Salespeople… Today’s newsletter edition was written because I’m sort of on a roll here…
Over the last few days I feel like I’ve gotten past the AI screener more times than I have in the last few MONTHS.
I mean it’s gotten to a point where now when I hear the usually dreaded, “Hi. If you record your name and reason for calling, I'll see if this person is available.” - I get kind of excited lol. I mean hey… it’s technically better than a VM, right?
SO, in today’s newsletter I’m gonna break down the EXACT line I’ve been using that has consistently been getting me past the AI gatekeeper and into great conversations. here we go…
Also… welcome to the fifth edition of "SmartBound’s Friday Field Notes.”
Every Friday we’re gonna break down what’s ACTUALLY working for us in outbound. Cold calls, scripts, list building, AI workflows… all of it.
Let me back up here… Remember when apple ORIGINALLY released this feature and everyone said it was gonna be the end of cold calling completely.
Well, I’ll be honest… I might’ve drank the kool aid there a bit.
For the first few months when this feature was released, anytime I’d hear the AI screener start - I’d just hang up and move on.
Now when I think about all the convos I probably missed out on I CRINGEEE.
SO, if that’s you today, and you’re skipping every call that has an AI screener - I’m telling you now… QUIT IT. If you hear the screener just consider this…
A human is on the other side reading/listening to EXACTLY what you’re saying.
How often do you get the opportunity to introduce yourself to a prospect with their (mostly) undivided attention?
SO, back to the main point of this newsletter…
What do you actually SAY to get your prospect to pickup your call?
Well checkout this example from a call I made a few days ago:
See what I did there?
I didn’t take this as an opportunity to spill my guts and tell the prospect every single detail about my company, product/service, etc.
What you want to do is as BRIEFLY as possible state your name, SOMEE reason why they should maybe know you, and ask if they have a quick second. (Side note: making a joke about the AI screener after they pickup has gotten me a few laughs and seemed to disarm prospects a bit too)
The key here though is to pique their curiosity.
You want them thinking… Do I know this person? Maybe I should just pickup?
And let me be CLEAR… Do not make up something fake to try and trick the prospect (you do still have to talk to them after all lol).
But yes, be a little vague… sorry. I said it.
Some of the the lines that have worked for me recently are,
“Hey Chris, it’s Oliver with Smartbound. I spoke to your SDR, John, recently. Do you have a second?”
“Hey Chris, it’s Oliver with Smartbound. I sent you an email yesterday… Wanted to know if you saw that?”
OR, if I REALLY don’t have too much to go off "(we’re not already connected on linkedin, we’ve never spoken before, I’ve never sent an email before, I havent spoke to one of their colleagues, etc.) I’ll send them a connect request on linkedin AS it’s ringing and just say…
“Hey Chris, it’s Oliver with Smartbound. I just connected with you on linkedin. Do you have a quick sec?”
All in all if you take ANYTHING away from todays newsletter - it should be this:
DON’T just skip every call that starts with the screener.
I know it SEEMS like it’s saving time, but truthfully I’d bet you’re leaving 2-3 convos on the table DAILY by doing this.
It’s worth the extra 10 seconds to wait and see if you can get someone to pick up… trust me.
Also - I’d love to hear from you guys… What’s your success rate look like with these call screeners? Anything that’s seemed to consistently work for you/your team?