- Now cold calling is one of the most brutal parts of sales. Most of the time, people have no idea who you are and then you have to convince them to buy your product or service. And because of this there's a lot of people out there who've tried cold calling and say, "hey, cold calling is dead," but in reality cold
calling actually does work if you have the right methodology. So in this video, I'm gonna show you exactly how you can start your cold calls and show you the exact methodology that I use during my time at Oracle to cold call and star
conversations with other companies. (gentle music) Hey everybody, what's going on it's Patrick Dang here now in this video, like I said before we're gonna show you exactly how you can start your cold calls meaning showing you exactly how you can call companies that you wanna work with. And they have no idea who you are and start that sales conversation. And by the end of this video, you're gonna walk away with the exact methodology that I personally use
during my time at Oracle. And I'm confident it's
going to work for you. And before we go ahead and get started in showing you how to
start your cold calls make sure you give this video a like if you are excited to learn how to do cold calls, and if you wanna see more
sales training videos every single week make sure you hit that subscribe and notification bell because I'm gonna be releasing two videos every single week. And one more thing in the comment section what's your biggest challenge
around cold calling? And I'll be sure to make a video on that in the future but for now, let's go
ahead and get started with exactly how you should be starting your cold calls to turn strangers into
interested prospects. All right, so the first
thing we're gonna cover when it comes to cold calling is the first five seconds. And when it comes through
those first five seconds the most important thing is to build rapport and trust with your prospect and how you're gonna do that is your tonality because it's not necessarily what you say is how you say it. When it comes to tonality there are three major elements that I like to implement when I am doing my cold calls, right? The first thing I wanna do is I wanna sound confident and sure of myself, the second thing is sounding positive and the third is sounding
friendly and open. So when I'm calling someone and they have no idea who I am I'm confident, I'm
positive and I'm friendly. So when you come up with that tonality, people are a lot more likely to listen to whatever it is that you have to say. So don't act like a jerk, don't sound needy, and don't sound unsure of yourself. Be confident in your calls and people are gonna feel that confidence and they're gonna be a
lot more receptive to you. So tonality, it's not necessarily about what you say is how you say it. So now that we understand that it's not about what you say, it's how you say it. What do you actually need to say it to start that call? So personally for me here is what I'm gonna do. So I'm gonna pick up the phone, dial the person that I wanna talk to you. And the first thing I'm gonna say is this, "hey Tim, it's Patrick from Oracle. "How are you doing today?" So that's exactly what I do right now there are a lot of people who say like you shouldn't say, how
are you doing today? But for me, it actually does work. Because when I say "hey, Tim, it's Patrick from Oracle, "how are you doing today?" So let's go ahead and break that down. First off, I'm addressing the person by the first name showing that, hey, I did a little research and I know who this person is. Second I'm saying my name, and I'm telling them
what company I work at to build some type of credibility. Now, if you work at a company like Oracle like I did in the past, then people know who that is. But even if you work at a smaller company maybe a small agency, then you can say your name that's totally fine even if they have no idea what that is. And from there, what I do is I ask, "how
are you doing today?" So this opens up the conversation and allows the prospect or whoever it is that you're talking to to share a little bit about their day. So if they're having a great day, they'll say," Oh you know, "the day's really great,
blah, blah, blah, blah." And then you can kind of bounce off that and relate to them. If they're having a bad day, maybe there's a storm they might say," Oh, you know "it's okay day, but you right now, "there's a thunderstorm we're on that." And you can kind of relate and build on top of that. So it doesn't necessarily matter what they say, when you say, " how are you doing today?" You just wanna bounce off what they say, build rapport and build some type of connection during
those first five seconds. But typically what most people will say is "Oh, my day is going pretty well." And then I will respond, "Oh, that's great to hear." And then I'll move on to the next part of my sales script. So as you can see here it doesn't necessarily
matter what I'm saying. I'm just saying, "hey, Tim, it's Patrick from Oracle "how are you doing today?" But it's the tonality that really gets you in the door. So from there once the person says, "Oh, I'm doing well." Then you move on to the next part of your sales script. Now for people who don't wanna use, how are you doing today? I have another script for you. And it goes like this. You could say, "hey Tim, it's Patrick from Oracle. "Did I catch you at a bad time?" So when you're saying that the only difference there is, did I catch you at a bad time? The prospect will usually respond with, "no now's a good time what's up?" And then you can kind of
continue the conversation because you earned the permission to have that conversation. If someone says, "actually Patrick right
now is not a good time." Then you can just say, "okay, that's totally fine "when would be a good
time to call you back?" Then you can schedule the
next meeting from there. So those are the two phrases that I usually start out with. So it's, hey Tim, it's
Patrick from Oracle. How are you doing today? Or you could say, "hey Tim, it's Patrick from Oracle "did I catch you at a bad time." So those two are one of the best ways I found to start a cold call. So from there, once the prospect responds to you, then you wanna move into the next part of your sales script. And I get to call this
part asking for help. So I'll go ahead and
give you the exact line that I use and I'll explain why it works. So once I say, "hey, Tim is passion from Oracle "how are you doing today? Tim will say, "Oh, I'm doing okay "how about you? I'll say, "I'm doing fine. So after my first line, the second line that I'm gonna say is, "hey Tim, I'm actually a little lost "do you mind if I take a second "to tell you why I'm calling?" So I'll go ahead and repeat that again "hey Tim, I'm a little lost "do you mind if I take a second "to tell you why I'm calling?" So what I'm essentially doing here is I'm acting as if I'm lost and you kind of are
when you're cold calling think about it. When you're cold calling a company you're kind of just going in blind dialing numbers and you are lost and you need help. So if you communicate that to the prospect, prospects are lot more likely to help. And the reason is because when somebody asks for help, other people will
naturally respond to that. I remember back when I
was traveling in Japan and Tokyo, I don't speak Japanese and I was wandering the streets and I was literally lost in the subways. And I would just ask random people like, "hey, how do I get here? "How do I get there?" And even if they didn't even know how to speak English they would try to help me out. They don't know who I am I'm a total stranger, but because I asked for help, people are willing to help out. That's just a natural human thing to do. So when you're cold calling people if you're genuinely asking people for help, then people will
naturally help you out. So that's why, when I say something like, "hey Tim, I'm actually a little lost "do you mind if I take a second "to tell you why I'm calling?" People will say," sure. "yeah, how can I help?" And so you're opening the door, the main thing I'm doing here is that instead of
trying to hard sell them and be like, "hey you
know, are you interested "in buying my product or not?" What I'm just doing is I'm opening the conversations within those first few seconds to build rapport, ask for help and then have an honest
sales conversation later on. So now that you asked for help, the person will say, "sure, I can help you out." And then the next line that you can say is this all you have to do is clearly explain why you are calling and what the person can
expect out of that call. So when I say, "hey, Tim, I'm a little lost "do you mind if I take a second "to tell you why I'm calling Tim will say, "sure, go ahead." And from there, what I'm gonna say is, "look, I'm part "of the human capital
management team at Oracle "and what I do is I help hospitals "essentially upgrade their HR software. "And the reason I'm calling you is "because I noticed on your website "you guys weren't really
using any software "when it comes to recruiting. "So really I just wanted to take "five minutes to learn a little bit "about your business and what you do "and see really, if I can
help you out in any way. "And at the end of the conversation, "if we find that, "hey, maybe we can work
together in some capacity. "Great, we can talk about "what that looks like
towards the end of the call, "but if not, that's totally fine. "Does that sound fair to you?" And naturally what the prospect and in this case Tim, what they're gonna say is, "sure, sounds fair to me." So if you really break down what I did there, I'm explaining who I am, what I do what value I could bring how long the conversation will take and I'm also explaining
what's gonna happen at the end of the conversation. And not only that, but I'm not pushing
this idea on to somebody I'm asking permission to see if this is something
they actually want to do. So when I say, "hey, does that sound fair to you?" If they naturally say, "okay, sure. "I'll take five minutes to talk to you." Then you have your sales
conversation right there. So as you can see here that's essentially how I
start every single cohort. So let's bring it all together and I'll show you exactly how this works and how you can apply this
for your specific sale first thing you say is, "hey Tim, it's Patrick from Oracle. "How are you doing today? Tim will say, "yeah, I'm doing all right and you?" "I'm doing great, thanks for asking Tim. "Well, listen, I'm actually a little lost. "Do you mind if I take a second "to tell you why I'm calling?" Tim will say, "okay, sure. "Go ahead and tell me." "Well, I'm part of the
human capital management "team at Oracle. "And what I do is I help hospitals "in the California area
upgrade their HR systems. "I noticed that your website
wasn't really using one "and I want to take five minutes "to have a conversation "and learn a little
bit about your business "and see if I can help in any way. "Now at the end of the conversation "if we find that, "hey, maybe there's a
fit to work together. "Great, we can talk about
what that looks like "towards the end of the call "and if not, that's totally okay. "Does that sound fair to you?" And Tim will say, "okay sure, what's up?" And from there you take them to the next part of the sales process which is asking them questions, understanding their pains and basically having that sales meeting. But for this video that's essentially how you're going to start the cold call every single time. And as you can see, you can pretty much do this entire process and less than one minute. So it doesn't have to be lengthy. All you have to do is build a rapport ask them if they wanna have a conversation explain why they should
have the conversation and what value you bring and then ask them permission to actually have that sales meeting. And for most people, they're
gonna give you a minute or five minutes, and then you can try to convince them be more interested in
your products or services. So with that said, that's pretty much how you are going to start your cold calls you can essentially use the script that I just gave you there and change it out for
your specific product or service and industry. And for the most part because we're applying basic
fundamental human psychology of why people will respond
to these cold calls it's pretty much gonna work in almost every industry. So if you learn something new today and you got value out of today's video, make sure you give this video a like and if you wanna see more
sales training videos around cold calls or anything else make sure you subscribe and turn on notification bells because I am gonna be releasing two videos every single week. And in the comment session, if you have any struggles
around cold calling, or you want me to create a
video around cold calling, put your challenges in the comments I literally do read them all. And I do incorporate them into my future videos so with that said, that's how you're gonna
handle your cold calls and I'm gonna see you guys in the next video.
