How to Get Anybody on the Phone

Remind yourself why you want to get someone on the phone

Where my strategy comes from

•  Selling local & long-distance telecommunications services for MLM program

•  Selling $25M+ companies to investors and other larger companies at investment bank

•  Selling 3 different products in three different industries at three different failed startups

•  Selling legal software to massive companies that get sued a lot

Get to Anybody!6 Specific Strategies for Getting Anybody on the Phone

Know who you want to call

•  I call General Counsels at companies with revenue greater than $100M, within the government, technology, energy and healthcare sectors, headquartered in either Canada or North America.

•  I call female mom’s with kids.

Do enough information gathering

•  You need their name, company, job title, phone number, email, location, skills, expertise, interests and source

•  Company website, LinkedIn, Rapportive, Data.com, Hoovers, Crunchbase, AngelList

•  Put all of these data points in a CRM to quickly reference on your call

Write more detailed notes in CRM

•  Salesforce.com, CapsuleCRM, Pipedrive, BaseCRM, Contactually

•  Make note of all pertinent details about person and info from calls. Notes don't have to be long. Less than 3 sentences, use abbreviated words.

•  Makes notes while you are on the call. I use pen and paper then add the notes into Salesforce.

Make calls with a clear strategy

•  I set my call strategy based on the source of the lead and their response to my efforts.

•  Example of high priority inbound lead: –  Day 1: make immediate call, and send email –  Day 2: make second call –  Day 3-4: make third call –  Day 5-7: make fourth call, and send email –  Day 8-10: make fifth call, and send email –  Day 11: make sixth call, and LVM

Get assistants to trust you

•  The best way to get assistants to trust you, is to TELL THE TRUTH.

•  I surveyed all the assistants at my previous companies. And they all said, the people they help are those who are HONEST about their intentions.

•  Ask them qualifying questions to save time.

Find someone else "more accessible to refer you

•  When you can’t reach someone, call their co-worker or friend. After you speak with them, then you can say, “ ____ referred me to you.”

•  Referrals are the most powerful sources of leads. Sometimes you have to go looking for them.

•  Even after you get hung up on.

Even when you put simple strategies together, it’s still hard

•  Know who you want to call •  Do enough information gathering

•  Write more detailed notes in CRM •  Make calls with a clear strategy

•  Get assistants to trust you •  Find someone else more accessible to refer you

Now you can GET ANYBODY on the phone!