• This topic has 6 replies, 3 voices, and was last updated 2 years ago by Will Barron.
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  • #6509662
    Cold Calling Framework – Confirm
    Adam Shilton
    Participant
    Feb 7, 2022

    Looking at the first step of the cold calling framework ‘confirm’ – how do we think is the best way to differentiate ourselves here?

    For example, in crowded markets like software, “Who is responsible for your accounting software” might lead to an immediate fob-off.

    Do we think getting more creative here. Like “Who is responsible for ensuring a return on your finance software” may produce better results?

    I guess the only way is to try it and see right?

    #6509667
    Will Barron
    Keymaster
    Feb 9, 2022
    Will Barron Feb 9, 2022

    Looking at the first step of the cold calling framework ‘confirm’ – how do we think is the best way to differentiate ourselves here?

    For example, in crowded markets like software, “Who is responsible for your accounting software” might lead to an immediate fob-off.

    Do we think getting more creative here. Like “Who is responsible for ensuring a return on your finance software” may produce better results?

    I guess the only way is to try it and see right?

    Hey Adam, we’ll chat about this on our call tomorrow.

    If you know you’re on the phone with the correct person, don’t feel the need to ask this question.

    If you think you might have hit a gatekeeper or you’re doing recon into a larger account ask it.

    When you’re not speaking to a decision maker, they’re usually really happy to tell you who you should be speaking to just so they can get you off the phone.

    #6509690
    Adam Shilton
    Participant
    Feb 10, 2022
    Adam Shilton Feb 10, 2022

    If you know you’re on the phone with the correct person, don’t feel the need to ask this question.

    Thanks Will, so when you get to the decision-maker directly, what’s the opener here?

    I’m assuming going into your ‘Break’ – “How are you training your sales reps right now?” might be a bit premature.

    Something like “Your colleague confirmed you were in charge of XYZ, is that right? – or how are you finding this right now?”

    Or – if you get straight through to them on their mobile “Saw from your profile that you’re {{job_title}} at {{company}}, and thought you might be in charge of ‘xyz’, is that right?”

    Thoughts?

    #6509702
    Will Barron
    Keymaster
    Feb 22, 2022
    Will Barron Feb 22, 2022

    Thanks Will, so when you get to the decision-maker directly, what’s the opener here?

    I’m assuming going into your ‘Break’ – “How are you training your sales reps right now?” might be a bit premature.

    You can soften it with –

    “Hey it’s Adam, this is a sales call but I’ll be out of your hair in literally 7 seconds. Can I ask one question?” Yes “How are you training your sales reps right now?”

    I wouldn’t beat around the bush. Most people at decision level appreciate that you’re just trying to do lead gen and would rather have a straight up 15 second productive call rather than a 3 minute crappy one.

    #6509722
    Jimmy Chrisovergis
    Participant
    Mar 11, 2022
    Jimmy Chrisovergis Mar 11, 2022

    I found that asking “are you the person for (PRODUCT)”, even if know damn well they’re the person responsible for SEO works well.

    It aligns us as being on the same page in an instant rather than as Will said beating around the bush.

    I’m doing reasonably high cold call/cadence volumes though so this might be different if you’re doing a higher ticket sale.

    #6509724
    Adam Shilton
    Participant
    Mar 11, 2022
    Adam Shilton Mar 11, 2022

    I’m doing reasonably high cold call/cadence volumes though so this might be different if you’re doing a higher ticket sale.

    Thanks Jimmy, yes, our sales cycles are anything from 3 to 24 months depending on the complexity of the deal. A lot of them are very slow burners…

    #6509797
    Will Barron
    Keymaster
    Mar 24, 2022
    Will Barron Mar 24, 2022

    Adam – New cold call training/framework coming next month mate. We’ve been doing a bunch of testing and I think we’ve a more reliable way to do it.

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