Teddy Frank: I use to book ~5 meetings a week

Teddy Frank shares the outline for his cold call script. It’s really good:

1. Relevance statement
   Mention why you're calling based on their role and company.
   Example: "I noticed you're [title] at [company]. We work with [title]'s at [type of company] like [relevant customers]."

2. Pain statement (current state)
   Describe the problem your solution solves, its implications on tasks, and business results.
   Example: "Many face [pain], leading to [task implication] and [business result implication]."

3. Solution statement (future state)
   Explain how your solution addresses the pain, its benefits for tasks, and business results.
   Example: "Our tool solves [pain], resulting in [task improvement] and [business benefit]."

4. Call to action
   Propose a meeting to explore further.
   Example: "If you see potential, let's chat for 20-30 minutes next week. Sound good?"

This outline breaks down the key parts of a successful meeting booking script, focusing on relevance, pain-solution alignment, and a clear call to action.

Will’s magic three

Just discovered some great tips from legendary Will Falkenborg! He shared how he hit 220% of his sales quota in just nine months by using a call-first approach.

Here’s a quick look at his top call openers:

1. Keep it light

• Opener: "Hey, this is Will from HG Insights. How’ve you been?" (Add a chuckle.)

• Why it works: It makes the call feel friendly right off the bat. Depending on their response, you can get into your sales pitch or ease in more gently.

2. Add some humor

• Opener: "Hey, this is Will from HG Insights. Can you hear me okay? Might be a bad line, or there might be a gorilla in the room.”

• Why it works: A little humor can make the conversation more relaxed and open.

3. Be direct and quick

• Opener: "Hey, this is Will from HG Insights, you may have seen my email earlier; got a minute? I’ll be brief.”

• Why it works: It shows you respect their time and keeps the call efficient.

Try these openers to see if they can boost your sales like they did for Will!

Major goal of a cold call? To buy time.

Jason Bay recently highlighted some key insights on cold calling in a LinkedIn post. He noted that the average cold call only lasts about 80 seconds.

Jason recommends making them longer by quickly engaging the prospect.

Here are the major takeaways to improve your cold calling:

• Avoid premature pitching: Don’t start your calls with a pitch. Understand what your prospect cares about first. Jumping straight into a sales pitch can put off potential customers, especially if it's within the first minute of interaction.

• Start conversations with trends: Instead of talking about your products or services, mention trends you’ve observed among similar professionals in their industry. For example, discussing common themes among DevOps leaders can serve as a more natural conversation starter than pushing for a demo.

• Use customer stories effectively: Share brief, relatable customer stories that illustrate how your services have helped others. Avoid detailed case studies; a simple story that shows a clear before and after can be more effective in demonstrating value and handling objections.