Good day and happy Tuesday. There are only 9 working days left in February, be sure to make the most of them!

By the way, if you’ve been enjoying our newsletter, help us out and share it with a colleague! Let’s dive right in. What’s on the agenda?

• Tips from the top

• Avoid Resistance on Cold Calls

• SureConnect - Increase cold call connection rate

• 7 Follow Ups That Get Responses (Cold Email Templates)

• 16 Cold Email Frameworks from Lavender

• Creative Tactic of the week

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Tips from the top

Avoid reminding your prospects that they've ignored you. These types of phrases typically sound like

• "I still haven't heard from you"

• "I’m following up on my previous email"

• "This is my last email"

• "You must be busy"

The problem is that you're reminding your prospect that your initial message wasn't important enough to respond to.

Same thing on a call, if the first thing you mention is "I'm following up on an email I sent" - they're going to instantly know that it was not important.

The purpose of your call is not that you sent them an email, it's that you can help them with a very specific problem. Focus on that instead, it's far more compelling.

Avoiding Resistance on Cold Calls

You know the feeling when you're speaking with a prospect and you can feel them trying to get you off the phone?

Here are two ways to help ease that tension on a cold call and have the prospect hear you out just a little bit longer.

1. Call out the tension

Addressing the tension during a cold call helps acknowledge what the prospect might be thinking. This approach is a small part from Chris Voss' book Never Split the Difference. It could sound something like:

"sounds like you think I'm going to try to sell you something you don't need"

Of course, this will vary by the situation, but sometimes calling out what they are thinking can help you get ahead of their objection and ease the tension.

Bonus: If you repeatedly feel this tension on a cold call, one of the easiest ways to level the field is to start using a permission-based opener and work on your voice tone.

As a refresher - a permission-based opener is where you acknowledge the fact that you are calling your prospect out of the blue and ask for their permission to pitch.

2. Lead with context

One of the biggest reasons prospects get frustrated with cold calls is because so many people call them about things that aren’t relevant to them.

If you can target the right people, and then open your cold call with context, you’ll have far better conversations.

Example: Hi Bob - “This is Bob from ACME. I’m on your company’s help center page right now. I see you’re using Intercom for this and I had a question about that. Have a second?”

If Bob manages support and this page, it’s far less likely that he’ll instantly try to get you off the phone because you’ve demonstrated that it will be relevant.

In partnership with: SureConnect

Orum’s Playlist of Objection Handling Examples

Did you know Orum has a playlist of 40 videos with examples of how to overcome some of the most common objections in cold calling?

Check it out below!

16 Proven Email Frameworks (with examples)

Lavender recently updated their blog post with 16 cold email frameworks.

The best part? All of these frameworks follow cold email best practices, which is based on data collected from Lavender.

Check them out here!

Creative Tactic of the Week

“I send a lot of screenshots and images to prospects on LinkedIn. Here’s how it works:

1. I find a trigger point to reach out to them. In my case it’s people who sell physical products on their website

2. I screenshot one of their products

3. Send the photo of the screenshot and type my message. Pro tip: Send the photo first, and then write your text. This way they don’t have to scroll up to see what you’re talking about.

LinkedIn’s better than email for this because of deliverability challenges. On top of that, I can tailor my profile to help sell to these prospects.

This way they can see that I’m not a bot and that I’m a real person and that I have something relevant for them”

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!