Cold calling without feeling anxious /w Josh Braun

2021–04–03; 2021–06–03 | Clubhouse discussion notes | English

Clubhouse room screenshot

Main topic of discussion: Audio workshop to tailor cold calling script and skillset.

🧠 Fundamentals

Fundamental points which Josh shared during the workshop is about switch in Mindset.

• De attach from the outcome. If you are getting too focused on outcome only, prospects feel the breath of commission and they try to run away from being sold on or fooled.
• Focus on what you can control. You can’t control prospects motivation or behavior, you can just align with them . Focus on what you can control: your behavior, words, tonality. Focus on creating an environment where prospect will care and be interested to learn more, also be honest.
• In most cases sales person considers purpose of the call to schedule a meeting, but thats about to have conversations and not only 1 conversation, its about conversations.
• Tonality matters, talk calm and confident as in TED talks. don’t sound like needy excited salesperson.
• Be crisp in messaging, don’t pitch until you are asked for to tell what you do. Don’t use vanilla vague words as optimize, streamline.

🥁 Job to be done with your product

People hire products to make progress in their lives. They will care if they learn about meaningfully different idea to make them feel awesome.

Before making calls or approaching people:

• Think what job they do related to your product.
• How they do it now and what sucks about it
• What you know that they may not know yet
• What will be after they choose your product.

This picture should be clear, like movie you can clearly see in your mind.

When talking about your product prepare 1 sentence simple description smth like: with Uber you press a button on mobile app and Mercedes drives you to the airport in 10 minutes.

✍️ Script structure

• Opening : Introduce yourself just by name without mentioning company yet, be clear that its cold call, ask for permission if they are fine to give some time to talk.
• After permission, mention that you value their time and you will be brief. Ask question about the job they do, how they handle it now? how that works for them? Have conversation, lead them to ask you what you do.
• If prospect is getting into conversation, nicely mention that you promised to be brief and not to take more than a minute, is that aweful idea to schedule a call to discuss further?
• If prospect asks what you do, don’t pitch, use one sentence description of your product and after effect they will have.
• Don’t forget about tonality and crisp wording.