Why do prospects hang up on your cold calls before you can even explain why you’re calling?

In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount coaches Sindy, a business development manager in Toronto selling global freight forwarding services, through three questions: how to turn more cold calls into appointments, where video prospecting fits in a sequence, and how to stay motivated when prospecting gets hard.

Jeb rebuilds Sindy’s cold call opener live on the show. He cuts the trigger words that get her hung up on, leads with her expertise, and builds a because statement that gives the prospect a relevant reason to meet. The goal of a prospecting call is to sell time, and Jeb shows how to save the problem talk for discovery. As he puts it, people meet with you for their reasons, not yours.

What You’ll Learn:

• What a realistic cold call to appointment conversion rate is and how to track yours
• How to stop getting hung up on in the first few seconds of a cold call
• How to write a because statement that gives prospects a relevant reason to meet with you
• Why leading with your expertise sounds more confident than leading with the prospect’s problem
• What belongs on a prospecting call and what to save for the discovery meeting
• How to A/B test your cold call opener to find what works
• How to build a multi-touch prospecting sequence with phone, email, in-person drop ins, and handwritten notes
• When and how to use video in your prospecting sequence
• Jeb’s recommended Money Monday episodes for resilience and bouncing back after a tough prospecting day

Resources Mentioned:

• George Foreman’s Masterclass on Resilience (Money Monday): Listen here
• Failure is Not Permanent (Money Monday): Listen here
• Scottie Scheffler, Goldfish, and Bouncing Back in Sales (Money Monday): Listen here

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