Morgan J Ingram on better cold calls

Cold calling tip from Morgan J Ingram: Wait 1 to 1.5 seconds after your prospect finishes talking and don’t interrupt.

• Why it’s important: Pausing allows prospects to process their thoughts and continue talking, leading to more valuable conversations.

• Common mistake: Interrupting prospects because you think you know what they’ll say. This causes confusion and frustration.

• Morgan’s experience: By waiting 1-1.5 seconds, Morgan schedules three times more meetings.

How important are tonality and PBOs?

Justin Michael believes that words matter more than tone. Many think confidence and tone are key, with permission-based openers (PBOs) being standard.

However, real trusted advisors are calm and collected, which builds trust. Traditional sales openers often fail because they are expected, make prospects recoil, and start the relationship on a weak note.

Justin argues against PBOs, stating they weaken your position and create resistance.

Instead, Justin suggests his ROUTE™ technique:

1. Open with the prospect's full name: This grabs attention.

2. Ask about their power: Shift control to the prospect.

For example:

"Hey Andrea, Justin Michael from Acme Corp. Just curious... Who's in charge of your marketing automation strategy?"

The right timing is essential

Cold calling is tough, but it can be powerful when done right.

Teddy Frank, a Senior SDR, shared some insights on the best times to schedule calls for better results:

• When to call: Over half of his meetings last quarter were booked after 5pm local time. Specifically, the prime time is between 5-5:30pm.

• Why this time works: This period is when prospects are typically finishing up work or commuting, making them more available to chat.

• Key takeaway: Schedule your calls when prospects are likely to have a moment to talk, even if it means working a bit later.

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