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Let’s dive in! What’s on the agenda?

• Tips from the top

• Interesting cold email hooks

• 14 cold call openers

• PitchFolio

• Getting ahead of objections

• Creative Tactic of the week

• Additional Resources

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Tips from the top

This week’s tip from the top comes in the form of a LinkedIn post from Will Aitken. If you like this content be sure to give the post a like and follow Will!

“Easiest way to handle any cold call objection is to split it up

"Is it {the sales call} or is it {this isn't a problem}?"

This gives you a chance to re-articulate the problem your solution solves. Quick examples:

"I'm not interested"

"Oh totally understandable! Mind if I ask, is it that you just hate getting calls like these, or is it because you feel as though almost no one is bouncing from your website today?"

"We don't have budget"

"Hear you there a lot of people are cutting back right now. Would you say it's because your CFO would throw their calculator at you for even suggesting to spend money on anything right now, or is it that you don't feel like you're not getting any bot clicks on your ads so it's not a problem worth investing in?"

"We're getting that done"

"Glad to hear you've got something in place, honestly most folks are using at least some kind of tool or process to send invoices. Would you say it's that you've already seen all the ways to get invoices paid or is this just not a problem because your invoices just always get paid on time?"

Emphasis on words because they suggest "No problem whatsoever" and almost nothing is perfect (no one's website converts perfectly, no one gets zero bot clicks, no one's invoices are always paid on time)

Interesting cold email hooks

Are all of your cold emails starting off with "I noticed XYZ" or something similar? This creates a poor I:You ratio, meaning you are talking about yourself more than the prospect. Data shows that this makes your cold emails perform worse. Here's an easy way to change that:

Simply swap "I noticed XYZ" with...

"Looks like XYZ" or "It seems that XYZ"

Examples:

• "it looks like you're publishing about 3 blogs every week"

• “it looks like your team is using paid ads on Instagram”

• "it seems like content creation is a priority right now given XYZ"

It creates a situation where the first line is about THEM instead of you.

Bonus Tip!

Be as specific as possible in your first line. Generic emails don't spark interest. Specific details catch attention.

What's more likely to catch someone's attention - scenario 1 or scenario 2?

Scenario 1. "I saw that you're hiring for a software engineer"

Scenario 2. "Looks like your job posting for a software engineer has been posted for 4 weeks and received 3 applications via Easy Apply."

The second one is far more specific and more likely to catch the attention of a prospect. Specificity matters!

14 Different Cold Call Openers in 2 minutes

Curious to hear how other people are opening their cold calls?

Well, lucky for you the Sell Better team released a short video with 14 different cold call openers!

Check it out below!

In partnership with: PitchFolio

Get ahead of objections before they even happen

If you get the same few objections on your cold calls and cold emails, one way to avoid getting these objections is to get ahead of them before the prospect even brings it up. You could do this in a few ways

Use the objection as the reason for your outreach

Consider the following example:

“Many people are cutting their budgets right now. And because of that, I’m reaching out to share an unusual way that (persona)’s are achieving XYZ.”

The objection is “we don’t have budget”, but you’ve eliminated the possibility of the prospect telling you that as an objection because you mentioned it first.

Use the phrase "Even if"

In our your outreach messages, use the phrase "even if" to get ahead of the objection.

Here's the formula: "With ACME, you can easily do X even if you (insert objections here)

"With ACME, you can easily run reports even if you have data in multiple systems that don't integrate."

You can use this in both cold emails and on cold calls!

Call out what they might be thinking: "You might be thinking XYZ"

This next tactic is to simply call out what they might be thinking. This is best when you've gathered some sort of indication that they are thinking about a specific objection.

Example: "You might be thinking that this is only for large corporations, but in fact most of our client base is around the 50-employee mark"

Creative Tactic of the Week

Jacob Irizarry from Deel recently shared a very creative tactic on how you can uncover pain points from companies by having ChatGPT analyze their 10-k reports.

Check out Jacob’s post to see the step-by-step breakdown of how this works.

If you found his post helpful be sure to like the post and follow-up to support his content!