The Best Cold Calling Tutorial On The Internet by Matt Easton

What mistakes do we make with cold calls?
The mistakes we make with cold calls include:

  • Not doing them - If you want to be a top performer, it's your duty to get out there and introduce yourself to new prospective clients.
  • Going into a mini sales pitch right from the start.

What are the first three things you should say when someone answers your call?
When someone answers your call, the first three things you should say are:

  1. A greeting with their name.
  2. Your name and title.
  3. How you're connected with them.
Example of Matt Easton starting a cold call with Jeff Suskin, founder of DiningOut Magazine

"Hey Jeff, Matt Easton founder of Easton University, you and I are connected on LinkedIn!"

What should you say after you greet, introduce yourself, and establish your connection with someone?
After you greet, introduce yourself, and establish your connection with someone, say why you're personally reaching out to them.

Example of Matt Easton saying why he's personally reaching out to Jeff Suskin

"I wanted to reach out to you personally because I don't think we've helped your team yet."

What do you say after you explain why you're reaching out to them personally?
After you explain why you're reaching out to them personally, you ask if they mind if you send them information for them to take a look at when they have some time.

Example of Matt Easton asking Jeff Suskin if he minds if he sends him a link to Easton University

"Do you mind if I send you a link to Easton University so you can take a look when you have some time?"

Why is offering to send them information at the end of the call important?
Offering to send them information at the end of the call is important because it alleviates the anxiety and tension that was building.

Are you trying to sell anything on the first call?
No, you aren't trying to sell anything on the first call.

Where does the idea that you need to make a sale on the first call come from?
The idea that you need to make a sale on the first call comes from the old school sales training which is about forcing your way in.

What is the next call after the first cold call going to be?
The next call after the first cold call is going to be a warm call to follow up on if they looked at the information you sent them.