Good day and happy Wednesday. Welcome to February! February is a short month so it’s more important than ever to start off on the right foot! Happy dialing!

Let’s dive right in! What’s on the agenda?

• Tips from the top

• A formula for getting ahead of objections

• PitchFolio - Get more job offers!

• Ronen Pessar’s X Factor

• “I’m too busy, call me back”

• Creative Tactic of the week

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Tips from the top

"Some people may disagree with this one, but when I cold call I never ask if I'm talking to the right person. Instead, I confirm it. There's a difference! But first, here's why I don't ask:

1. They'll tell me if they are the wrong person. The vast majority of people will cut you off as soon as you start talking about something that's not relevant to them.

2. If you ask who you are talking to - it immediately puts prospects on the defense. They immediately know it's someone who doesn't know them. If you confirm it, you oftentimes don't get that same defensive response.

Instead - state their name by speaking confidently and with a downward inflection. Don't ask.

It’s simply a "Hey Steve" and then a pause (speaking with a confident tone and downward inflection).

Oftentimes they'll respond back with "yes" or "who is calling?". And you can go from there. If they respond with basically anything else, you know it's the wrong person.

Proactively addressing objections

One of the most effective ways to prevent objections on cold calls and cold emails is to get ahead of the objection before the prospect mentions it

An easy way to do this is to use this formula:

Value proposition + “even if you’re already” + expected objection

Example: We’re helping dentists’ offices drastically reduce the amount of no-shows, even if you’re already sending automated appointment email reminders.

If you bring up the objection first, it's not as likely the prospect will use it to get out of the call.

The key is to track which objections come up the most on your calls, and then create a formula to help proactively address those objections.

In partnership with: PitchFolio

Ronen Pessar’s - Mastering the X Factor

Ronen is consistently sharing super valuable tactics and tips around cold calling, and this video is no different.

In this video, Ronen describes what he calls the X Factor that can drastically improve your cold calls and help you book more meetings.

This video is full of examples, clear explanations, and tons of helpful information.

Check it out below! If you like Ronen’s content, be sure to follow his channel!

"I'm too busy, call me back"

You know that prospect who immediately told you that he was too busy to chat? What's the plan for the next time you call him? Here's what we suggest:

When you call them back, immediately mention that you spoke before! It could sound something like this "Hi Bob - We briefly spoke on Wednesday last week, and I caught you at the worst possible time. You asked that I call back later. Have a moment?"

Even better if you can get more specific! "We briefly spoke on Wednesday last week, but I caught you as you were going into your weekly team meeting. You asked that I call back. Have a moment?"

The key here is to mention to the prospect that you spoke before, and that they asked you to call back.

Creative Tactic of the Week

Darren McKee recently shared a super interesting post regarding how you can use a very specific Linkedin feature to identify people who are actively online. People who are actively online have a higher chance of responding!

We recommend reading the full post here!

Pro tip: For this to work - on a desktop → settings→visibility→Manage active status→ toggle it to on to show your status

If you found Darren’s post helpful, be sure ot like his post and give him a follow in order to support his content!

Resources from Our Partners

• RepVue: Think you might be underpaid? Check out RepVue! It’s 100% free. RepVue has tons of data on base salaries, OTE, quota attainment, product/market fit, and so much more!

• Skylar: Want to practice a cold call? Try cold calling a Skylar AI bot (it’s free!). Input information about your ICP and do a roleplay with an AI! Think you can book a meeting with the bot? Try it out!