How To Use COLD CALLING For Business (Beginner to Advanced) | Scott D Clary | Skillshare

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How To Use COLD CALLING For Business (Beginner to Advanced)

teacher avatar Scott D Clary, Teaching sales, marketing & startups

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Taught by industry leaders & working professionals
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Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

4 Lessons (41m)
    • 1. Introduction

      2:15
    • 2. Prospecting, Customer Research And Finding Decision Makers

      8:53
    • 3. Call Scripting & Calling Strategies

      18:41
    • 4. Hiring And Outsourcing Cold Callers To Grow Your SDR / Sales Team

      11:36
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About This Class

Requirements

  • Desire to use Cold Calling to promote your business

Description

  • Effective Cold Calling to get you more leads, demos, sales and conversions so you can grow your business.

Taught by a former Fortune 500 sales executive, in the Cold Calling Course, you will be introduced to the most proven script and process for making cold calls.

Cold calling is the highest converting lead generation channel on planet earth.

Calling is not dead, you’re just not doing it properly.

What if I could teach you a cold calling script guaranteed to double/triple your sales-in a booklet so you'd have it in front of you every time you had to make a cold call?

You'll get the exact scripts I use to generate massive amounts of high quality leads.

You’ll learn how to prospect, call, and close.

On top of that, if you’re still too shy to call, this course will walk you through how to find, vet and hire outsourced cold calling talent.

This cold calling course will help you get more business with sales calls, servicing clients and customer objections on the phone.

Whether you’re an experienced salesperson or a beginner I can show you the most comfortable and effective way to prospect for new clients.

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WHAT YOU WILL ACCOMPLISH BY THE END OF THE COURSE

I built this course for people like you.

People who are frustrated with their Cold Calling Efforts, feeling nervous & unprepared, getting voicemails, getting negative customer feedback, doing it all themselves, and not seeing the results they want.

It's not easy to learn how to Cold Call effectively.

I've been there myself.

So let me help you get the business results you're looking for.

Cold Calling is an incredibly powerful sales tool you can use to grow your business.

But learning how to use them effectively can be a challenge.

That's why we created this course.

With this course you’ll learn how to prospect and find decision makers and prospects, how to structure your calls, create scripts, work with different types of customers you’ll speak to on the phone as well as how to find and hire freelance cold calling talent to help you to scale your outbound sales effort.

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WHO THIS COURSE IS FOR

This course is for anyone who wants to Cold Call for themselves or their clients. This course will teach you how to prospect, prepare call scripts and talking points that can help you get past gatekeepers, book demo’s and close deals as well as outsource freelance cold calling talent.

After finishing the course, you'll be able to run highly successful campaigns for yourself, your clients and/or your business.

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HOW THE COURSE IS STRUCTURED

The course first gives you solid prospecting fundamentals. After that, the course walks you through the cold calling basics and scripts and then we discuss how to hire freelancers who can do outbound sales and cold calling for you, or your business.

  • Prospecting, Customer Research And Finding Decision Makers

  • Call Scripting & Calling Strategies

  • Hiring And Outsourcing Cold Callers To Grow Your SDR / Sales Team

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CLASS PROJECT

  • Identify a customer profile, based on what type of individual would purchase your product.

  • Prospect a customer that fits this profile.

  • Write a script and talking points that you will use to start the conversation, identify customer pain points and discuss your product.

  • Make a cold call, make a connection and book a demo with this customer (try and keep the conversation going for 30s to 1m minimum.

Goal: Identify an ideal customer profile, prospect this customer, prepare and call them and book a demo.

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YOUR TEACHER - SCOTT D. CLARY

As a career sales and marketing executive & leader, I've worked with a wide variety of organizations and peers, training thousands of individuals on both the hard and soft skills required to excel in their career.

On a professional level, I've worked within all size companies, and I've sold and marketed (as well as lead teams that have sold and marketed) to some of the most iconic F500 / F100 brands throughout my career.

I'm fortunate to have over 100+ of my thoughts and insights on sales, marketing, technology, business and entrepreneurship published in outlets such as Forbes, Wall Street Journal, Hackernoon, The Startup and others.

I'm the host of the Success Story Podcast (1m+ downloads), author of the ROI Overload Newsletter (with 30k subs and counting), founder of ROI Overload, a Sales & Marketing Community. (250k Followers) Newsletter, Publication & Startup Resource and a career Sales & Marketing exec.

I talk about sales, marketing, growth and startups on Twitter or LinedIn @scottdclary

Meet Your Teacher

Teacher Profile Image

Scott D Clary

Teaching sales, marketing & startups

Teacher

Long story short, I'm the host of the Success Story Podcast (1m+ downloads), author of the ROI Overload Newsletter (with 30k subs and counting), founder of ROI Overload, a Sales & Marketing Community, Newsletter, Publication & Startup Resource, as well as a career Sales & Marketing exec.

I talk about sales, marketing, growth and startups on Twitter or LinkedIn @scottdclary

 

The Long Version:

As a career sales and marketing executive & leader, I've worked with a wide variety of organizations and peers, training individuals on both the hard and soft skills required to excel in their career.

On a professional level, I've worked within all size companies, and I've sold and marketed (as well as lead teams that have sold and marketed) to some... See full profile

Related Skills

Business Sales Cold Calling

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Transcripts

1. Introduction: Hey everyone. Scott declared here, welcome to my course on cold calling. I'm a career long sales and marketing executive. Over my career, I have sold and marketed to some of the most iconic brands I've built in scale to sales and marketing teams. Both myself and my trainers had delivered training classes on sales, marketing tools, technology, and insight to thousands of individuals today, the key skills that you're going to learn focus on cold calling. This course is broken down into three modules. In the first module, we're going to unpack how to prospect, how to find decision-makers, how to identify potential customers. And these are going to be the customers you're going to actually call and reach 02. In the second module, we're going to actually speak about the scripts. Well, you should say on the phone, how to get past the gatekeeper, how to get a second call, how to get a demo, the step-by-step things that will get you the deal. And in the third module, we'll speak about some cold calling outsourcing options. If you are an entrepreneur and you want to scale your effort. If you want to hire some more SDRs and you want to sort of multiply cold calling efforts quickly, efficiently and at a low cost. This class is created for individuals who are having trouble cold calling. They're having trouble finding lead, getting on the phone, picking up the phone and dial. And regardless of whether or not you use this course to outsource talent, who can do this job for you. You still have to know the fundamentals and that's what we're going to teach you. This course could be good for SDRs, sales development reps, inside sales reps, entrepreneurs, anybody who asked to find a prospect, pick up the phone, get them on the phone, and close a deal. The true value you're gonna get it at this course is that I'm teaching you how to actually prospect, call the script that you can use, as well as outsourcing options to help you scale your efforts quickly. And by the end of this class, your project, the task that you should take on will be to prospect, pick up the phone called, Call, Connect, get pass a gatekeeper, get past any sort of inhibition you have regarding cold calling, get a decision-maker on the phone and book a demo. And of course is going to be a little bit hard for you to show your work, but I'm trusting you to use the tools that I'm teaching over in this course to make your first successful dial. I hope you enjoy the course. Let's jump right in. 2. Prospecting, Customer Research And Finding Decision Makers: All right, so the main thing we're looking for with cold calling is to have a decision-maker on the phone, but specifically to know their name. The name is huge. The name in the first place is going to help you get past the gatekeeper. Okay, it has a huge effect psychologically when you could actually say the person's name instead of just asking, Hey, can I have whoever's in charge of sales decisions or marketing decisions, right? And it also helps you build a little bit of rapport during the initial interaction. Once you finally get the person on the phone, if you already know their name. Now for a lot of the smaller businesses, little mom and pop locations, you're going to be able to find their names relatively easily because they're right on their website, right? Eden, go to the About page on their website and that'll be a picture or a name. And it's much easier with smaller companies in many cases. Once you get a little bit bigger, once you're dealing with, say, the more elusive companies, you're going to have to get into some databases or into some social networks. So your first go-to thing is probably linked to, and everybody knows how to search on LinkedIn. You can literally look for company names and look who's associated with them, do some advanced searches. However, if you want to go a step further, you can actually rely on software and services whose whole job is justified. You the names and sometimes even the specific unique contact information for the individuals in a company. Some of these things go really deep. They have this structure, the different levels of hierarchy within the company. They've got names, they've got pictures, they've got cell phone numbers and e-mails and all that good stuff. And one that we can have a look at first here is sales Genie. Now sales Genie has a huge database, as you can see, 25 million plus businesses. And the thing about sales Jeannie, and software like that is going to be that they constantly verify and update their information. Okay. Because a lot of databases back in the old days, you know, your positions change, right? So you'd make a call and say, Hey, as Bob there and somebody would say, Well, he hasn't worked here in two years, right? And so you want to use a good service that actually stays up to date and they're constantly making calls even to make sure that they know who's in what positions and that their names and their data are updated. And just to give you a little insight, peak, you can have a look inside of sales Jeannie here. This is a local business in Topeka. And we can literally get the executives name and their title, right, a phone number to reach them at. And then you've got a whole bunch of other contacts inside. So you've got a whole bunch of firstName so you can throw out during the cold calling process, you know, whether you're just doing your reconnaissance or whether you're trying to get through the gatekeeper, you know, Josh, Ben, Ryan, Ashley over in sales right, bends the site manager and the head of marketing. It's pretty useful stuff to have on hand. And again, that you want to work with a software that gives you the most up-to-date information. And a lot of these beyond just contact info will give you a lot of other good stuff to know. As well. As you can see here, you've even got the total number of employees and Local annual sales or location annual sales for this business. And that's pretty useful as well when you're combing through and seeing how likely is a place to purchase what you have if sales aren't big enough for, you know, maybe the employee or organization size is not what you're looking for then you know, just to avoid them altogether. But this is really the golden information here. Okay, names, titles, contact information, as well as first names of other high-ranking people in the company that's going to help you a whole lot during the cold calling process. Some other ones that we can look at include seamless dot AI, same basic idea, maybe a bigger database. And you can also import these directly into your CRM at the click of a button right here, you've got emails. Specifically in some cases look like personal emails that they might have depending on what companies are looking for, phone numbers and all that good stuff for the different executives and decision-makers in companies. And it's, it's pretty useful if you're using a CRM like Salesforce or whatever it is that you're using. If it integrates with this, you can import them directly into your CRM without having to just browse through their website here. And you or your cold colors can get to work on that information that you are compiling and importing. A, another somewhat newer concept now is inbound. A lead generation based on people who come to your website, even if they don't fill out a form or contact you or anything like that, they can figure out that with a tool like lead feeder here, they can figure out who visited your site, what company they work for, what they did on your site. So that, that's a pretty advanced analytical and tracking stuff. And it's pretty neat because you can figure out whose proactively interested in what you have to offer, then you can call them up and say, hey, I know you guys visited or someone from your organization visited our website recently. We were just wondering if you were interested in what we have to offer, et cetera, et cetera. And it automatically, you've already got a warm at of reference, something that you can refer to that as happened that led you to call them, you know, at any instance, at any point of reference that you can utilize to make a call a little bit warmer when you make it. It's beneficial. And this is an absolutely spectacular one if you've got companies visiting your site. Now, one other thing that a lot people don't really think of is sort of rolling up your sleeves and doing some of the, you know, intelligence gathering yourself. And you can actually just call reception, you just call the company and you'll get the gatekeeper. But in this case, you don't have to worry about them doing any gatekeeping jobs because you're literally just asking some questions. Hey, so and so here I'm curious who's in charge of sales over there? Who's in charge of accounting? A little. I talked to about human resources stuff. And you can get names. And if you're not having luck at reception, then you can ask to be just call the company and ask, hey, can you can you pass me over to sales? I need to talk to sales real quick, right? You to talk to accounting, you know, receptionist and even well-trained gatekeepers are usually trying to keep you away from the head honchos. They're not necessarily trying to keep you away from other departments, you know, on a, on a horizontal basis inside of their organization. That's not what they're trained to do. And so if you say, hey, I need to talk to somebody in sales or an accounting, they'll, they'll patch over. You know, it's just a game of hot potato. And suddenly you're talking to Dwight in sales, right? And you can do your intelligence gathering there. Hey, Dwight, I've got to talk about XYZ. Can you tell me who's in charge of making marketing decisions, are buying decisions and who was the main decision-maker? Okay, what's, what's his name? What's his title? Right? And you can do the same thing and other departments like accounting, nobody's going to defend the accounting. Nobody's going to say no, I can't pass you off to accounting or I can't give you accountings number because it's not something that people are hard wired to think is a salesy think they're not worried about you calling accounting to make sales. So you can get through to accounting. And when you're in accounting, guess what? The people in accounting are not trained to be gatekeepers. They're not trained to be tight lift. So if you're talking to accounting, you can ask them and they perhaps more than anyone in the company will know who decision-makers are when it comes to financial decisions. And you can ask, Hey, who's in charge of your HR decisions? Who's in charge of things like leadership training? Who's, who's the head honchos, who would approve something like that? What's their name but what's their title or do you have a phone number for them? Oh, can you transfer me to them? Now, it might be a little bit less likely that they'll transfer you on the spot. But it's worth asking because guess what? They're going to be more likely to than a gatekeeper in many cases. Because again, if you're working in accounting, if you're an accountant, you haven't been trained to screen calls. So it's a way to get through and we'll talk about that, we'll reiterate that in the next lesson. But for now I'm talking purely using this as an intelligence gathering tool to figure out the names of the people in the organization. Okay? Just sort of go around the carousel for lack of a better term and get as much information as you can from each person there to build that database of intelligence that you have, the names of the people and the positions that they're in. And that'll come in handy when it comes time to actually make the cold calls. Now, once you make the cold calls, would you know who you're trying to get a hold of, what their name is, where you're talking to. What do you actually say to them, especially in those first opening seconds. And that's what we're going to talk about in the next module. 3. Call Scripting & Calling Strategies: Before we even get to what you're gonna say to the decision-maker once you get them on the phone, we had to figure out what you're going to say to the gatekeeper. And there's several ways and several different philosophies when it comes to dealing with gatekeepers. Some people say engage them in conversations, flatter them, be really kind to them and all that sort of stuff. And you should certainly be kind to anybody who you speak to. But time and time again, we found that the more short and brief your lines are to the gatekeeper, the more effective you'll be specifically if you use wording that keeps you in control and that closes off and decreases the chances of them asking reactionary questions. And kind of puts the pressure on and makes it feel like they have an obligation to get you to the decision-maker. You're going to have much more success in those cases. And that's why this script as simple, as quick and maybe even Kurt, possibly borderline rude as it might seem. This is actually the best script we can recommend for getting through the gatekeeper. Literally say the name of the person that you're trying to reach. Just their name. And then the words, please. And thanks. Bob lands, please. Thanks. Now they're gonna say, May I ask who's calling? And you're going to say it's Michael Scotch. Thanks. Just say your name. That's it. Then they're going to ask what's this in regard to or are they expecting you something along those lines? Your answer just let him know. It's regarding Michael Scotch. Thanks. Sounds weird, sounds awkward, but it's been proven to work. And that person is very likely to forward you on to the person who you're asking for. Now. If you can't get through the gatekeeper for some reason, you can always go around them. Now we talked about this method earlier for intelligence gathering, meaning asking people about who's the head of this department or that department, What's their name, et cetera, et cetera. This actually works very well for getting around the gatekeeper and getting to the decision-makers as well. Now, the thing about people in the accounting and the sales departments, for example, as well as other departments. But those are the two big ones. Is that they're not trained to be gatekeepers or to screen calls. So if you talk to them in a business-like manner as though you're on a mission and you're just doing a routine call and you gotta talk to so and so and you know their firstName, Hey, I'm trying to get a hold of Bob. Is Bob in Haiti? Know the number for Bob's office? Hey, can you put me through to Bob Lance? There's a much higher percentage chance that they're going to put you through to Bob lands or give you is direct number or something along those lines because they're not trained to screen calls, they could care less. And just like with receptionists in many cases, people who are in accounting and sales, they don't want to be bothered by you. So you become a hot potato and they just want to pass you on to the person you want to speak to so they don't have to deal with you. Okay. So that's another option. It's it's an alternative option to get through the gatekeeper is to literally just go around them to get to who you're talking to. Now, once you do finally get the decision-maker on the phone. There's a couple of approaches, okay? The traditional approach is fine. If you have it really streamlined, really clean cut, and really optimized. And that's basically this. You're gonna say hi Bob, use the firstName, Hi Bob, Michael Scott here. Don't ask how they're doing. Don't ask is this a good time, although there is a separate tactic that you can use that hinges on the frieze. Is this a good time? But we're not using that right now because we don't want to introduce the opportunity for a no answer. We don't want to start, knows that's a behavioral pattern that begins once someone gives you one node, there can be a lot of no's after that. We don't want that. We want to maintain an optimize this conversation for positive answers. Okay, hi Bob, Michael Scotch here I'm calling because I noticed your company is expanding quite a bit this year or whatever the plausible relatable reason is. Okay. It needs to be something believable. Okay, yay. Probably heard that we're expanding or, you know, XYZ. So there's a reason you're calling and then you're giving them a proposition. My company provides printing services at super discounted rates that can help you save a ton of money on your marketing campaigns. Okay? Whatever your value proposition is laid out, clearly haven't rehearsed. Okay, Make sure it's it's it's a one or two lines sentence that works really well. And then Is that something you'd be interested in discussing at some point in the future? Now the importance of that question is that it's an easy, yes, it's impossible. Well, it's not impossible, but it's very unlikely that they're going to say no. You gave them a very valuable proposition. And just because of the friendly way that you ask, they're going to feel bad about saying no, there's a very high chance that they're going to say yes. Who would say no to that? It's such an open-ended thing. You're not saying, Hey, can I have a meeting with you tomorrow at eight? You know, it's a very open-ended question. And you're probably going to get a yes. Now, once they give you a yes or a shore, then you say, what will work better for you, Wednesday or Thursday or whatever day of the week you want to use. But the point here is you want to give them two choices to pick from. You don't want to say, Can I call you on such and such day? You don't wanna do that. You don't want to say, does next week work for you? You don't want to say that because guess what? They don't want to deal with you. They don't like you. They don't wanna do business with you. Some of them might, you know, if you did a really good job with your, your reason that your value proposition. But most of them, even if they really need what you're offering. And even if later on they would agree that it was a good thing that they did business with you. Initially, the psychological situation that they're in is that they want you off the phone. So if you give them an opportunity to say no, if you ask a question that is either a yes or a no, there's a very good chance that they're going to say no. Okay. Especially if it's specific, you know, up here with the would you like to discuss that at some point in the future? That's so vague and nebulous and open-ended that it's hard to say no to that. But when you say Can I call you tomorrow or next week, the answer is yes or no and you're risking a no and it's just not a good idea. It's much better to give them. A choice between two options, Wednesday or Thursday. Now, they might not pick one of those two options more often than not, they, they will. But at least you're not giving them an opportunity for a direct no. Right. Once you do have them agreeing to a specific day that might work, then the next question, same principle applies. Don't say Can I call you at seven, say, does something in the AM work for you or with something in the afternoon knew better or if you want to get specific, that's fine. But make sure it's specific with more than one option. I could call you around nine or what's something closer to this? A two or three in the afternoon. Be better. Okay. Give options so that they can choose from and it's harder for them to say. Now this works. If you do this traditional approach, we're going to talk about it more unorthodox one later. But if you do this in a stream line, the buttoned up very well executed fashion like this. You're going to have people committing to appointments, okay? Which is the whole point of the cold call. You know, you're not trying to close a sale here, you're trying to close a future discussion. You're trying to close on a sales call in the future. Okay? Now, there's another alternative to one of these sentences. Okay? And that is the value proposition combined with the, would you like to discuss in the future? And that is the hypothetical question approach. You know, you want this to act as a hook. You want to get this out in the first 10 to 15 seconds of having them on the phone. And you want it to be something that it's impossible for them not to be interested in. Okay. So you take your value proposition and you stated as a question, a hypothetical question. So in this case, if I could get you super discounted printing services and save you 30 to 40% on your marketing campaigns. Is that a discussion you'd be interested in having at some point in the future, right? So we're using the open-ended easy yes. Question at the end. But it's based on an if, a hypothetical if in which you actually make a big bold claim, something that really hooks them. You phrase your value proposition in that manner. You can get some success that way as well. Now here's a few tips that you can apply to those calls are the first one is to preface your appointment request with I know you're busy. Okay. That's that's a very powerful thing you can do to disarm them, to make people put their guard down. This egg acknowledged that they don't want to be on a cold call right now. I've got things going on. I don't wanna commit to things. I've got a million things on my desk here, right? That's what's going on in their mind. So if you preface your request for a meeting, for a, for a talk and discussion in the future with Hey, I know you're busy. I want to get off the phone as quickly as possible. You don't want to let you get back to what you're doing. Can we discuss this at some point in the future? Well, all you're doing is adding ammo there to say yes to the possibility of a yes All you're doing it because at that point, the way you phrased it, the way you framed it, not only is it an open-ended question, would you like to discuss this in the future sometimes, some time, but it's also introducing the motive of getting you off of the phone, of getting them off of this this cold call with you so they can get back to what they're doing. So suddenly their escape from being on a cold call and unwelcome cold call is to say yes to the discussion question. So you've got to pay attention to the psychology here. So instead of just is that's something you're interested in discussing in the future. Hey, I know you're really busy. Is this something that you want to discuss it maybe sometime in the future, in the coming weeks. All right. And that really works. Don't use the word appointment. Okay. We call appointment setting. That's the actual practice that we're doing, right? But you don't want to actually use the word appointment because there's too much negative stigma and connotation, subconscious psychological negative stigma with that word. It sounds like more of a commitment. That actually is people think of other things like dental appointments and so on and so forth. The word appointment throughout the entire history of a human being's life rarely means something good or enjoyable or fun. So let's not use that in the sales that conversation when we're trying to get them to a commit. Okay, discussion would be a phrase to use. You can use phrases like, I'd like to pencil in some time on your calendar. You know, I'd like to lock in a day next week or something along those lines. Try not to use the word appointment about these appointments and then agree. Don't argue if they hit you with objections like I don't have time or we're already happy with what we've gone. Make sure that your response is phrased in a way in which you agree with them. You know, what you acknowledge what they're saying. So now we're really busy. We don't really have time. Oh, I totally understand. Yeah, of course. You're really busy. You know, can we do this next week? You know, how, how about the end of next week? Can I get ten minutes with you then? You know, we already have a provider who does XYZ service for us right now and we're happy with them. Oh, that's a great many. That's fantastic. I'm glad you're happy with them. They sound like a great company. But let me ask you this. If I could save you 30% on XYZ service or if I could get you 20% better results in that company, is at a discussion that would be worth having for about ten minutes. You know, I'm not saying that that's going to be a winning line. But it's important that however you respond to objections, you want to try to do it in a way that sounds like you are agreeing at the beginning of your response. Don't get into an argument. Don't say yes, but okay. Don't say, well, that company probably socks, I can do better, you know, don't get cocky. Agree with everything that they're saying, and then turn it into a reattach. Now, there's something else we can discuss here before we get to the unorthodox approach. And that is a last ditch attempt. If you can't quite get a meeting with someone, whether it be a phone meeting or an in-person meeting. There's a tactic that you can utilize in which you're making a very low commitment, very benign request of being able to drop off some information. And the way that this is phrased, the concept of Hey, can I just drop off some information similar to hey, can I just send you an e-mail? It's actually effective because the person sees that as their escape from the conversation. Oh, of course, yeah. Send me some information. I'll have a look when I get some time. That's great. Now, 90% of the time they may never look at the information, right? But in their mind, they see that as an escape, as a way to get out of this conversation and out of the commitment of setting an appointment. All without having to be rude or hurt your feelings. So it's a win-win. They love it, right? But on your end, you're not really interested in the packet of information. What you're interested in is manufacturing a situation where you do get an impromptu meeting with them. So as soon as they say yes to that question, Hey, would it be all right if I drop off a packet of information, you can just have a look at some time at your leisure as soon as they say Yes, you take that yes, you grab it and you leverage it. They say, Yeah, sure, they'd be fine. You say, okay, and who can I drop that off with? If you've got a reception area outside your office. And they'll say yes. And you say, Great. And just on the off chance you happen to be around to pay close and engineer. Great. And just on the off chance you happen to be around when I drop it off, would it be all right if I call on you from the reception desk just to see if you've got a couple minutes, if not no big deal. Right. But just on the off chance here around, it'll be okay if I if I put my head in and say hi. And this phrase just so we can put a face to a name, that kind of thing. But that's, that's very effective as well. And it's just all sounds so innocent. It all sounds so benign and non-threatening that they're going to say yes now they might say yes reluctantly, but they don't really have a choice at that point because they've already said yes to you coming by the drop off, the packet of information. Right? So it might be a reluctant yes, it might be a conditional yes. Well, yeah. Maybe if I'm probably not gonna be available and that's fine. Just take that and take that for what it's worth. And then you close off with okay. And what time of day would you most likely be around? If I wanted to just say hi when I drop that off, I know there's no guarantees you might not be available, but just out of curiosity, what time a day would you be most likely to be around? And they're not going to say To heck with you and hang up at this point. At this point you've got them into a pattern of yeses. They're going to probably 10 now they might lie, but they're going to give you a time of day that they're more likely to be around. And you take that and you run with it and you drop off your packet of information, you say hi to the receptionist. Hey, by the way, is here round, you'll poke your head around a little bit. You know, Bob said it was all right. If I say hi to him when I drop this off, is he around, you know, that kinda thing. You leverage that. And it's a great last ditch way to get an appointment, even if they're not willing to pencil one in on their calendar. Okay. Now next, let's talk about the unorthodox approach that I mentioned earlier. Now this one, it's iffy. It's pretty ballsy. And there's not a whole lot of data out there worldwide on how well it works. It was actually created by a guy, or at least it's, it's, it's championed and spread by a guy in the UK named Benjamin to HENI. And he tells everybody about this method. And it makes sense why this would work, because of how novel and unprecedented it is. So instead of saying the traditional lines, you just come right up front. Total transparency and acknowledge that you're doing something that they don't want you to do. Something that's slightly annoying with a little bit of humor. You know, sort of a nudge kind of thing. Hi Bob. I want to be upfront with you as soon as you get on the phone with him. Hey Bob, I want to be up front with you. This is actually a sales call. Do you want to hang up on me now? We're going to have 30 seconds to make a quick pitch and then we can hang up if you're not interested. Most people have never heard that line before. And they will sometimes even tell you, wow, I've never heard that one before. You know, you'll, you'll get people chuckling and, you know, sort of given you a pat on the back for saying something that actually got them to stay on the phone for 30 seconds longer than they otherwise would have for other cold colors. Okay, now there's no guarantee this will work in your market. It's always good to split, test these different approaches. But this one's, this one's pretty neat just because the novelty, It's a pattern interrupt. It's not what they're used to hearing from a cold color. And many times just because of the novelty or maybe sometimes because they feel a little bit sorry for you. They'll say Sure, you can have 30 seconds. Sometimes they'll say something like, Well, I'll give you 15 or something like that. But that's your chance to make your pitch and hopefully your pitch, your value proposition, all that good stuff is as well rehearsed and you make it within about 30 seconds. And the key is, when you get to the end, hopefully you had a good hook and yeah, you've you've what you've said has made them want to stay on the phone longer. But the key is, once you get to thirty-seconds, You acknowledge that your time's up, okay? And you ask for more. You say, hey, you know, even if they're talking, if they're answering a question, like if your hook or your opening includes a question and they're answering it, you don't interrupt in a rude way, but at the first available moment, step in and say, Hey, you know, I I just want to be honest. I wanna keep myself honest here. I asked for thirty-seconds and the time is up. Can I have another minute? You know, we we did just hit the 30 second mark. I appreciate you giving me that much time. Can I can have another minute and you just go from there. Okay, So this is an interesting new development in the world of sales. And it's, I would say use it with caution. But don't be afraid to split test new concepts like this when you're doing cold calls. Okay? Now, all the stuff we talked about, it's probably scary to a lot of people. For some of you might find it exciting and your IDO excited to get out there and, and give it a try. But the question comes down to, do you wanna do it yourself? Is this something that you actually want to do on the phone yourself? Or would you rather have a sales team or someone else do it for you? And we're going to talk about that option in the next module. 4. Hiring And Outsourcing Cold Callers To Grow Your SDR / Sales Team: But what if you don't want to do your cold calls and your appointment setting by yourself if it's too intimidating or you don't have time, or you plan all along doubt sources kind of thing to a sales team or to freelancers. There's a few different options for that. The first one is, as I said, freelancers, this is where you don't necessarily hire someone permanently onto your team. And you're not necessarily outsourcing it to a company or a service. You're just finding an individual who's good at a skill and you're paying them on a project basis or sometimes on an ongoing monthly basis, but they're not really part of your company, they're not an employee or anything like that. Upwork is a tremendously useful way to find people like that. You can do word searches. We could use the word cold calling or appointments center here. Or you can come over here to all categories and just browse and try to find something in the phone sales space, such as lead generation freelancers. You might find some people there or telemarketing and tau, telesales. That's probably what we're going to look at here. And as you can see it, you get a whole lot of people who have skills in cold calling and telemarketing, outbound sales, cold calling. So whole lot of potential here. Let's try actually looking for appointments setting. All right, so here's our results for people who generate appointments for you on Upwork, cold call expert France, C and B to be lead generation here. Experienced teller marketer, quick and attentive, and it's customer service. Customer service. Well, you'll notice about Upwork is that it's kind of like LinkedIn. A lot of people end up with skills in their skills database, their list of skills that I don't really their primary thing. And so you've got to be careful with that when you're searching through, you really want to look for what's their main thing that they do. So Rebecca M. Has two main things, customer service and appointment setting. So she might be worth another look. And you browse through their profile. It's helpful if they have some past work experience here. And we don't see that. Let's see if we can find some inner full profile. Nope, no work experience published. So let's go back here. Let's see if we can find someone with a little bit more of a background to look at. So Francine says, she's a cold calling expert and she's got 100% job success here, but she doesn't have a whole lot earned, which means that could literally be one out of one job was successful, right? We've got Daniel B2B lead generation here, pretty expensive, but he's earned a whole lot and he's got a 99% success rate, might be worth looking little bit closer at him. Work history, whole bunch of five-star reviews there. And it looks like we've got B2B outreach as something that he's done email outreach, email copywriting. So that's not what we're looking for. B2b Lead Generation, very important, many aspects to it. What we really want, someone who actually is skilled on the phone. So let's try a Alisha here, experienced tele marketer, Alicia have a 96 percent job success rate with a whole lot of jobs under her belt or at least a whole lot of revenue. And we can look at that here. And she's just got. A whole lot of successful jobs and a whole lot of positive feedback. She's got one three-star review a couple years ago. So since everything since then has been good to, she might be someone who's worth reaching out to and trying to bring on board as a freelance. A cold color. And looks like cold calling is definitely something that she does quite a bit of calling prospects, sales and marketing, scheduling demos for looks like an E com company. B2b appointments center, five-stars. So this is all good. This is someone who you might want to contact and invite them to apply for one of your jobs on Upwork. Okay. What we don't want to go with is someone who has a whole lot of negative history. Okay? This is just an issue of if if there's a whole lot of things, It's kind of if there's smoke, there's fire kind of thing, right? One three-star review like we saw in the previous person a couple of years ago, was probably not a big deal. But if you look here and they're seeing a freelancer responses with excuses and explanations and so on, which for all we know, might be valid. But, you know, you're not running a charity, you're running a business and you can't take those kinds of chance. Oh, I'll leave that up to you. If you want to take a chance with with someone with that kind of history, the next option is going to be Fiverr. And yes, you can actually recruit or pay for cold calling services on Fiverr. Now, Fiverr has kind of a stigma associated with it. They be becoming slowly becoming a more premium platform these days. Of course, they started off where everything just costed a fiber. So services were relatively cheap and you get what you pay for, whatever it might be worth. Looking through these to see some of the rock stars, because there are rock stars on Fiverr who were really good at what they do. And they'll probably be a little bit more expensive. But I mean, you look at this guy, 4.7 stars of a 149 reviews, 4.9 here. I'll cold call your list. You've got guy over here. Well, a 100 percent five-star reviews for cold calling or using custom sales scripts, et cetera, to generate appointments. 273 reviews, all of them positive. Very similar over here with Maxine Coleman. So I mean, there's, there's no shortage here of people who say that they can do a good job of cold calling and appointments sending. And many of them have the reviews and testimonials to back that up. And because it's cheap, it's less risky to maybe give them a try and then see if they can sit through maybe the training in the previous module, right? And cold call some of those prospects for you, so you don't have to. Another option is to bring on a permanent team member. And one of the great places to look for if you're on a budget, let's say you're an internet startup and you don't have a whole lot of money to bring on US employees or additional US employees for sales. A great place to look is online jobs dot pH. Okay. And the reason I say online JAVS up ph is because there's a very little known fact about the Philippines and that is that they speak excellent English. They all speak tremendous English. Now, when I say, Oh, I shouldn't say everyone has no accent, okay? There's obviously some accents. But less so than any other country in the world. As far as we've seen, people in the Philippines, English is one of their primary languages, officially a primary language that they learned. And many of them might have sort of what your average American over the phone would think is a Hispanic or even a Southern California kinda Twain when they talk. You can get a whole lot of people who have barely any accent at all. And their grammar is absolutely spectacular. And many of them are in fact good at cold calling. So you could do a search here, cold calling. And you'll find a whole bunch of people who have that skill. Teller marketer here. Cold color, they're cold calling here. So cold calling is probably not the main thing that people find on online jobs that pH, most people are looking for content creators, general virtual assistance. But if you dig, you will find people who have telemarketing and cold calling experience. And in the case of hiring somebody from the Philippines, you would want to make sure that an audio interview, of course, or an audio recording sample, et cetera, it is part of your interview process. But because cold calling is not one of their primary things, well, you'd want to do on online jobs to P dot ph is actually post a job, okay? And then the people who have those skills that you're looking for it will search for those skills and they'll come to your job post and apply for the job. And it's a great place if you want to bring on a permanent cold color on your team who you don't have to pay that much money too. Because the buying power of the US dollar goes very far in the Philippines, especially depending on what region of the Philippines you're talking about. Yeah. So you could be paying somebody, you know, four or 500 bucks a month to do cold calling for you in the Philippines. And they're getting paid better than the engineer and the college professor. The road from that. So it's a win-win situation, provides some upward mobility for the folks in the Philippines and helps you save some money as well. Whether it be hiring them as your only salesperson, you're only cold color or using them to supplement your existing team. It's a tremendous thing to take advantage of. Then we have the actual services, okay? So instead of hiring a freelancer for projects or instead of bringing on a virtual remote worker as a permanent team member, say from the Philippines, like in the last example. There's actual services. The handle this for you. So jump crew is one that exists and you just basically pass it on to them. You pass on the target audience, you pass on the sales scripts and stuff like that. And they take care of your appointment setting. They also do actual selling as well as another service. But what we're talking about this appointment setting and this is a great way to sort of take that off of your shoulders and just hand it to somebody else as quickly as possible. Another option here is overpass. Overpass will basically let you tap into an existing pool of people who literally are just cold colors. That's literally what they do. The entire site is optimized and based around being able to see their skills and performance as cold colors. And like it says, it's, it's basically a pool of qualified appointment centers in the Cloud that you can tap into. So that's another one to look into. And there's any cube is another example. There's tons of these out there. By the way, these are just three examples. In e2 is a point of sending services, specifically in the B2B space where they handle all of it for you. They're going to take care of turning your prospects and your leads into appointments for you. And you have to do is give them the goods, given the scripts, given the value proposition, all like good stuff. And you're basically taken all the stuff we've talked about in the previous two lessons and you're taking it off of your shoulder, you're taking off of your shoulders and handing it to another company that might save you some money, you know, depending on what you pay your sales team or where you would have paid a sales team, had a minimum, saves you some time and some some heartache, especially if cold calling is something that is intimidating to your stressful for you. So these are all very legitimate options for outsourcing the task of cold calling for your business.