Mike’s 5-step approach

Mike Gallardo outlines a five-step approach to effective cold calling:

1. The opener: Use a permission-based opener to start the conversation.

2. Peer-to-peer question: Establish yourself as an advisor by addressing common challenges.

3. Objection handling: Use a consistent phrase to handle objections and ask for permission to continue.

4. Go for the close: Keep the call under 5 minutes and aim to set a meeting if interest is shown.

5. Discovery questions: Save detailed questions for after the meeting is booked.

This framework is simple, effective, and proven to book thousands of meetings.

Don’t fear cold calling

Jeff Hoffmann provides actionable phone hacks for sales calls:

1. Understand "connect" lengths: Focus on keeping calls over 30 seconds, as this increases the chance of a successful 3-minute conversation. Your first goal should be to reach this 30-second threshold.

2. Act confused before confident: Start with a slightly clumsy and confused tone to disarm the listener, making them more receptive. Gradually build your confidence as the call progresses.

3. Always leave a voicemail: Leaving a voicemail prevents your number from being marked as spam and increases the chances of future calls being answered.

Jeff emphasizes practical experience and advises seeking proven techniques from experts who can demonstrate their methods live. This approach helps refine your phone outreach skills and improves sales performance.

Make your cold calls less chilly

Zane Wasati emphasizes that cold calling requires strategy, personalization, and skillfulness:

1. Personalization is key: Tailor your opening line to the person you're calling, showing you've done your research.

2. Focus on outcomes: Highlight the problems your product solves and the results it can achieve.

3. Sell the meeting: Aim to schedule a demo or discovery call, not close the deal on the first call.

4. Practice social selling: Engage with prospects on LinkedIn before calling to build rapport.

5. Be persistent, not pushy: Follow up respectfully, using a multi-channel approach for lead generation.

9 common mistakes when leaving voicemails

In a recent LinkedIn post I shared 9 voicemail mistakes to avoid:

1. Start warm

Use emails or LinkedIn messages before calling.

2. Relate, don’t pitch

Mention specific benefits or outcomes.

3. Personalize

Avoid generic messages and closings.

4. Be concise

Keep voicemails under 30 seconds.

5. High energy

Speak as you would on a live call.

6. Steady pace

Speak clearly and confidently.

7. Multiple voicemails

Leave at least three over time.

8. Prepare

Research your prospect and plan your message.

9. Follow up

Use calls, emails, and LinkedIn.

Final advice: Continuously practice and A/B test scripts for better results.