Awesome.

Excellent. Okay, y’all. So yeah. Sarah, we’re recording this. Right? Yep. We are. Perfect.

Cool. So we wanted to have this session before next week is dialing all week long, four days next week.

Not Monday unless you choose to do Monday as well.

Go you. One hour a day. We’ve got a three hour I believe it’s a three hour block in there. It’s when you may wanna do your dialing.

So it’s in your calendar. And now we wanted to have a chat today because although so far in, February, we have been talking about how to get ready for these calls, for this dialing more than calling. It’s the dialing that we’re talking about, not the calling as much, like, having conversations.

That’s a script situation. We wanna have this conversation because there are things that I wish people had told us before we started doing this.

And so we wanted to kinda just make sure everybody was cool with getting ready to actually call next week. Cool?

So, couple things. So Sarah and I were talking about this earlier in our meeting earlier today. Paul, you weren’t on, because you weren’t invited to it.

That’s why. Not it was just our daily stand up that she and I have.

And so, yeah, we really just wanna share with you kind of our bigger takeaways to get you set up for next week.

Paul, feel free to jump in at any point, but I’ll just kind of kick it off.

When we so we’ve only started doing this actively, this being, like, blocking out time to dial people, in January. So it’s still a very new thing for our team. We had our sales people calling in the past.

They didn’t love it. So we’re like, well, we’ll just we’ll figure it out. We’ll do it ourselves. We’ll figure it out, and then we can start sharing that out with dialers.

So that’s where we’re at right now. We’re in the figuring it out stage. Yeah. It’s a it’s a triple weave situation today.

So yeah. So a couple of things that I think I speak for Sarah and Paul right now, things that we’d love to have known is have phone numbers ready to go before you dial.

It’s easy to go like, well, I’ll just look it up as I go. Don’t. Have a spreadsheet ready to go. That is it.

Like, you gotta have a sheet. Names, phone numbers, more than one phone number because it’s probably gonna be wrong. And you’ll wanna try again and again, have a script ready to go that you have practiced, and practiced a lot. I think, Sarah, you’re you’re gonna talk today about using ChatGPT to run through, and test that, which is amazing.

Have the list have at least I would say if you wanna make a hundred calls that stand a chance of actually being calls, your list needs to be about four hundred people strong for each day, just due to bad numbers, not having numbers, etcetera. So whatever you can get when you’re putting those lists together in Lucia or if you’re using the LinkedIn sales navigator plus, scale list and something like Casper. I know we recommended Casper.

Some of it’s just a little old in there. Some of the data is just a little too old. For example, when I looked myself up, the phone number attached to my profile is for my ex partner from eight years ago.

And that’s been there today, and I was like, that’s amazing.

That’s fun.

That’s so old.

I don’t even know where they’re pulling that from, but whatever.

So you can’t really be too sure of it, and you will get deflated when you call and it doesn’t connect. There’s no answer.

And then you have to wait, dial the next person. It’s like it it the whole process can really wear on you, especially when you’re like, I’m productive. I like getting things done. I want results.

I’m usually good at everything I do, which is most people like, it’s everybody in this room. Right? You’re used to being really good at the thing that you do and spending time on the right things. And so when something feels like, man, this is a horrible use of my time, you’ll stop doing it.

So we wanna make sure that you have lots of numbers to call and that you are committed to sitting there for an hour and just dialing. Sarah or Paul, anything to add?

Yeah. I’d like to just riff on getting the numbers together. What I was most taken aback by was just how long that process takes. So I anticipated it taking time the day before, but just not that much time.

Like, hours just triangulate the data, like, make sure things I’m setting myself up for the best experience, and it’s still it’s a little bit demoralizing, if I’m honest.

Yeah. So that was my that was the most poignant, yeah, takeaway.

Yeah. I was gonna say, yeah. Same thing. Getting the numbers, together is a nightmare.

Mhmm. But then when you actually are dialing, and if someone picks up, hoping that you have the rest of the information about them correct is a huge thing. Like, oh, it says they’re this on LinkedIn, and they haven’t done that. They just because they just don’t update it.

So, yeah, just as much info as you can get on those people is great. And if you can, you know, secondarily verify any of it, awesome. It’ll make any pickup so much easier.

Just verify it the day before.

Yeah. Yeah. Hundred percent. Yeah. Do it all before. Get all your ducks in a row or as much as you possibly can Yeah. The day before because you don’t wanna spend twenty minutes between calls.

Yeah. I I also wanna know from this group because I know there have been people who had piped in in in Slack. Does anybody have any background in sales where they were like, yeah. Duh. That’s obvious. And the rest of us were like, it is?

Dawn. Yeah.

What what did you guys like, when you what was your practice back when you I don’t know about cold calling, but just even just getting your list of leads together. Like, what what what was that experience like?

It’s very tedious and time consuming.

Yeah. It requires a lot of patience.

I as as you’ve said, I’ve put together a list of about four hundred people in twenty hours.

Yeah. Okay. Yep.

Caitlin, similar?

My experience might be a little irrelevant. I was in sales for, like, a swanky boutique gym.

Oh. So it was more so, like, you know, leads that we were just calling and stuff like that. And to be honest, I can’t remember a lot of it. It was a long time ago.

And maybe a little PTSD. Yeah. My experience is yeah. It is demoralizing.

Abby is saying something in chat here. I just wanna read that out. I used to stop people in the street and ask them to smell washing smell washing powder and then fill in a survey. So you’ve done hard work.

Yeah. I think it’s it makes me think of the people back in the day, Dwayne, I shared this with you before. The perfume people at the department stores where they’re like, come smell us and you I know I avoided them. I just feel bad for them. Now I just really feel bad for them.

Now I wanna hire them.

Right. Now I’m like, you’ll do that?

You’ll do a very difficult thing? You’re hired.

Shoot. There was something else. Oh, yeah. We were in just to help kind of, like, alleviate any anxiety you may have about oh, no.

My calls aren’t connecting. It’s not connecting again and again. We were in a demo for an AI tool the other day for it’s a dialer. Like, you just sit there and it dials until something connects, and none of them connected in the demo.

So it’s you’re not alone. It’s not weird. It’s not easier for other people. It’s hard. Right. We’re just gonna get through it. Cool?

Any thoughts or questions right now on getting numbers, getting phone numbers and spreadsheets, etcetera, together to actually do the dialing?

No? How much time would you budget for that?

I we have in our calendar a work block the day before dialing. That is about I think it’s two hours.

Yeah. I’d say three. Mine was I was like, yeah, three. Yeah.

And that’s why it’s one of those good things to give to a VA. Right? Like, maybe this week, you do it yourself.

But going forward, if you can get the spread, it’s really just like you need that initial sheet of names that have LinkedIn, profiles on them, and then you need somebody to go in there and find the associated phone number, and that’s not a good use of most of our time. We’re doing it, Sarah, Paul, and I, because we have to learn this in order to teach it to our team going forward.

That seems to be the only way to do a lot of this stuff, including sell by chat. Another thing we have to learn and then, tell our team what to do, on it. So so that’s, yeah, not it’s not gonna feel like a good use of time.

Do you think there’d be, like, any use, like, say, like, me and Caitlin or Katie, like because we’ve got the kind of the same audience kind of teaming up on it, or is that that gonna cause, like, competition?

If you guys want to. Yeah. Whatever makes it easier. Right? However, one of you is going to probably do more.

Well, it’s just like if I call fifty that don’t go through, and then I can say, like, okay. And then, like, cross these off because it’s always good.

Pretend. I think that’s great if y’all wanna get together and do that. Certainly, there are ways, I’m sure, to work together to make it easier. Yeah. Mhmm. Yeah.

Also, Lucia, so far, has been looking really good and working out pretty well. So I just wanna reiterate l u s h a. That’s probably a better one. Cody, you mentioned a different one, Clay?

I’ve not used that. I use Apollo.

Apollo. Someone else’s logo number is play. Play?

Okay. But have you used Apollo with are you using Apollo, Cody? Liesel. There you go. It was Liesel.

Yes. I’m using Apollo.

Okay. Cool. That’s great.

If you wanna share any of your insights as you go through, please do use Slack next week, y’all, to share what you’re learning so that others can also start seeing some results or stop doing things that might be broken, might not work. Okay. So now let’s talk about your script and your opener. Does everybody have their opener ready to go?

Yes? Okay. Let’s share it. Why the hell not?

Unless you’re like, no. It’s proprietary.

Okay. Fine.

Does anybody wish to share theirs?

Mine’s just the same one that the UK guy uses. So it’s just, hey. The the, I’m gonna be upfront. This is a cold call. Would you like to hang up now, or let me have thirty seconds?

Dig it.

And you’re all, like, practiced on it. Cool.

Dawn, how about you? Do you wanna share yours? Oh, Dawn just left. Bye, Dawn.

Abby, Caitlin, Johnson, Jess, Liesl?

I don’t know if this is, like, a bad idea, so I’d love feedback. But I was thinking because course creators do challenges and stuff, we’re just being being like, oh, my coach has challenged me to do this. Like, can you will you give me, like, thirty seconds of your time to to try it out? Like, kind of Did you say that?

Maybe.

But Okay.

Cool. Anyone else?

Don? Mine.

So I’ll say you’re not expecting this call, and it’s the first time I’ve reached you. Do you mind if I take a half minute to share why I called?

And I wanna see if you have time on your calendar for fifteen minutes next week to talk about if I can if we’re a fit for the services. And I well, wait a minute. What is this about?

You know, they’ll ask me, what is this about? I’ll say, oh, well, have you ever heard of Amber Innovations? That’s the name of my company. Oh, no. I haven’t. Well, that’s okay.

Well, I’ll get right to the point. I say, I improve communication with management employees, customers, and prospects.

Could we schedule fifteen minute or would it be okay if we schedule fifteen minutes on the calendar, next week, you know, to see if we’re a fit? Something along those lines.

Okay. Where did you so so far, we’ve heard, like, UK person’s the most hated sales guy on the planet or whatever his name is.

That was his opening.

Then Abby has come up with one based on challenges, which are common for her ICP. Where’s your opener coming from?

This one from the program that I put up on Slack.

K. I missed it. I didn’t see it.

Yeah. What’s it called? It’s fantastic. It’s and, ironically, they’re from the UK.

Okay.

Cool.

Okay. So you’ve got it from a place, though. Like, someone else has tried out something like this. You’re not making it.

Oh, yeah. He even has throughout this whole program, they have little videos that show how they do it. It’s really great.

Nice.

Awesome. On Slack. I people can jump on it.

Okay. Cool. Love it. Excellent.

Caitlin Johnson. Jess, you said you’re using the same one as, as Cody is or Liezl?

KK is the most hated sorry.

I’m using the most hated salesman one, but, instead of answering the way he does, I’m just gonna say their name to keep them on the line. I’ve just talked to a couple sales people in sales or tech sales, and that’s what’s been working for them recently. So I’m gonna Dig it. Well done. Okay. Cool.

Good. Okay. So if no one else wants to go, cool. As long as you have your opener and you’re ready to go.

So, Sarah, I think this is a good time to talk about that ChatGPT thing you were gonna share. So we’re Paul, Sarah, and I are in this ongoing training called what is it? Thirty days to presidents club or something like that?

Thirty MPC something. At any rate, the point is is that the same from the authors of cold calling sucks. Right?

At any rate, so it was in their community, and somebody, of course, had recommended AI to role play. And then it just so happened that same day, I’d set up that voice Moe with chat GPT, if anybody had done that or got that prompt.

So I did and went through the I you know, again, it’s all about the prompt. But, I again, getting really specific on your eye on, your who it is that I’m targeting and why what the goal is and then having at first, I didn’t prompt the voice mode, that I would be the one calling. So just automatically, the chat just started calling me, like, on on the and I was like, oh, you’re gonna you’re gonna pitch me. Okay.

I love it. So went through that process. I mean, if anybody has noticed I don’t know. I’m sure it’s not just unique to me, but I find that chat GPT or all the models are very kind.

It’s like they just don’t wanna offend you. They don’t really wanna challenge you. And so I think I really I just had to keep prompting it. Once I, turned it and said, no.

I wanna call you.

You are my I I, you know, the the creative director or the marketing manager, and you’re really gonna wanna challenge me. This is a complete cold call. It’s based on and I gave him the script.

Again, it was I have a few versions or variations that I’ve been using depending on the the day and how I’m feeling.

So I went through the different variations and prompted it with those and had to keep reminding it to challenge. Be challenging. Challenge me. And what’s my tone like? Analyze for, yeah, intonation and, some of the gaps in my knowledge.

It was yeah. It’s a process like it is with most Yeah. Conversations with chat. But I thought it was even just getting that the talking, that the script part out because often we don’t connect with many people on these cold calls.

So getting that part was, yeah. Yeah. It was interesting. A lot of issues surfaced that, yeah, that I was able to take away from.

Nice. Yeah. Yeah. I love that. I have to try that out.

I haven’t yet to Yeah.

That’s such a cool idea. I really just yeah. That’s really, like yeah. That’s great. I wanna go and do that.

Do it. And I think, you know, you get to choose. At least in ChatDpT, you get to choose your voice, the person calling. And, of course, I chose somebody, like Abby said, with a British accent. And I was like, it just felt okay. I can take really negative feedback from somebody with an accent.

Yeah.

I’m going to come to New Jersey and see what happens.

Yeah.

Who do they tell you, like, from from some That’s such a you know, in the book, they say to just practice your, like, whichever part of your pitch, you know, over and over again as you’re going about in the city.

Like, that’s good, obviously, for practice. But to be able to do it and have some feedback and just even just say to it, just can keep going until we’ve done this a hundred times, and then you just sit there and just do it. And and, like yeah, it’s such a I love that.

It’s really I know.

Right? So, again, it it my only the only hesitation, and I’ve only done it a couple few times with the variations, of the of the scripts is I just want it to be more be more flat.

Your affect needs to be less excited that I called. You need to, the you’d I need to surface the the problem for you versus you being able to identify the problem so easily because it’s just so wants to please, I feel. Like, it’s all just a very, like, yes. Oh, yeah. I have that problem.

No. Ask act less excited that I’m calling. Right? Yeah.

Yeah. Totally. Yeah.

Cool. Yep.

Okay. Wicked. Don?

Just because I was I I I sounded kinda disjointed as I read through this, and it’s because I don’t really follow this word for word. It’s sitting there, and I’m just having a normal conversation with someone.

And it’s it’s just a reference point for me to see where it goes. Because otherwise, it’s it sounds canned.

Yeah. I think there’s, like, the so there are couple notes that I learned over the years on selling over the phone.

One is stick to your script. The other one is sound natural. So it’s like, okay. Well, which is it?

But the more you practice, the more, like just like anything. It’s like now muscle memory. Right? And you get to refer back to the script without referring back to the script.

So yeah. Cool.

Offers. Does everybody know what their objective is in the call? Let’s say you gotta connect. They say, yes.

I’ll stick around and listen. You go through maybe it’s the way that that guy did it or the cold calling sucks scripts or whatever it is. Do you know what you’re trying to get them to say yes to? And if so, would you mind sharing with the others and myself what you’re planning on getting them to say yes to before the end of the call?

Okay. I’ll go first. I’m trying to just get them on another call. Right? A sales call, basically. Because I’m not trying to sell in that call necessarily. I’m just trying to get them emotionally invested in my solution and then transfer over to the sales call.

Perfect.

Great. Is everybody else doing the same? Anybody venturing from that, doing something else like, would you like this download? Do you want this thing?

Or it’s all book a meeting.

Cool.

Okay. Great. Everybody seems confident about that.

Liz, let’s do the same. Book a meeting. Okay. Excellent.

And now does everybody has everybody actually start has anybody not started looking into their list for who they’re gonna call? Does anybody not have that groundwork done on okay.

Caitlin Johnson, Abby. Everyone else is okay.

Is what’s getting in your way of getting started there? Is it just I didn’t have a work block for it yet, so I haven’t done it yet, or I don’t know what to do? What’s getting in the way?

I am filing this for the future.

Okay.

Yeah.

I just don’t I’m so swamped, and I don’t need a client right now. Definitely, as the CRO stuff gets going, I’ll be ready to do this, but Okay. There’s just too much on the plate for now. Yeah.

Okay. So you’re too busy. Got it. Who else? Johnson, Abby, what’s going on for you?

I I just got this scheduled for the weekend. So Okay.

This is just gonna be some fun list building up with them.

That’s it.

Okay. And Abby?

Yeah. I haven’t figured out where I’m gonna make time for it yet, but I do I do definitely wanna do it because I wanna do it, like, while everyone else is. I’ve been built, like, a part of the gang and not like I’m just somewhere and getting rejected a hundred times.

Yeah. I know that. Yeah. Totally, Jess. That’s cool.

So one of the reasons that it’s worth doing this, and there are lots of reasons, but it’s honestly less about the cold the calling. And this shouldn’t be that cold. It should it should be people who are somewhat in your sphere somewhat. Like, we talked about this on Monday.

It’s there are these incredibly hard things that we have to push ourselves to do, and this is one of them.

It is. It may it’s it’s hard. But then it also makes you feel better about the other things that you do and how they’re really not that hard. So if you have to pitch somebody that’s close to you on something, it doesn’t feel as hard as sitting down for an hour and calling in the face of rejection repeatedly or feeling like you wasted time. So I think it’s good for not just the act of calling and what could happen and possibly booking a meeting out of that, but rather continually keeping in perspective the other work that we do. If someone else gives you a shortcut to getting a client, getting a good lead, it’s critical to say yes to more of the things that do actually work.

And if cold calling is one of them, then you should be saying yes to that too. And if it’s not one of them, then you’ll learn that. And you’ll have also learned that these other things you’ve been saying no to are you gotta do one of them. Right? We we’ve gotta do something to grow our businesses, and it can’t all be passive.

Gonna get active in there or else your competitor is gonna get active in there and come in and just freaking slay. And then you’re watching that happen. So now when you’re in this coaching, when you have the support system around you, fucking do the hard crappy thing. Does that make sense?

Even if you can’t see how this could possibly connect well to what you’re doing, just give it a go. Four hours in one week. Yes. That’s expensive time, but the things you’re gonna learn, don’t opt out.

Don’t opt out. Caitlin, you’re busy. That’s another thing. If you’re swamped and you can’t, okay. But if it’s in your calendar already as a work block, you don’t have any training next week. We’ve paused training next week so you can do this.

Do this in those work blocks that you otherwise would have had or do it in the work blocks that we’ve actually put in your calendar. K? It’s not just about bold column. It’s about more lessons out of it. Okay?

Any other questions or thoughts or concerns? Because we’ve got the offer. We’ve got an understanding of who we’re targeting. We’re gonna be using Lucia or a similar solution, play, Apollo. If you have a butt ton of cash and can make it happen quickly, ZoomInfo, whatever those things might be, you’ve got it. You’ve got that down.

What else do you need to know? What else are you worried about? Abby.

Yeah. I’m just like can I I don’t see how, like, a hundred calls in an hour is possible? Like, even with getting most of them rejected, like, is that is it that really doable?

Or should I set my sites for, like, sixty?

There a lot of them aren’t gonna connect.

Set your site for a hundred.

Set your save for more than a hundred.

It’s like more than a call a minute, and if anyone picks up, that’s gonna be, like, five. I mean, Sarah is not picks up.

If someone picks up, you’ve got a high class problem on your hand. So Yeah. If you can’t hit a hundred because you had a great conversation, that’s allowed. Great.

Yeah. Cool.

Yeah. Awesome. Aim for a hundred. And then in your mind, you’ll at least know, k. I’m at eighty five.

I can do fifteen more.

That’s right. Just like chug through. Cool.

Anyway I was thinking I should I should have said before.

Like, I was thinking about because I don’t know as much about my ICP, as I would I I would like, especially in regards to, like, very specific feelings about, like, how do you feel about your storytelling abilities Yeah.

Going into series b. Like so one thing I thought about I I’d love to know what you think is, when I call somebody, if I can get into a conversation with someone, what about saying, like, look. I’m trying to help people like you, and I’m doing research. Like, would you can you spare two minutes, to so I can ask you, you know, just one question? Like or can you spare thirty seconds so I can just ask you a question and then ask the most the the the bit of information I most wanna know.

And then also then that could still transition into a, a sales call.

There’s no it might, like It it it could.

It’s it’s just it’s a different use of this exercise, and that doesn’t mean don’t do it.

It sounds like just do it the just do the hard thing, though. Like, you’re gonna be on the call. Just do the hard thing. So I know it’s like, okay.

Well, I can’t pinpoint that story is the thing that’s keeping people keeping my prospect month on with right now. I can’t hit them with story out of the gate because they don’t buy it yet. They haven’t there’s that’s not what they’re thinking. They’re not in that moment.

Thanks, Abby. That’s awesome. What I would say is go through that most hated sales. Did you document did you script out exactly what most hated sales guy in the UK said in his call?

I’ll share the no. I won’t. I don’t have the script anymore because we modified it, but we took it exactly.

And he breaks down these so after he gets you saying, yes. I’ll listen, then he shares, like, these three things that most people that he works with in your situation are currently going through, and those are the challenges. Right? So you’re probably frustrated that x.

If it’s not that, it’s y. If it’s not that, it’s zed. Which one of these is it? And then you put it on them to say, oh, yeah.

It’s it’s actually a bit of x, y, and zed, or it’s more just y or whatever the thing is, but you have to have those three things. That’s the formula that he’s using. Open with the honesty, give me thirty seconds. Now here in the thirty seconds, I’m gonna list three things.

It’s not gonna sound like a list. It’s gonna sound like I get you. Three things you’re going through that are frustrating for you. Then I’m gonna say none of those are true for you.

Right? And you’re gonna be like, no. Actually, this one’s true for you. So that’s the formula.

You need three things to slot in there. So you’re going through this, you’re going through this, or you’re going through that. And that could be for you, Johnson, around, hey. You raised series a.

You x came out of it. Or, hey. You’re looking at series b, and you’re scared of a down round in this market.

Or, c, you’re coming up on series b. You’re starting to talk to investors, but it’s not connecting. Something’s not connecting, and you’ve had ten different talks in the last week and none of them have turned into anything. Now you’re probably gonna say none of that’s true for you, and then it’s like, no.

Actually, c is true for me. The third one is true. Cool. And then you get into that.

So go back and listen to that video all over. Script it out, And all you’re trying to do is surface their prob help them surface their problems so that you have something else to talk about to book the meeting. Does that make sense, Johnson?

Makes perfect sense. Yes. Got it.

You’re not even talking about story in there at all. You’ll talk about story on the next one. Okay?

Got it. Yes. Okay. Great. Yeah. Yeah. Yeah.

Awesome. Awesome. Cool. Anybody have any other questions, thoughts, concerns, notes, anything? Don.

So, once again, that program I I put into Slack was on February fifth. It’s by a firm called Cognizant, and it’s a whole program on cold calling, which I think is really awesome.

And can anyone remember what I said, what the number one girl scout cookie salesperson in the world said was the secret to her success? Can anyone remember?

Selling sugar to sugar addicts?

What’s that?

Just kidding. No. What is it?

She said I talked to everybody.

Yeah. Yeah. That’s great. Yeah.

And that’s I and then there’s also the other side. So I talked to everybody, and then as we’ve seen across cold calling sucks, the book, and other cold calls we’ve watched is, like, distance yourself from rejection. They’re not rejecting you. They’re rejecting the proposition. They’re rejecting the call at this moment. It’s not you.

So few few of those little insights to keep in mind.

Yes. Alright. Anybody else?

I just wanted to say the actual difficult part about this whole thing isn’t the call. The call is, like, once someone answers, you’re like, oh, a little bit of excitement hits you. And, yeah, you stumble. But if you’re prepped, if you have your script, if you actually know who you’re talking to, the call is the easy part.

The stuff before the call that is, like I mean, getting the list together is just that’s but it’s my I’m gonna quit.

It’s it’s the worst thing in the world.

You’re not.

It’s the worst thing in the world. But, yeah, the actual call isn’t that bad. There’s a little bit of excitement. There’s, yes, hugely scared nerves, but if you have your script, it’s not that bad.

Yeah. Totally.

Yeah. It’s interesting what, Cody just what she just, wrote wrote over in chat, like, asking questions. Because when I was going through a couple of my scripts with the voice mode in ChatGPT, she interrupted me to say, you need to ask more questions. And I was like, oh.

Like, it was just a really good reminder. Like, yeah. Ask lots of questions, and you don’t have to then you’re not doing all the talking either. You’re doing a lot of listening Yeah. Even though it’s yeah.

Totally. Okay. Amazing. Oh, Abby. Go ahead.

Oh, sorry. I was just gonna ask another question slash share a thought because so my mom does market research. So I’ve literally spent my whole life, like, listening to her phone people and bug them. And the way she’s so good at it, she gets so many responses, and she does it, like, she’s very, very, very personable.

So she’ll if, like, if she has a dog in the background, she’ll, like, start talking about that. And I’ve kind of, like, I said I think I said in the past, I wanna move away from that because I wanna be more of a challenger. But I have also seen it really work for her. So I’m wondering, like, do do you think I mean, is it just, like, just try five?

Or I think I you’ll see.

Test it out. Try out different things. Try out different ways. But I would say each day, only try out one new thing. So if you do four days of calling, day one, you’re gonna try out being your mom.

Try it. Give it a shot.

Assess at the end of the day, how did it go? Is it worth doing it again? Was it that good that it’s worth doing again, or should you try being the challenger on day two or being a hard ass or something else on day two?

But, yeah, give it a shot. Things just like in the interest of experimentation, try to document how it went. Yeah.

Change one variable only. Cool.

Awesome.

Johnson?

Can I yeah? So are you guys using the most hated salesman guy script, or are you using the cold calling script?

We’ve been using most hated sales guy. On the next one, we’re using the, the you’ve heard of me opener from cold calling sales.

Around the office. Yeah. Yeah. Yeah. Okay.

Yeah. Exactly. Yeah.

And in the spirit of No.

No. No. Go ahead. Go ahead. Go ahead.

Sorry. In the spirit of Joanna saying just changing one variable a day, I have the four variations, the well, three currently that we’ve used over the days that we’ve been doing the cold calling and just doing that one per day, that variation. So we’ve done, this is a cold call. We’ve done I’ve actually done the, the first day I did if you heard of me. Have you heard of us? Or her name tossed around, that version. And then the we repeated the cold calling one with the last most hated salesman guy the last day we did it.

Yeah. And then we’ve also tried the, we’re returning the call of somebody from your office, that thing, where they’re like, it was like you.

Yeah. Which is always like, come on. But it’s actually because we know that they’re in our sphere as well. So it’s not like we’re calling someone total rando. Like, it’s possible someone would be like, oh, not me, but it might have been so and so. Sorry, Johnson. Keep going with what you were saying.

No. I was just wondering, did you pick that one over the other for a pizzeria just through a dot?

Just trying different ones as we go, see what see what sticks. Yeah.

Sure. Sure.

Alright. Yeah.

That’s really I ask how do you feel about this correction? How long have you been doing it since the beginning of January?

Yeah. Just since the beginning of January, about, weekly almost weekly. I was away for, two weeks. So, yes, that wasn’t happening there.

Enough, but not enough. Like, we’re still we’re as new at this. We’re a little less new than you are, and we’ve been that’s why we’re not, like, teaching how to do it. I’m not saying here’s the script to use. I’m saying, like, here are places to go to find the script.

Here’s what you might wanna consider.

But outside of that, no. There’s there’s so much to learn.

And that’s why we have like, we’re in other training as well from the guys who wrote the cold calling sucks book. Yeah.

Yeah. Do you do you what do you have any thoughts about the script, the most hated guys’ scripts now that you’ve done it for for six weeks or something?

No. No?

Because we don’t get enough pickups to really be able to say anything.

Right? Like, that’s why we were looking at that AI dialer so we could practice more, but they need a minimum of ten people on your sales team, and that’s way larger than we have or planning to have as well.

So we couldn’t do that, but that’s that’s why Paul’s like, the stuff that really gets in the way is not the call.

Just take a script and go with it. It’s all the work beforehand.

That’s what’s gonna get in your way. It’s not having the right number, not having a pickup. Yeah.

I would say Sarah, you said it was three hours, but that was three hours to collect how many how many numbers.

Oh, gosh. What did we that was something like a like, what were three or four hundred? We had to pay it up. Yeah.

So but then to get all of those, it’s not hard to get those because you can get them from any source. It’s just now you’ve gotta make sure that that’s accurate, make sure that like, find a little bit about them so you’re not going in totally cold. Like, it’s all of that stuff. So you have something, a kernel to hold on to when you’re talking to them.

Yeah. And I will say that it is there’s some there are some scripts that sit well that sit better with me than the other scripts, that I’m more natural.

And I think Joe and I have talked about this too. Just there’s more buy in for me when I’m when I feel like I’m helping them, versus yeah. Like like, the whole, like, hey. Somebody from your I saw somebody from your team was was looking at our training.

It feels like that’s more helpful than than intrusive versus, like, that, hey. This is a cold call. I just it’s an unnatural fit, but that doesn’t mean it’s right. It’s just what feels better when I’m doing it is definitely the helping slant.

Cool.

I’m I don’t know which I mean, I don’t know which slide’s gonna work, but sorry.

Cool.

I was just saying and I like the exact opposite of Sarah. I like the one where I’m like, hey. This is a cold call.

Like, for me, that one fits my personality better than the former nurse. I never was that for a good reason.

Well, yeah.

And I think and I haven’t tried it yet, but I’m looking forward to the, we’ve worked with companies like yours. Have you heard of us or whatever? Like, that opening because that’s, like, where we actually live. So that’s more real to me.

Like, of course, I should talk about that. I don’t have to hide who I am. I don’t have to hide where we’re from. We’re not illegitimate.

We’re, like, legit. We can call and help these people.

So kind of a mix of both.

Johnson, anything else there on that?

No. That’s it. I’m just oh, also, can we is it can we add a channel? I don’t know. Maybe it’s something I didn’t add it. Can we add a channel for the cold calling stuff in Slack?

We have what is it?

Or maybe selling.

It’s the selling channel where there are already a bunch of, like, videos to watch and stuff like that in there.

Maybe I’m maybe I’m not in that one. Alright. Cool.

Okay. No. There’s only Jessica is the only one who joined with me, but you can just search selling. You can search channels.

I’ll invite you anyway to this, and then you’re in it.

Okay. Cool.

Cool. Thank you. Sure.

Cody?

Yeah. I was just curious if you guys are leaving voice mails and doing the whole follow-up thing as well.

Yep. Yeah?

Okay. Voice mails and different ways of texting, LinkedIn, all of that stuff. Yeah. The multi arm thing.

Yeah.

Has that been has that shown any success for you?

Or Not in the way that, like we also was fair. We’re learning there. Right? So I’m like, my I very quickly wanna go, like, it’s not working. Try something else.

That’s not the point here. So for me, it’s not working yet, but we’re still working on it. There are other things always the more direct.

When we see that a person was on our site today and the pages they were on and then we email them, that works. That’s really that’s great.

But that’s not what this objective.

That’s not what this I was just curious.

Thank you. Yeah.

Yeah. Okay.

How are we feeling? Good?

Good. Join the selling channel.

And then next week, the only training that we have is not training. It’s just a check-in call.

Next Thursday, I believe, it’s just a fireside chat where we will discuss how things are going.

And even if you haven’t done that much consistently, that’s something to learn. Right? So every single thing, not wanting to do it, is worth talking about. Finally doing it, Not getting results.

Getting results. All of it. It’s not just wins. The win is just that you’re here right now contemplating doing this, and then we’re gonna work harder to actually do something with it next week.

But that’s next Thursday, and that’s the only so everything else is just call.

Cool?

Good?

Good luck.

Alright. Then I’ll let you all get back to Paul.

Quick thing. If you guys are doing the or when you’re doing the getting your list together, and if someone has some epiphany moment where they’re like, I did this and now everything is going easier. Please let us know.

Let everyone know.

Everything.

And we’ve not tried the easy thing, whatever that is. Whatever that is, just please let us all know for everyone’s benefit.

Yeah.

Me and Sarah send looms back and forth to each other like crazy people going, is this what you’re doing?

Yes. They do. And I’m like, oh, lord. Another loom.

I just keep that, which is bad because I should pay. We’ll watch this. I watch them afterward, though.

Okay. For twenty seven dollars, you can steal my entire process. Nice.

Alright, y’all. Cool. That’s it. Go get those lists together. Dialing starts on Tuesday, the eighteenth.

Call in the right time zone for your ICP, the right time of day for their time zone, and that is it. See you all on Slack. Good luck. You got this.

Bye, everyone.