MRL #054- The 10 Commandments of Cold Calling (Part 2)

Last week I shared the first 5 Commandments of Cold Calling with you.

This week let’s discuss the next 5.

VI. Thou Shall Respect The Gatekeeper

At first glance, this seems obvious.

That is until… you’re 20 calls deep and you run into Harriet “The Hard Ass”.

You know who I’m talking about…

The lady who takes her job waaayyy too serious.

She’s cold, rude, and condescending.

And if you’ve been eating shit sandwiches all day, it can be very hard to hold your tongue.

The thing is… you’ve got to.

Even though it might feel good to get your pound of flesh in the moment, she could literally be the linchpin that opens the account for you.

Just because she’s sour today, doesn’t mean she’ll be sour tomorrow.

Take the high road.

Never burn bridges just to satisfy your bruised little ego.

VII. Thou Shall Track Conversions

When it comes to volume of prospecting, most Producers just guess.

You make a few calls here, network a little there, and hope for the best.

Even if you get lucky and land a few deals, you can’t reliably repeat your results the following year.

How could you?

You guessed!

That’s where tracking conversions comes in.

By tracking your conversions over a long enough time period, you can literally see how much you need to be doing to be successful.

ICYMI, I did a more detailed dive in this letter.

VIII. Thou Shall Follow Up Like Crazy

Most Producers give up way too soon.

I’ve been guilty of it too.

You make a call or two…

Get nowhere…

Then banish the prospect to the bottom of your list.

Big mistake.

The stats say, it takes 7-8 touches to get a hold of a decision maker…

And 5 more follow up calls after your initial meeting to set a presentation.

So, get used to it.

The more you follow up…

The more opportunities you’ll get.

VIIII. Thou Shall Use A CRM

No matter how smart you are…

Or how great your memory is…

If you’re making the number of cold calls you should be making…

There’s absolutely no way you can remember every detail from every conversation you have.

That’s where your CRM helps.

Take the time to upload your leads in your CRM, keep diligent notes, and set follow up reminders.

Your future self will thank you.

Many an opportunity has been lost because a Producer was too lazy to log a conversation in their CRM.

Don’t be that guy.

X. Thou Shall Detach From The Outcome

The reality is…

Most businesses you call don’t need or want your help.

As a result, you’re gonna face a lot of rejection.

That’s why it’s imperative to detach from the outcome.

Detachment doesn’t mean you don’t care, it just means you’re done stressing over “outcomes”.

Remember, you can only control what you can control.

And the only thing you can truly control as a Producer is your input.

The sooner you focus on executing the input and stop focusing on the outcome…

The sooner you can get off the emotional roller coaster.

Enough Commandments, Now A Suggestion…

If anything in this letter rings true for you…

Consider taking a look at our Producer Playbook.

It’s a 5 module video course we put together for Producers looking to build (or continue building) a book of business from scratch (via cold calling and BORs).

If that wags your tail, here’s the link again.

If it doesn’t, that’s fine too.

Either way… hope you have a great week.

That’s all for now.

Fat boy’s gotta catch some z’s.

See you next Sunday.

Kick ass take names, 

Maximus F. Revenue IV