everything's getting automated:
- cold emails
- linkedin dms
- follow-ups
- even the research
a cold call is one of the last channels that's still human to human. the owner hears a real person on the other end
that's where the market is headed
calendar links are where owner meetings go to die
here's the exact script I use now to book owners before they hang up:
1. "I have my calendar pulled up"
→ tells him the next step is happening now, not later
2. "i have [day] at [time], work for you?"
→ one specific slot is a yes or no. a link is homework
3. "i'll send the invite now, for 15 minutes"
→ 15 minutes is easy to say yes to
4. "i'll check in with you the morning of"
→ he doesn't have to remember, so he doesn't forget
if he needs to check with his partner or accountant first:
"perfect, let's put it 2 business days out and add them to the invite"
then within the hour:
- send case studies from businesses like his
- tell him to click accept on the invite
about 80% of my calls showed in October using this method
always book before you get off the phone
and it all runs on the same 4 steps:
- find: qualify who's actually worth your time
- reach: make the first move
- book: get a yes to the next step
- close: learn what they want, then ask for what you want
works on owners, getting hired, dating, all of it
almost every outbound problem I've had came back to the list
before we fixed ours, it took over 300+ dials to get one connect, and the connects were all "not interested"
fix the list before you blame the rep
your november income goal is easy to hit once you do the math
first monday of the month, so reverse engineer it today:
- income goal ÷ deal size = deals you need
- deals ÷ close rate = calls that need to show
- calls that need to show ÷ show rate = calls you need to book
- calls to book ÷ booking rate = cold calls and emails you need
now you know exactly how many cold calls, emails and booked calls it takes every week
hit those and the money is just a lag effect
the quickest and easiest way to make more money in sales is to sell more expensive things to people with more money
move up market as fast as you can
I figured this out initially selling $6k programs and realizing no amount of volume was ever going to get me to my full income potential
here's what that ladder looked like for me:
> $6k to $10k programs to couples
> 12 month contracts with business owners, $50k to $100k
> a $114k fortune 500 deal, sourced cold
the sales process changes as you climb.
you're now dealing with partners, procurement, legal teams, and longer sales cycles
but man, one client at $60k is worth ten at $6k, and you only had to close one
move up as soon as you have proof of concept from the level you're on
me and the team getting ready to scale Q4 rev
[Claude, Grok Bot, Wispr Flow, AI chicks for cold email, and the VA from India]
my first remote gig was selling $6k programs to couples, and I was all in on the tactics. reframes, tie-downs, all of it
then i got on calls with business owners and they clocked every one
now discovery is just questions and listening. took me way too long to unlearn it
the richest people on my calls usually just want the most basic things
an 8 figure operator spent half our call on revenue goals
come to find out the real goal was retiring when his wife's ready & being able to spend more time with his grandkids
ask what the money is for
ideally your list has the owner's direct line, so you never get gatekeepers
if you do, never pitch them.
just "[owner's name] please" and nothing else
if you get "he's busy, want to leave a message?"
that shit goes straight in the trash
email the owner or find his cell
sometimes i'll hop in a vc with some homies and run dialing sessions together
reminds me of a trading floor.
they pick up on stuff you missed on your call, and the energy after someone books a meeting is insane
highly recommend
sales taught me more about people than college did
after enough calls you can hear what kind of day someone's having in the first 3 words, and you adjust before they even know you did
things you only know after thousands of cold calls:
1. you can tell it's the front desk from the "hello" alone
2. "who is this?" means you have about 4 seconds
3. an owner who laughs at your opener is already halfway booked
4. you hear the dialer in your sleep
here's how I booked 17 meetings with 8 figure business owners this month...
- 1,600 dials
- 60 conversations
- 17 meetings
I see newer agencies mass dialing an apollo list with a single line dialer to just end up getting "not interested".
here's what I'd do if were them:
build the list off buying signals:
- pull the raw data in apollo
- enrich it in clay for the owner's direct dial
- find signals in sales nav and builtwith
look for companies that are:
- hiring for the role you replace
- already running ads
- already paying another agency
fix the dialer:
- use a parallel dialer, we use trellus
- 5 lines at once, 250+ dials in under an hour
- register every number at freecallerregistry so you don't show up as spam likely
open with an "in":
- something relevant to their situation
- this is what the buying signals are for
- there's now RELEVANCE, which allows for the convo to take place
book it, don't ask for it:
- "i have wednesday at 10, i'll send the invite now"
- send case studies from companies in his situation before the call
close it:
- dig into his pains and goals
- offer a free personalized audit
- book the second call
follow up with value:
- case studies
- new findings
- industry knowledge
every step above exists so that when an owner picks up, you already have something relevant to say
