How to Get Anybody on the Phone
Remind yourself why you want to get someone on the phone
Where my strategy comes from
• Selling local & long-distance telecommunications services for MLM program
• Selling $25M+ companies to investors and other larger companies at investment bank
• Selling 3 different products in three different industries at three different failed startups
• Selling legal software to massive companies that get sued a lot
Get to Anybody!6 Specific Strategies for Getting Anybody on the Phone
Know who you want to call
• I call General Counsels at companies with revenue greater than $100M, within the government, technology, energy and healthcare sectors, headquartered in either Canada or North America.
• I call female mom’s with kids.
Do enough information gathering
• You need their name, company, job title, phone number, email, location, skills, expertise, interests and source
• Company website, LinkedIn, Rapportive, Data.com, Hoovers, Crunchbase, AngelList
• Put all of these data points in a CRM to quickly reference on your call
Write more detailed notes in CRM
• Salesforce.com, CapsuleCRM, Pipedrive, BaseCRM, Contactually
• Make note of all pertinent details about person and info from calls. Notes don't have to be long. Less than 3 sentences, use abbreviated words.
• Makes notes while you are on the call. I use pen and paper then add the notes into Salesforce.
Make calls with a clear strategy
• I set my call strategy based on the source of the lead and their response to my efforts.
• Example of high priority inbound lead: – Day 1: make immediate call, and send email – Day 2: make second call – Day 3-4: make third call – Day 5-7: make fourth call, and send email – Day 8-10: make fifth call, and send email – Day 11: make sixth call, and LVM
Get assistants to trust you
• The best way to get assistants to trust you, is to TELL THE TRUTH.
• I surveyed all the assistants at my previous companies. And they all said, the people they help are those who are HONEST about their intentions.
• Ask them qualifying questions to save time.
Find someone else "more accessible to refer you
• When you can’t reach someone, call their co-worker or friend. After you speak with them, then you can say, “ ____ referred me to you.”
• Referrals are the most powerful sources of leads. Sometimes you have to go looking for them.
• Even after you get hung up on.
Even when you put simple strategies together, it’s still hard
• Know who you want to call • Do enough information gathering
• Write more detailed notes in CRM • Make calls with a clear strategy
• Get assistants to trust you • Find someone else more accessible to refer you
Now you can GET ANYBODY on the phone!