If you aren't recording your cold calls, you are setting yourself up for failure!
It's been a day of over 50 cold calls and one of the freshers just told me-
"They are not interested in getting a website. Plus, most of them were rude on the phone."
I heard this, and I knew it was perfectly fine to feel so. Cold calling can be frustrating and it can hit your confidence- especially when you get rejections one after another.
But, that's what hours of Saad's content has taught me-
- Don't take the call or rejection personally
- Keep learning from your calling mistakes
- Have a conversation with yourself after every good or bad call
And always know that if you don't serve the person you are calling, someone will come out with better selling skills and scam them.
Which makes it your, mine, and every good-willed expert's moral obligation to cold call, cold outreach, show ads, have more conversations, and be in front of the people we can help with our services.
So, all this data consumption led me to call back the leads that were turned down by the fresher.
The first guy politely told me he was getting it built by his brother.
I said something simple- That's great Prashant, but we already have something up for you. What if you like that one?
And then he said, my brother has his own marketing agency and this is another business that we are starting together, so he is making the website already.
There I realized, it was better to gracefully accept this situation and have a conversation further. So, I did.
We chatted for a couple of minutes, I wished him all the best. He wished me all the best for my business, and we both hung up saying, let's stay in touch for when we may require each other's services.
That went smoothly.
But, that wasn't a conversion, or even a conversation where the prospect was interested.
So, I moved to the second call-
Me- Hi, is this {{name}} studio?
Him- Yes, it is.
Me- Alright, great! So, my name is Lakshaya and this is a sales call. If you have 30 seconds, I can tell you why I am calling or you can just say no and I'll cut the call.
Him- Sure, tell me.
Me- Okay. I was looking at your Google Business Profile and I saw that you don't have a website.
Him- Yes, I don't currently.
Me- So, have you been considering getting one? Or is this not even in plans?
Him- I was thinking, but honestly, I don't need it right now. The business mostly comes from referrals and local keywords.
Me- Yes, I hear you. But, just one quick question- if you are planning on getting it at some point in time, why not now? Because, right now you can get it at a decent price, built by an expert, and with features and tools specifically designed for attracting new customers.
Here, he showed a little interest-
Him- Okay, what do you mean?
Me- For example, if someone wants to know the kind of results you can create when they come to you, they'd be able to visually see those results on your website, before they come to you.
Him- I see.
Me- Yes, it's simple like that and I have something ready for you. So, if you have 7-10 minutes to take a look, you and I can get on a call and I can show you how it looks right now and what more we can do for you.
Him- That sounds alright. We can talk in the evening today, usually Tuesdays are a bit free for us, but today I just got a couple more deliveries, so evening is the only good option.
Me- Alright, evening it is. I'll send you a Google Meet link for 6:30 PM today. Does that work?
Him- Yes, that's okay for me.
Me- Great then! I'll see you at 6:30 and let's see where we can go from there. Bye Bye!
Him- Haha, okay! Bye bye.
Now, I know this isn't the most polished cold calling script you'd ever read. In fact, I know my father could have done the job way better- the VP of Marketing for a reason.
But, that isn't the point-
The point is easing off, letting the conversation flow a bit, taking a long deep breath before making the call, and of course- recording yourself whenever you are going on a call.
My first sale this financial year had come from cold calling and I've maintained a wonderful relationship with that client even now. As a result of that, we are extending our partnership and I got two more orders from them-
- Building their clinic's website from scratch.
- Building a customized software for their clinic's operation management.
But that only happened after I implemented the advice I just gave above.
The game changer here is recording your calls and hearing them again and again. I recommend sitting inside your room, in a comfortable position, with your laptop open, or if you like to walk while cold calling, it's best to have the call recorder on, or another device in your hand on which you can simply record your conversations- at least the things that you are saying- that's what matters the most!
With that aside, how would you rate the call I just shared with you?
After this call, I got two more meetings booked for tomorrow and the day after. All I have to do is go on the call and show these people what I have made for them and if they like it, we go ahead. If they don't like it, they say no and we bid goodbye- that's what we must tell them on the opening call.
Once they are in the meeting with you and watching you show them the amazing things you can do for them, 8/10 times they do get interested and are willing to now do a bit of two and fro with you to crack a deal. What matters the most here is them being able to trust you + their path with you being super convenient.
Okay, that's that for now. Goodbye! I'll see you tomorrow.