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Get past the receptionist and speak directly to the business owner.
Here's how to do it.
// THREAD //
Here's how to do it.
// THREAD //
"Cold calling is a waste of time!"
WRONG.
It is the best way to conduct direct market research.
It is also an effective way to close sales if done correctly (not this thread).
Most of the time people get stuck speaking with a receptionist.
Let's change that.
WRONG.
It is the best way to conduct direct market research.
It is also an effective way to close sales if done correctly (not this thread).
Most of the time people get stuck speaking with a receptionist.
Let's change that.
1. Requirements
Only cold call a few times a day.
It's like sending cold emails.
You don't send 500 a day.
You send a few, hand-crafted ones.
Secondly, only call leads where you know their name.
Otherwise, it's 10x harder and not worth it.
Let's get started.
Only cold call a few times a day.
It's like sending cold emails.
You don't send 500 a day.
You send a few, hand-crafted ones.
Secondly, only call leads where you know their name.
Otherwise, it's 10x harder and not worth it.
Let's get started.
2. The Opening
The opening is where the receptionist will introduce herself and the company.
"Hello this is XYZ company, it's Sarah speaking how may I help you?"
PERFECT.
Take note of her first name.
This is key.
The opening is where the receptionist will introduce herself and the company.
"Hello this is XYZ company, it's Sarah speaking how may I help you?"
PERFECT.
Take note of her first name.
This is key.
3. Respond with ONLY first names
"Hey Sarah, it's Matt. Can you put me through to Jake?"
Let's compare that to what a typical sales person would say:
"Hey Sarah, my name is Matthew Paik from Paik Capital. I was wondering if Jake Roberts was in the office?"
Not good.
"Hey Sarah, it's Matt. Can you put me through to Jake?"
Let's compare that to what a typical sales person would say:
"Hey Sarah, my name is Matthew Paik from Paik Capital. I was wondering if Jake Roberts was in the office?"
Not good.
Why does the first one work?
In the receptionist's mind it shows that you have some sort of connection with the business owner.
Only strangers use full names when addressing people.
Secondly, being direct helps with urgency and also gets rid of the "salesy" type of vibe.
In the receptionist's mind it shows that you have some sort of connection with the business owner.
Only strangers use full names when addressing people.
Secondly, being direct helps with urgency and also gets rid of the "salesy" type of vibe.
4. The Art of Redirection
You lowered the chance of objections.
You might still get some.
Handle them like a boss.
"May I ask who's calling?
"Yes it's Matt from Paik Capital. Is Jake in right now?"
Flip the script.
Take control.
Redirect the question.
You lowered the chance of objections.
You might still get some.
Handle them like a boss.
"May I ask who's calling?
"Yes it's Matt from Paik Capital. Is Jake in right now?"
Flip the script.
Take control.
Redirect the question.
Redirecting the question is the best way to push through this objection.
The receptionist now has to answer your question, taking the focus away from her question.
It also shows that you aren't nervous about who you are which most sales people tend to be.
Confidence works.
The receptionist now has to answer your question, taking the focus away from her question.
It also shows that you aren't nervous about who you are which most sales people tend to be.
Confidence works.
5. "What is the purpose of the call?"
"I'm here to speak with Jake. It's Matt from Paik Capital. He should know what this call is about."
At the very least, this gets the receptionist to go to the business owner and explain the call.
There's a good chance he picks up.
"I'm here to speak with Jake. It's Matt from Paik Capital. He should know what this call is about."
At the very least, this gets the receptionist to go to the business owner and explain the call.
There's a good chance he picks up.
6. Be confident and direct
Every thinks that to sound not like a salesperson you have to be very conversational and friendly.
That gets you nowhere.
Literally everyone tries to do that.
Act as if your Jake's buddy.
How would Jake's friend try to go through the receptionist?
Every thinks that to sound not like a salesperson you have to be very conversational and friendly.
That gets you nowhere.
Literally everyone tries to do that.
Act as if your Jake's buddy.
How would Jake's friend try to go through the receptionist?
BOOM.
Just like that you're in.
Only speak with only the decision makers.
Now if you want to learn a skill that business owners NEED and learn how to pitch it effectively to close clients, you need this.
Let me teach you everything from A to Z. http://gum.co/theagency
Just like that you're in.
Only speak with only the decision makers.
Now if you want to learn a skill that business owners NEED and learn how to pitch it effectively to close clients, you need this.
Let me teach you everything from A to Z. http://gum.co/theagency
