sending them a bunch of messages “to pepper them to try to reschedule. And so the little dose of effort in advance of your meeting” pays tremendous dividends and has an outsized impact for the amount of work that you actually have to do. Talk to me about you're on that call, Matthew, five minutes go by. You're still sitting there. You're waiting for the prospect. What do you do?
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