 Previous Lecture Complete and continue 

The Badass B2B Growth Guide  Play CC8: Cold Call Transcript That Booked a Meeting
21% COMPLETE

www.getwsodo.com
www.getwsodo.com
Here's the transcript and the underlying psychology of an awesome cold call I received that resulted in a meeting:

The Foundation
SDR: Hi Josh, this is Beth from ACME. How's Florida treating you?

 Play F1: Know Your Market Casual, genuine, and friendly opener. "Florida" makes my ears perk up because it's a bit different than what other
salespeople say.
 Play F2: Having a Growth vs. Fixed
Mindset
Me: Fine. Love Florida. I'm sorry who's this?
 Play F3: Don't Be a Debbie Downer
This is probably a typical response. Regardless of the response, you can elegantly transition into the next part of the script.
 Play F4: How to Elegantly Explain
What You Do
SDR: Ah, sorry, my name is Beth. We've never met. The reason I'm calling is that I read your LinkedIn post about leveraging the
 Play F5: Ditch the Pitch structure of headlines on sites like Digg and Buzzfeed to come up with subject lines and was wondering if you're familiar with
ACME?
 Play F6: Starting Conversations
with Strangers
"We've never met" disarms me because it's honest. She's not coming across as a pushy salesperson. "The reason for the call"
 Play F7: Don't Exceed Your
sets up why Beth is calling which is what I'm wondering. The trigger is relevant because it's about a post I wrote. My ego feels
Prospect's Speed Limit
good because the SDR is acknowledging something I wrote. The acknowledgment is specific so it come across as genuine.
 Play F8: Solutions Disguised as Generic compliments feel fake.
Problems

 Play F9: How to Explain What You Me: Not really.

Do in a Cold Email in One Sentence
SDR. That's not a problem. Would it be okay if I asked you a couple of questions to see if what we do is even relevant?
 Play F10: How to Start
Conversations with People Who Aren't
Asking for permission to ask questions puts me in control, not the salesperson, which lowers my guard.
Buying

 Play F11: Go for No Me: Sure.

 Play F12: Deposits & Withdrawals

Know Your Prospect's Motivators
 Play PM1: Your Market's
Motivations
 Play PM2: Fireballs vs. Flowers
 Play PM3: How to Become An
Insider
 Play PM4: How to Get Your
Prospect's Secret Buying Language
using Jobs-to-Be Done
SDR: How are you sourcing leads to make sure you're getting the most accurate contact information for cold emails with those
great subject lines?
This is a "before" question. What is the prospect doing now that you can potentially help them do better? Think of this like an
informercial. You're in the kitchen trying to make the perfect french fries with a knife. The kitchen is a mess, the fries are
soggy, and the family isn't happy. A "before" question would be, "What are you doing to make crispy fries with the least
amount of mess?" People are interested in new ideas that can help them kick more ass. This question helps you understand if
you can potentially help.
Me: I use an outsourcer.
SDR: Sounds like you have this covered. What's it like working with them?

 Play PM5: Jobs to Be Done This is an expansion question. When prospects feel understood, they are more open to listening to what you have to say. So
Interview Guide
don't blurt out your 30-seconds elevator pitch too quickly.
 Play PM6: Example of a Jobs-to-
Be-Done Interview Me: Great. I send a Navigator saved list and 4 days later I get back leads that are 80% accurate.

 Play PM7: The Lingo Library

SDR: Got it. Based on that, I think you might find what we do interesting because of the time it takes you to get leads back and
 Play PM8: How to Be More the accuracy of your data. ACME provides you with more accurate contact data resulting in higher deliverability but without the
Interesting to Prospects wait.

 Play PM9: How to Stay Top of

Mind When Prospects Aren't Now that you understand your prospect's "before" or current state, you can explain how you can potentially help them do
Motivated Right Now? something better.

 Play PM10: How to Get the CFOs

Are you open to learning more? Not for now, but just to see if there are opportunities beyond what you have now?
to Buy In

 Play PM11: A Shortcut for Building "Are you open?" puts the prospect in control, which lowers resistance. "Not for now," takes the pressure off because I don't
Credibility and Trust
feel like I'm being pushed to do something now. "Opportunities beyond what you have now" — people are usually open to
seeing how they might be able to do something better.
Outsourcing List Building
Me: OK.
 Play LB1: Getting Started

 Play LB2: Defining Your Targeting

Parameters Using Sales Navigator