Podcast episode
Club Playbook: Three Steps to Cold Calling Success (ft. Jason Bay of Outbound Squad)
30 Minutes to President's Club13 Nov 202317 min
Description
Download Jason Bay’s Cold Calling Framework FOUR ACTIONABLE TAKEAWAYS Open a Cold Call with a permission-based opener to get prospects to opt into talking to you. Your tone of voice is key because it’s hard to hang up on a genuinely nice person. Go for the reverse pitch by sharing what is top of mind for their peers. Start with what is relevant to them, not what you’re trying to accomplish. Hook prospects into scheduling the next meeting by finding problems you can solve. Start with the problems they share with their peers. If you know the prospect is a good fit, don’t ask if they want that next meeting at the end of the call. Be assumptive and roll right into scheduling. PATH TO PRESIDENT’S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So what do we do with this middle part of the call? Our goal here is to find problems and create urgency. So at this point, we've made it where most cold calls fail, and it's time to hook the prospect to create interest and desire to schedule a meeting. So what we want to do here is really find out current solutions and similar problems. So how are they getting the job done right now? “And then what problems do they have in common with their peers?” So the best way to find those problems is to ask for them. But just remember, when you're asking a complete stranger about their personal problems, you're essentially asking them to lower their status to a complete stranger. Most people are not going to want to do that. So what we're not trying to do is get the prospect to say, hey, yeah, I have a personal problem with that.