here's how I booked 17 meetings with 8 figure business owners this month...
- 1,600 dials
- 60 conversations
- 17 meetings
I see newer agencies mass dialing an apollo list with a single line dialer to just end up getting "not interested".
here's what I'd do if were them:
build the list off buying signals:
- pull the raw data in apollo
- enrich it in clay for the owner's direct dial
- find signals in sales nav and builtwith
look for companies that are:
- hiring for the role you replace
- already running ads
- already paying another agency
fix the dialer:
- use a parallel dialer, we use trellus
- 5 lines at once, 250+ dials in under an hour
- register every number at freecallerregistry so you don't show up as spam likely
open with an "in":
- something relevant to their situation
- this is what the buying signals are for
- there's now RELEVANCE, which allows for the convo to take place
book it, don't ask for it:
- "i have wednesday at 10, i'll send the invite now"
- send case studies from companies in his situation before the call
close it:
- dig into his pains and goals
- offer a free personalized audit
- book the second call
follow up with value:
- case studies
- new findings
- industry knowledge
every step above exists so that when an owner picks up, you already have something relevant to say
and the ones who do follow up rarely do it right
“just checking in” gets ignored
every touch should give them something useful. a case study from their industry, something you noticed on their site, a number from a client like them.
that’s what books touch 4 and 5.
Dalton retweeted
easiest predictor someone is ngmi in sales:
they take rejection personally.
doesn’t matter if it’s a
> a hang up
> a ghosted proposal
> “we went with someone else”
take the no and move to the next one
This quoted post is unavailable.
detachment has done more for my sales career than any script ever has.
no single deal makes or breaks my month.
the pipeline is always full anon
easiest predictor someone is ngmi in sales:
they take rejection personally.
doesn’t matter if it’s a
> a hang up
> a ghosted proposal
> “we went with someone else”
take the no and move to the next one
This quoted post is unavailable.
especially keen on giving your brain a break from the non stop stimulation that occurs throughout the day
once you're done working, literally sit and do nothing or go for a walk. no phone, no podcast
it'll do wonders for your subconscious ideas and your overall health
on discovery calls, most business owners give you the answer that sounds the best, especially in their minds
and a lot of people take whatever the prospect says at face value. they get giddy the first time someone answers... "oh yeah, perfect, this is great"
when in reality it's the knee-jerk response they've been trained to tell people, the one that puts them in a higher light.
which doesn't help you, because you don't know their actual pains or their actual goals, and that's what you need to understand to help them the best.
here's how i dig past it:
> ask them why
> ask "what do you mean by that?"
> sit with the silence a little longer than usual
honestly, those questions let you probe no matter what they say
you always have to dig past the first response
Dalton retweeted
the email you send after your initial discovery call makes or breaks whether they show up for the next meeting.
I've learned this time and time again
before, I was sending emails like instructions...
"okay, here's what we covered, here's the review, here's what you need to do next"
now I pull the fathom and best topics from the call:
> their pains
> their goals
> specifics of their situation
> next steps
the more personalized the email is, directly tied to their pains and goals, the better it works
for example if you had the meeting with a gatekeeper or someone who isn't the ultimate decision maker, that email is getting forwarded to the person who's in charge. so it has to be a quality breakdown
then make it feel like "oh, we've done this before" with a case study.
ideally one directly related to their situation, with something you can measure like revenue.
if you worked with a company around the same revenue as this new one, boom, you just sync the two:
"we also worked with a company that was in a similar position. here's why they were in a similar position. here's what we did for them. here's what i think we can do for you."
the goal of that email is to make sure they understand that you understand their business better than they do.
that's what gets them to book the second meeting, and they show up excited, ready to pay, and way more open than if you'd sent a blank email
your cold emails, call scripts, openers, and offers should all come from your sales calls too.
every call hands you a GOLDMINE, especially with sophisticated owners. their objections, their goals, the exact words they use.
write everything off that data.
take advantage.
it baffles me that most b2b founders aren't:
pulling the recordings from their last 10 sales calls
dropping the transcripts into claude or chatgpt
getting back a list of every pain point, objection and question their buyers in their exact words
and then handing that list to their content person/Claude/Grokbot so every post sounds like it was written from inside their buyer's head
easiest way to write 10x sexier copy
the email you send after your initial discovery call makes or breaks whether they show up for the next meeting.
I've learned this time and time again
before, I was sending emails like instructions...
"okay, here's what we covered, here's the review, here's what you need to do next"
now I pull the fathom and best topics from the call:
> their pains
> their goals
> specifics of their situation
> next steps
the more personalized the email is, directly tied to their pains and goals, the better it works
for example if you had the meeting with a gatekeeper or someone who isn't the ultimate decision maker, that email is getting forwarded to the person who's in charge. so it has to be a quality breakdown
then make it feel like "oh, we've done this before" with a case study.
ideally one directly related to their situation, with something you can measure like revenue.
if you worked with a company around the same revenue as this new one, boom, you just sync the two:
"we also worked with a company that was in a similar position. here's why they were in a similar position. here's what we did for them. here's what i think we can do for you."
the goal of that email is to make sure they understand that you understand their business better than they do.
that's what gets them to book the second meeting, and they show up excited, ready to pay, and way more open than if you'd sent a blank email
Dalton retweeted
silicone earplugs changed my life
the first three days suck
after that, no matter what’s going on around me, I can’t hear shit
some of the best sleep i’ve ever gotten.
never going back
silicone earplugs changed my life
the first three days suck
after that, no matter what’s going on around me, I can’t hear shit
some of the best sleep i’ve ever gotten.
never going back