Cold Calling​ (Plug & Play)
Things to keep in mind:
Selling the meeting​ -​ When you’re cold calling the pitch is never the service. What
you’re trying to sell is always just the meeting. Before you start rambling on about
your service, always remember that this is not what you’re selling at that point. What
you should be selling is the idea of a meeting.
Low Commitment -​ ​ Make the meeting this low commitment thing but telling them
that it’s a quick ‘x’ meeting
Only Upside ​-​ Tell the client that no matter what happens in the meeting, it’s a win.
'Either we move forward together and I can start the process of adding a new
dimension to your business by bringing in heaps of business through my service, or
you walk away with a free consult and you can take everything I’ll be showing you
and just have your team apply it for you instead. Either way, no downside and only
infinite upside.’
Time Stamp -​ ​ It’s really good to put a time stamp on it and just get some minimum
buy in. I’ll give you a perfect example with charity workers that stop me in the street.
You can say to the client - ‘We both have busy schedules. This meeting will only take
30 minutes, but transform the next 30 years for your business. Sound good?’
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Setting Up Skype & Call Recorder:
In order to make calls internationally and domestically, we use Skype and it’s call
credit. Skype allows us to have our hands free to jot down notes, have a high quality
microphone & record our cold calls to listen back.
It’s important to buy a number with Skype so you don’t show up to potential clients
as ‘Unknown Number’. Here’s a video I shot on how to get Skype credit & a dedicated
number.
Lastly, to record our calls we use a tool called Skype call recorder by Ecamm. We also
want to change the settings so if the call is less than 15 seconds it doesn’t start
recording automatically like it does normally.
I shot an entire walkthrough on how to set up both of these tools, Click H
​ ERE to
watch.
Cold Calling​ (Plug & Play)
Cold Calling Script
Phase 1 - Get to decision maker
If you know business owner’s name: ‘Hey! It’s Iman here, you mind putting me
through to Chris? I just have a quick question for him.’
Path 1 ---> You get put through to decision maker (Follow next phase)
Path 2 ---> You’re already speaking to the decision maker (Follow next phase)
Path 3 ---> Gatekeeper asks ‘What’s this regarding?’ in which case you keep it vague
and say something along the lines of ‘Oh it’ll only take 30 seconds, I just saw
something regarding your marketing that was a little concerning and wanted to
mention it to Chris real quick.’
Path 4 ---> The decision maker is not in, in which case you ask the gatekeeper
politely - ‘No worries! When will Chris be back and what’s the quietest time of the
day for him usually? I don’t want to disturb him’
Phase 2 - Be direct once you’re with decision maker
‘Hey Chris! I want to get straight to the point and be up front with you. Just stay on
the line for 20 seconds and you can hang up at any point after. By the way, this is not
a sales call - This is just one business owner talking to another.
I have to be honest with you, you’re leaving a lot of money on the table right now
because of your current digital marketing strategy.
My name is Iman and I help restaurant owners just like you bring a steady & reliable
uplift of customers weekly through the power of Facebook advertising.
Are you currently looking for any new customers Chris?’
Cold Calling​ (Plug & Play)
Phase 3 - Pitch the meeting
Wait for response from last question - Only move forward if it’s a yes
‘Perfect, well look Chris - I know we both have super busy schedules so let’s keep this
short and simple.
Let’s set up a super quick video conference call to discuss how we can reclaim some
of that money you’ve left on the table and take your business to the next level.
At the end of the call either we move forward together and I can start the process of
adding a new dimension to your business by bringing in heaps of customers
through Facebook Ads, or you walk away with a free consult and you can take
everything I’ll be showing you and just have your team apply it for you instead. Either
way, no downside and only infinite upside. Sounds good?’
Phase 4 - Set meeting up
Wait for response from last question - Only move forward if it’s a yes
‘Great, what time works for you this week for a quick 30 minute conference call?’
Agree on time
‘Awesome, I’m going to send you the Calendar invitation now. What’s your best
email Chris?’
You want to set meeting in GCal with the allocated time, create new Zoom
meeting with the integration & then also type in their email and send them an
invite.
‘Great, I’ve gone ahead and sent you that invite now. It should be in your email. Real
quick - Just in case anything comes up, let me jot down your number.’
Get their number and put it into their profile on PipeDrive.
‘Well Chris, it’s been an absolute pleasure chatting! I look forward to our meeting.’
Cold Calling​ (Plug & Play)
LIVE Cold Call Footage:
This footage is LIVE cold call footage where Esteban actually manages to close 2
meetings in just 10 calls. Really cool stuff.
Esteban used to be my cold-call guy. He would cold call potential leads and then set
meetings up for me. Esteban and I have super different styles of sales & cold-calling,
both are super effective but I can only teach you what I know which is my very
methodical & logical approach.
I wanted to mention that because you’ll notice Esteban use an entirely different
script to the one I give you guys here. Keep that in mind when you watch this
footage.
LIVE Cold Call Footage Part 1
LIVE Cold Call Footage Part 2