Good day and happy Tuesday! This is a friendly reminder to add a profile picture to your email. Humanizing yourself in your outreach always helps!

Let’s dive in. What’s on the agenda?

• Tips from the top

• what to say after your opener

• Featured SDR Role: Magma Math

• Why sending more emails doesn’t mean more replies

• Cold call examples

• Creative Tactic of the week

• Additional Resources

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Tips from the top

"When you're cold calling, don't immediately open your cold call by talking about an email that you sent them.

It's very unlikely they remember your email. The biggest problem here is that it's not interesting to them, and you'll have to end up repeating what you said in the email anyway. Be interesting off the bat.

Get to the actual point of the call. You can do this in several ways:

- "The reason for my call is..."

- "Looks like your team is using X"

- "noticed you recently published 2 articles on topics X"

- "I came across your product when searching for XYZ"

Don't talk about your previous unsuccessful attempts to reach them via email. Tell them why you're actually calling."

What to say after your opener

One of the most important parts of a cold call is the part that comes directly after your opener. This is the part of the call that will open up the conversation and move it forward. While there's no magic formula to get prospects talking, here are a few ideas on how to get that conversation going.

1. The current state + the problem

"Many other (title)'s I speak with tell us that it can be super frustrating when ABC or XYZ happens. Does this ring a bell?"

Prospect says yes

"Oftentimes we hear the problem in this situation is that this leads to (insert cost of inaction). Would you be opposed to seeing how we helped out (similar Company A) and (similar Company B) solvde this exact problem?"

2. Common scenario + question

"Oftentimes when I speak with other (titles), they tell me that they are using a variety of different workarounds to solve for Problem X. How are you handling this situation today?"

Note: This method works better with a permission-based opener. If you come right out of the gate and start asking them questions about their business, they may be put off. However, if you are upfront about how it's is a cold call, they may give you more of an opportunity to ask about the business.

3. Trigger based + assumption

"I noticed that you recently hired a few members on your team. Is it safe to say that one of the main priorities for these new hires is to XYZ?"

Prospect says yes.

"Got it so that's exactly why I'm calling..."

——-——-——-——-——-——-

The key to this part of the call is to collect some type of information, and then move the call forward based on that info. This is why it's very important that you clearly identify your ICP and truly understand the common challenges that they face. Be sure to tailor these for your business!

In partnership with: Magma Math

Why sending more emails doesn’t mean more replies

Sending more cold emails doesn't guarantee more replies—instead, it's about quality over quantity.

In this video made by Will Aitken during his time at Lavender, he makes the case about why sending more email isn’t the answer and shares information on how to better approach outbound emails.

Need some cold calling inspiration? Check out these recordings

Curious to see how others are approaching their cold calls? We recently updated our list of cold call recordings.

Check out the list here!

P.S. We’re always looking to update this list. If you have a recording that you’d like to share, send it to us!

Creative Tactic of the Week

Whenever the phone is ringing on my cold call, I open the emails tab in my sales engagement platform to see the personalized email I sent them. The first step of my cadence is a personalized email.

I usually only personalize the first 1 or 2 lines of my cold email, so I use that in my cold call introduction.

"Hey name - Reaching out to you because of XYZ. Have a quick second?"

That could sound like “Hey Bob - Reaching out to you because I saw you’re using Mailchimp. Have a second?”

I've found that my opening line acceptance rate is higher if I say something relevant to them in the first line, rather than a generic opener.

Resources from Our Partners

• PitchFolio: Looking for a new sales job? Stand out to hiring managers by building a brag book with PitchFolio. Showcase your cold emails, mock cold calls, + other sales skills to land more interviews!

• RepVue: Worried you might be underpaid? Check out RepVue (it's free!). RepVue has tons of data on base salaries, OTE, quota attainment, product/market fit, and so much more. 

• Skylar: Want to practice your cold calls? Try cold calling the Skylar AI bot (it's free)!  Think you can book a meeting with the bot? Try it out!