Salespeople… today’s newsletter is gonna be a short one… BUT... Probably one of THE most important ones…
We’re gonna go over something that separates an average cold caller from a GREAT one.
I genuinely think this one mindset shift has saved me from burning HUNDREDS of leads over the last few years.
And it all comes down to realizing just one thing:
Just because someone answered the phone... doesn't mean they're actually available.
Also… welcome to the 12th 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.
Also ALSO… if you’ve been considering becoming a fractional SDR yourself, want a real path to $15k+/month, but feel like you need someone to show you the ropes…
Sign up for our 4 week fractional SDR bootcamp HEREE.
First session starts MONDAY at 12pm EST! So today is the last day to sign up if you have any interest :).
Now...
I know this is gonna sound kinda weird coming from someone who cold calls for a living...
But I actually think MOST cold calls shouldn't turn into conversations.
Yep… I said it.
I think one of the biggest mistakes SDRs make is believing:
“They answered... so I HAVE to pitch.”
Nope. no you don't.
Think about your own life for a second.
How many times have you answered your phone while...
Driving, making dinner, checking out at the grocery store, hangin out with your buddies, etc…
Just because you answered...
Doesn't mean you want a sales pitch right then and there.
In fact...
I think forcing conversations creates what we call here at smartbound...
False negatives.
Here's what I mean…
You call someone.
They answer.
You immediately launch into your pitch.
They're distracted, busy, thinking about twelve other things…
So they hit you with:
“Yeah, we’re all set.”
Or...
“Yeah, I’m not interested.”
Then we hang up, mark them as uninterested...and NEVER call them again.
But were they ACTUALLY uninterested or did we just catch them at a terrible time?
Those are two very very different things.
This is why I pay way more attention to HOW someone answers than WHAT they answer.
If I hear:
“Hey Oliver! Yeah I got a minute… what’s up?”
Awesome. Let's talk.
But if I hear...
“just make this quick” or “Im out at the grocery store. whats up?”
I'm getting out of that convo…
FAST.
Not because I don't want the meeting...
but because I want a BETTER conversation LATER.
At SmartBound, I'd guess that around 35% of our connects don't even become conversations.
We just disposition them as "Right number. Wrong time" and call them back another day.
And I know…That probably sounds crazy - especially when conversations are what we're trying to create/how we price our engagements.
But here's the thing...
I'd MUCH rather have a 3-minute conversation tomorrow...
Than force a 30-second pitch today that earns me a permanent:
“we’re all set”
I think this is one of the biggest mindset shifts I've had over the last few years.
My mindset now? “Have the RIGHT conversation when they're actually ready to have it.” Not just “more conversations by any means necessary” LOL
So next time someone answers...
Don't immediately think: “GO GO GO… Pitch!”
Instead ask yourself:
"Does this ACTUALLY sound like someone who's ready to talk?"
You’ll thank me when that future convo turns into a meeting ;)