Here are some resources you might find useful: ☎ This Cold Call Guide will Book you MORE Meetings: mattmacsales.tech/coldcall 💻 Looking to Break Into Tech Sales? Check out Course Careers ($50 off using this link): coursecareers.com/a/mattmac 💰Discovery & Demo Guide for a 50%+ Close Rate: mattmacsales.tech/discovery+demo ⭐ Looking for 1X1 sales coaching with me? Book your time NOW!: mattmacsales.tech/coaching
Grant Cardone has to be the WORST person on Earth to work for!! WOW. Watching him harp on that sales guy just made me SO grateful that I've worked at my company for the last 17 1/2 years! Also, you should see my desk after watching your videos, Matt. It is covered with quotes from your videos. Lol! Thank you SO MUCH for the amazing advice and sales tips! You ROCK! 🙂
So funny you said that about that guys methods. It’s exactly like Boiler Room. It’s too much pressure and I wouldn’t learn as well from someone like that. The first section of this video was gold. Love that guy, he’s so natural at delivering his lines and handling those rejections. If you can get people laughing. You’ve got way more of a chance than anybody else out there.
@@MattMacnamara Hey man I am so so grateful. I wrote up a script based off what I learned from you and him. And I made maybe 8 calls today so far. And about half of them loved my opener, loved my pitch and are interested in seeing more of my work. I couldn't be more thankful man. You guys are fuckin great!
Thanks for this great content! Im in a new role (Account manager) and, its a lot of cold calls. I dont know why its called account manager when my job is to get new customers. I find it easy to talk to people, but I hate to phone or pick up the phone haha. I try to shift my mind from selling to helping, and that helped me alot. I'm calling to see if I can help someone. And maybe get a customer. What I lack is strategy and kinda like a road/map. I really like these kind of videos.!
Coffee's for closers... it was the leads!!! These videos are entertaining and can help a salesperson whether they're just starting out or if they're a seasoned veteran.
Hey you’re just unbelievable… it’s really worked …., your lines… I have a core request…I’m a financial advisor….please make a cold call vdo on personal loan and home equity loan….. plzzzzzzzz
Example at Min 12 is good, I really like that approach, but I cringed a little with the push after her initial no. I think she was great at not hanging up and even complimenting him but I feel like he was not listening when he kept pushing even after she said No. I do however love, love how he went in. :)
Dude I love your videos! Just started cold calling in real estate and I feel like it’s so different, but maybe I’m wrong. A lot of the advice out there for realtors SUCK. Do you have any ideas on a good intro script into real estate? Preferably broad enough to cover sellers and buyers? Either way, so grateful for you and your videos! 🎉
@@MattMacnamara thanks for the reply Matt! I have people that signed up on my website a couple years back, so they’re not cold but they’re really really luke warm. I also have new leads signing up every day so it depends. But I have 4K people to go through from the last couple years and I want to get through all of them in 6 months 😬
I have been getting the following objection : "Is this a sales call?" ... I can't lie ... best way to disarm when you get this please... It's very uncomfortable.
Prospect: We have exclusive contract with another agency. Me: Does that mean you’ve closed your mind that it could be done differently? Prospect: Yes. What do I say after that?
I would change how you handle this objection. Prospect: We have exclusive contract with another agency. You: It sounds like they are doing a great job. Prospect: They are. You: Would you be open to reviewing what your options are, just to see if there are opportunities beyond what you have now, to (insert result)? Not for now, but just so you have this in your back pocket, for the future. Is that something you'd be open to?
Matt, you're saying the purpose of a cold call is not to set an appointment but you mentioned "Fanatical Prospecting" as one of your 10 favorite sales books ever, and Jeb told in it that "the goal of a cold call if to get an appointment, period." Why don't you agree with him? I honestly prefer a very light qualifying process through the call, setting the appointment and further discovery during the demo even if I have to disqualify them early in the demo.
yes, I disagree with Jeb Blount. This is an old school mentality. At the end of the day, if you are an SDR, you are compensated and judged on meetings booked. If this is your goal, you are going to get burnt out and feel like a failure because so few willl accept your invite to meet. this post is great on the topic: www.linkedin.com/posts/charlotte-johnson-932524109_whats-your-goal-when-cold-calling-someone-activity-7042467004703744000-ICm4/?originalSubdomain=lk
I wouldn't pitch anyone at a networking event or happy hour. I would go into these events with targets (people I want to meet), but my goal would be to make a connection, have some fun, get to know them a bit and stay in touch
First off, love your material! Question though...the company I work for (digital transformation software) has many solutions, which means I talk to many personas (some of which can wear many different hats within their company). With that in mind, how would you go about cold calling someone who may be interested in any one of, or possibly multiple different offerings from your company? My anxiety with cold calling is that I will pigeonhole the conversation by assuming what their responsibilities are.
Correct, however leadership in Digital Transformation could have an initiative to improve plant operations this quarter and cyber security the next. We have many solutions that can improve many different elements of both just depends on current challenges. Confusing I know, it makes opportunities potentially easier to come by because you have more personas you can touch, but harder to nail down the cold outreach aspect. Don't expect you to have a cure haha was just curious what your thoughts were. Thanks for the response.@@MattMacnamara
How do you start if you don’t know there name… it’ll sound much more of a cold call if you don’t know the name but what would be the best way to open the call?
I would always try to find a name before calling. If you don’t, start with, “hi, it’s eddy with ABC company. I’m looking to speak to the person who heads up (insert what you are looking for)?”
On minute 13:54, I’m promoting marketing services for one of the companies I’m setting appointments for and a common objection is “we only do word of mouth” or “we already have more work/money than we know what to do with” how could I go about handling this objection. It’s clear that money is not a motivator or issue, how can I find out what problem they’re having?
Hey I'm no expert in sales but have had my experience and sometimes people will lie to get you off the phone so I believe it could be at least worth asking one last follow up question or just mirror or label their objection to encourage more info. Than listen and judge for yourself whether they sound genuine if not I would maybe try to disarm them into easing up. People will tell you their busy or they don't have money yet I've sold to both.
"Expected you to already have someone that you are working with. Simply trying to be another person you can call, in your backpocket, if you are looking for a new lender. Would you be opposed to connecting next week?"
I like your videos although you do knock cardone. I understand the little guy attacking the big guy is a great way to get attention but. I do think based on the difference in success between you and Cardone speaks for its self. Grants free videos have helped me a ton. I'm just saying. "dont be a little Bi**h" I do see your point but something like that would not bother me
I could be wrong but I think this is the first video I’ve ever mentioned Grant Cardone. Does he have some good tips, yes. Do I think he is mostly full of BS and a scammer? Yes. This is coming from someone who has spent money on his courses. The last thing I want to convey in my videos is being an sales expert. I’m average trying to become great at this whole sales thing. Thanks for watching and commenting.
Here are some resources you might find useful:
☎ This Cold Call Guide will Book you MORE Meetings: mattmacsales.tech/coldcall
💻 Looking to Break Into Tech Sales? Check out Course Careers ($50 off using this link): coursecareers.com/a/mattmac
💰Discovery & Demo Guide for a 50%+ Close Rate: mattmacsales.tech/discovery+demo
⭐ Looking for 1X1 sales coaching with me? Book your time NOW!: mattmacsales.tech/coaching
That "you're the boss, I'm just applying for the job" line is insane, Im stealing it as from today
it is an awesome line...that guy is amazing
Whats the name of the game ?@@MattMacnamara
you tell me @@Yash-kd9lr
9:46 this dude’s tone is nothing but music to my ears. Paired with his audacity it’s pure gold.
It’s my favorite cold call ever 😂
Grant Cardone has to be the WORST person on Earth to work for!! WOW. Watching him harp on that sales guy just made me SO grateful that I've worked at my company for the last 17 1/2 years! Also, you should see my desk after watching your videos, Matt. It is covered with quotes from your videos. Lol! Thank you SO MUCH for the amazing advice and sales tips! You ROCK! 🙂
Yeah...not a Grant Cardone fan at all lol...your desk is awesome.
Ronen's experience clearly shines thru on that early call. Super relaxed he is and super informative.
Yeah, he is very, very good
So funny you said that about that guys methods. It’s exactly like Boiler Room. It’s too much pressure and I wouldn’t learn as well from someone like that. The first section of this video was gold. Love that guy, he’s so natural at delivering his lines and handling those rejections. If you can get people laughing. You’ve got way more of a chance than anybody else out there.
Thanks for watching and commenting
@@MattMacnamara Hey man I am so so grateful. I wrote up a script based off what I learned from you and him. And I made maybe 8 calls today so far. And about half of them loved my opener, loved my pitch and are interested in seeing more of my work. I couldn't be more thankful man. You guys are fuckin great!
So much value in this video.. awesome work Matt
glad you liked it, thanks for watching!
Thanks for this great content! Im in a new role (Account manager) and, its a lot of cold calls. I dont know why its called account manager when my job is to get new customers.
I find it easy to talk to people, but I hate to phone or pick up the phone haha. I try to shift my mind from selling to helping, and that helped me alot. I'm calling to see if I can help someone. And maybe get a customer.
What I lack is strategy and kinda like a road/map. I really like these kind of videos.!
Glad you liked the video…hope it helps!!
Coffee's for closers... it was the leads!!! These videos are entertaining and can help a salesperson whether they're just starting out or if they're a seasoned veteran.
thanks!
Hey, Matt, thank you for sharing this great information. I find this information to be valuable, and I appreciate when you provide examples like this.
glad you find it valuable.
31:24 here’s my mic drop question:
“do you have a way of identifying how much the traffic from your website is worth?”
I like it!
Hey you’re just unbelievable… it’s really worked …., your lines… I have a core request…I’m a financial advisor….please make a cold call vdo on personal loan and home equity loan….. plzzzzzzzz
Glad it worked!!!
Always a good listen.
Thanks for watching and subscribing
💪🏾 love this! Lets get it!
thanks....yes, let's get after it!
Great video Matt. Much appreciated!
Thanks!!!
Great video! BTW, Eliana is talking brazilian Portuguese.
thanks for watching and commenting!
Example at Min 12 is good, I really like that approach, but I cringed a little with the push after her initial no. I think she was great at not hanging up and even complimenting him but I feel like he was not listening when he kept pushing even after she said No. I do however love, love how he went in. :)
Politely persistent
🤔 interesting I have to steal that "Do you wanna roll the dice? Or "You are the boss" I never used that before.
let me know how it goes
I booked a meeting with the "I'm not interested" reply it worked@@MattMacnamara
Who is that person 6:05 can you please tell me? matt he is awesome... I Want to see some of his cold calls.
Andreal Climon...don't think he has anything else like this on CZcams...great call
Thank you
Thank you!!!
Dude I love your videos! Just started cold calling in real estate and I feel like it’s so different, but maybe I’m wrong. A lot of the advice out there for realtors SUCK. Do you have any ideas on a good intro script into real estate? Preferably broad enough to cover sellers and buyers? Either way, so grateful for you and your videos! 🎉
Are you calling a targeted list of people you know are in the market to buy or want to sell?
@@MattMacnamara thanks for the reply Matt! I have people that signed up on my website a couple years back, so they’re not cold but they’re really really luke warm. I also have new leads signing up every day so it depends. But I have 4K people to go through from the last couple years and I want to get through all of them in 6 months 😬
I have been getting the following objection : "Is this a sales call?" ... I can't lie ... best way to disarm when you get this please... It's very uncomfortable.
“It is. How am I doing so far?” With a chuckle
8:07 this is the goat
🐐
Prospect: We have exclusive contract with another agency.
Me: Does that mean you’ve closed your mind that it could be done differently?
Prospect: Yes.
What do I say after that?
I would change how you handle this objection.
Prospect: We have exclusive contract with another agency.
You: It sounds like they are doing a great job.
Prospect: They are.
You: Would you be open to reviewing what your options are, just to see if there are opportunities beyond what you have now, to (insert result)? Not for now, but just so you have this in your back pocket, for the future. Is that something you'd be open to?
Matt, you're saying the purpose of a cold call is not to set an appointment but you mentioned "Fanatical Prospecting" as one of your 10 favorite sales books ever, and Jeb told in it that "the goal of a cold call if to get an appointment, period."
Why don't you agree with him?
I honestly prefer a very light qualifying process through the call, setting the appointment and further discovery during the demo even if I have to disqualify them early in the demo.
yes, I disagree with Jeb Blount. This is an old school mentality. At the end of the day, if you are an SDR, you are compensated and judged on meetings booked. If this is your goal, you are going to get burnt out and feel like a failure because so few willl accept your invite to meet. this post is great on the topic: www.linkedin.com/posts/charlotte-johnson-932524109_whats-your-goal-when-cold-calling-someone-activity-7042467004703744000-ICm4/?originalSubdomain=lk
Do you have any examples of how you would pitch or find prospects at a networking event, happy hour, or conference?
I wouldn't pitch anyone at a networking event or happy hour. I would go into these events with targets (people I want to meet), but my goal would be to make a connection, have some fun, get to know them a bit and stay in touch
First off, love your material! Question though...the company I work for (digital transformation software) has many solutions, which means I talk to many personas (some of which can wear many different hats within their company). With that in mind, how would you go about cold calling someone who may be interested in any one of, or possibly multiple different offerings from your company? My anxiety with cold calling is that I will pigeonhole the conversation by assuming what their responsibilities are.
it sounds like each persona is would be interested in a different product and has different problems?
Correct, however leadership in Digital Transformation could have an initiative to improve plant operations this quarter and cyber security the next. We have many solutions that can improve many different elements of both just depends on current challenges. Confusing I know, it makes opportunities potentially easier to come by because you have more personas you can touch, but harder to nail down the cold outreach aspect. Don't expect you to have a cure haha was just curious what your thoughts were. Thanks for the response.@@MattMacnamara
How do you start if you don’t know there name… it’ll sound much more of a cold call if you don’t know the name but what would be the best way to open the call?
I would always try to find a name before calling. If you don’t, start with, “hi, it’s eddy with ABC company. I’m looking to speak to the person who heads up (insert what you are looking for)?”
Hey, out of curiosity are you able to create a single customer view of online and offline customer data sets & to predict future purchases?
I like it, but can you use language anybody would understand? I don’t know what customer data sets are
👀Cold calling for 7 years 🤯I have been cold calling for one week lmao Do you have any advise? Because I was told to NOT use a script?....🤔
you need a script/framework...are they telling you to just wing it?
Mic drop
Do you currently have a way to get leads organically without having to pay for leads or use ads and Angie list
I like it
When it comes to getting new leads, do you already have a way to fill your pipeline without paying an arm and a leg for ads?
On minute 13:54, I’m promoting marketing services for one of the companies I’m setting appointments for and a common objection is “we only do word of mouth” or “we already have more work/money than we know what to do with” how could I go about handling this objection. It’s clear that money is not a motivator or issue, how can I find out what problem they’re having?
They aren’t the right fit. I would waste any time on anyone that already has too much work & doesn’t want any additional work
Hey I'm no expert in sales but have had my experience and sometimes people will lie to get you off the phone so I believe it could be at least worth asking one last follow up question or just mirror or label their objection to encourage more info. Than listen and judge for yourself whether they sound genuine if not I would maybe try to disarm them into easing up. People will tell you their busy or they don't have money yet I've sold to both.
I’m a mortgage lender and I cold call to create relationships and meet realtors. What would you say to a realtor that say I already have a lender?
"Expected you to already have someone that you are working with. Simply trying to be another person you can call, in your backpocket, if you are looking for a new lender. Would you be opposed to connecting next week?"
07:29
This is not Spanish. It's Portuguese haha
She is Brazilian
On minute 24:44 are you saying it’s better to ask consequence asking questions rather than telling them the pitch?
Not quite following your question
Are you and the leaders in your company doing something systematic to ensure accountability -- and personal fulfillment -- among your team?
I’m assuming the is what your company does?
@@MattMacnamara One of the key benefits of working with us, yes.
That black dude is crazy 😅
he is the best. Love Andreal
I like your videos although you do knock cardone. I understand the little guy attacking the big guy is a great way to get attention but. I do think based on the difference in success between you and Cardone speaks for its self. Grants free videos have helped me a ton. I'm just saying. "dont be a little Bi**h" I do see your point but something like that would not bother me
I could be wrong but I think this is the first video I’ve ever mentioned Grant Cardone. Does he have some good tips, yes. Do I think he is mostly full of BS and a scammer? Yes. This is coming from someone who has spent money on his courses.
The last thing I want to convey in my videos is being an sales expert. I’m average trying to become great at this whole sales thing.
Thanks for watching and commenting.