Optimizing for connections and completions in your cold calls (Ryan Reisert, Student of Sales, Principal @ Reisert Consulting)

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1. 20:48

   So you're two different people and so I can't judge the success of what Armand did in my call with what Nick might do in my call unless I stay consistent and confident so that I know I got through it. But the reality is like where most people fail is they tend to go really, really fast and wait too long. “They're not breaking up the conversation to establish a two-way dialogue.” And so what I mean by that is a lot of people will say something like this, hey Nick, this is Ryan Reisert. I'm calling with Phone Ready Leads. We haven't spoken before. I was hoping you had a couple minutes. You know what we do at Phone Ready Leads is we help people who make calls have more conversations and less time. Would you like to learn more? Right? Like that was an example where they just freaking talk and talk and talk and talk and talk and

   In Question-led cold call openers

2. 25:02

   myself and my company when I'm not calling out of the blue, you know, how's your schedule look next? I don't know. Monday or Tuesday around this time. You still haven't said anything about what you do. They're not thinking about you still anyway, but their brain starts to go. What are you talking about? What is this about? “Okay, so now you've actually really broken their pattern for them to listen.” A lot of times, we go through a provision-based opener and we say, thank you so much. To your point, Nick, I'm thinking about expense reports and you do billing automation. And you're going to go, thanks for your time. You know, we help CFOs who are super busy with billing. No, thanks. I'm not interested. Versus what I just did for you is like, have my company, have you heard of us?

   In Pattern-interrupt cold call openers

3. 29:19

   meek and the weak salespeople off the line so they can get back to their busy lives, right? It goes right back to being consistent, confident, and then measuring it. And that's really key measuring where you're dropping off and your, your, your initial cold calls like a funnel, “right? Just like a marketing funnel. Are they even aware? Were you able to gather some information?” Are you in this consideration phase or can you drive them into this conversion, which in this case would be the meeting. What most people do is they try to jump from, you don't even know who I am straight to conversion and they miss out on that other part of the journey. Ryan, we are running out of time here. The clock is ticking, ticking, ticking. So we got to move to the final question.

   In Metrics

4. 33:02

   Number one, you should be documenting the path, direct, operator, IVR, et cetera. And then number two, you should be documenting the outcome, if it was an invalid or if it was a valid path. And again, as you dial, you should not be dialing invalid channels or bad channels like the gatekeepers and you should not be dialing people who don't pick up. “And then lastly, number four is preceding the fact that you're going to ask for the meeting” when you actually pick up the phone. Again, the opener doesn't really matter a ton. What matters is your confidence, what matters is you sound casual, and what you're doing is you're trying to reduce, in Nick's words, the reactance of the cold call by preferencing that the reason that you're calling is to see if it makes sense to meet. Alrighty, Nick, how could people help us out here?

   In Meeting-setting asks

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