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+1
+00:00:00,560 --> 00:00:02,480
+well it's wednesday again so time for
+
+2
+00:00:02,480 --> 00:00:03,439
+another clip
+
+3
+00:00:03,439 --> 00:00:06,080
+today's clip is from a call earlier last
+
+4
+00:00:06,080 --> 00:00:06,640
+week
+
+5
+00:00:06,640 --> 00:00:08,080
+with the business owner who's
+
+6
+00:00:08,080 --> 00:00:09,679
+implementing the strategy of cold
+
+7
+00:00:09,679 --> 00:00:11,040
+calling in his business
+
+8
+00:00:11,040 --> 00:00:13,679
+and he was struggling to understand why
+
+9
+00:00:13,679 --> 00:00:15,360
+when he tried to cold sell
+
+10
+00:00:15,360 --> 00:00:16,640
+that is you know get on the phone with
+
+11
+00:00:16,640 --> 00:00:18,400
+someone through a cold call and try to
+
+12
+00:00:18,400 --> 00:00:19,840
+sell to them directly
+
+13
+00:00:19,840 --> 00:00:22,560
+it wasn't working the way he wanted we
+
+14
+00:00:22,560 --> 00:00:24,320
+went over the concept of the difference
+
+15
+00:00:24,320 --> 00:00:25,920
+between cold calling
+
+16
+00:00:25,920 --> 00:00:28,960
+and cold selling here's a clip
+
+17
+00:00:28,960 --> 00:00:30,880
+i understand what you mean um what i'm
+
+18
+00:00:30,880 --> 00:00:32,320
+curious to know is i i know you
+
+19
+00:00:32,320 --> 00:00:33,280
+mentioned you're you're
+
+20
+00:00:33,280 --> 00:00:35,280
+struggling with cold calling but are you
+
+21
+00:00:35,280 --> 00:00:37,440
+cold calling or are you cold selling
+
+22
+00:00:37,440 --> 00:00:40,000
+okay let me explain so cold calling is
+
+23
+00:00:40,000 --> 00:00:41,200
+simply the process of calling someone
+
+24
+00:00:41,200 --> 00:00:42,719
+you don't know it's it's calling someone
+
+25
+00:00:42,719 --> 00:00:44,480
+who's a cold contact someone you've
+
+26
+00:00:44,480 --> 00:00:45,600
+you've never had a previous touch point
+
+27
+00:00:45,600 --> 00:00:47,680
+with cold selling on the other hand is a
+
+28
+00:00:47,680 --> 00:00:49,280
+subset of cold calling where in addition
+
+29
+00:00:49,280 --> 00:00:50,640
+to calling someone you don't know
+
+30
+00:00:50,640 --> 00:00:51,920
+you're actually trying to sell them
+
+31
+00:00:51,920 --> 00:00:54,000
+something so in in the situation you
+
+32
+00:00:54,000 --> 00:00:54,480
+describe
+
+33
+00:00:54,480 --> 00:00:55,840
+what you're struggling with is it
+
+34
+00:00:55,840 --> 00:00:57,680
+specifically called calling or is it is
+
+35
+00:00:57,680 --> 00:00:58,800
+it code selling
+
+36
+00:00:58,800 --> 00:01:00,640
+okay yeah that's that that's that's sort
+
+37
+00:01:00,640 --> 00:01:02,879
+of what i thought um so what i what i'd
+
+38
+00:01:02,879 --> 00:01:03,680
+suggest is
+
+39
+00:01:03,680 --> 00:01:05,040
+leaning more towards cold calling than
+
+40
+00:01:05,040 --> 00:01:06,880
+cold selling now cold selling is
+
+41
+00:01:06,880 --> 00:01:09,520
+is it's a completely different beast and
+
+42
+00:01:09,520 --> 00:01:11,119
+i'm fairly certain no one likes
+
+43
+00:01:11,119 --> 00:01:12,960
+getting cold cold calls that are called
+
+44
+00:01:12,960 --> 00:01:14,479
+sales whereas people
+
+45
+00:01:14,479 --> 00:01:16,159
+will frequently enjoy cold calls if they
+
+46
+00:01:16,159 --> 00:01:18,080
+create value for them so what i mean by
+
+47
+00:01:18,080 --> 00:01:18,720
+that is
+
+48
+00:01:18,720 --> 00:01:20,720
+when you're cold calling the fundamental
+
+49
+00:01:20,720 --> 00:01:22,320
+focus should be to build a relationship
+
+50
+00:01:22,320 --> 00:01:22,880
+with the person
+
+51
+00:01:22,880 --> 00:01:24,640
+you're you're you're contacting to
+
+52
+00:01:24,640 --> 00:01:26,000
+understand them to qualify
+
+53
+00:01:26,000 --> 00:01:27,600
+them not to sell them you don't want to
+
+54
+00:01:27,600 --> 00:01:29,200
+sell to them in that first cold call
+
+55
+00:01:29,200 --> 00:01:31,040
+now there are some rare circumstances
+
+56
+00:01:31,040 --> 00:01:32,479
+where what you're selling
+
+57
+00:01:32,479 --> 00:01:34,479
+you know exactly that that person is is
+
+58
+00:01:34,479 --> 00:01:36,240
+someone who's interested but most most
+
+59
+00:01:36,240 --> 00:01:36,799
+cases
+
+60
+00:01:36,799 --> 00:01:38,560
+those are warm calls those are people
+
+61
+00:01:38,560 --> 00:01:40,560
+have opted in they're part of some list
+
+62
+00:01:40,560 --> 00:01:42,560
+they have they have they've taken some
+
+63
+00:01:42,560 --> 00:01:44,320
+action to indicate that they want
+
+64
+00:01:44,320 --> 00:01:46,000
+to be sold that product which doesn't
+
+65
+00:01:46,000 --> 00:01:47,200
+make them cold anymore it makes them
+
+66
+00:01:47,200 --> 00:01:48,799
+warm or you know lukewarm or
+
+67
+00:01:48,799 --> 00:01:50,000
+however you want to you you want to
+
+68
+00:01:50,000 --> 00:01:52,000
+classify it but when it comes to cold
+
+69
+00:01:52,000 --> 00:01:53,280
+calling when you're first reaching out
+
+70
+00:01:53,280 --> 00:01:54,399
+to a prospect they don't know anything
+
+71
+00:01:54,399 --> 00:01:54,960
+about you
+
+72
+00:01:54,960 --> 00:01:56,000
+they don't know what your product is
+
+73
+00:01:56,000 --> 00:01:57,119
+they don't know what your services they
+
+74
+00:01:57,119 --> 00:01:58,240
+don't know what your offer is
+
+75
+00:01:58,240 --> 00:01:59,759
+you don't even know if if they're
+
+76
+00:01:59,759 --> 00:02:01,360
+qualified to purchase your product or
+
+77
+00:02:01,360 --> 00:02:01,840
+service
+
+78
+00:02:01,840 --> 00:02:04,240
+you should not be trying to sell to them
+
+79
+00:02:04,240 --> 00:02:06,000
+one one fantastic example my
+
+80
+00:02:06,000 --> 00:02:08,080
+sales coach used to give me was think of
+
+81
+00:02:08,080 --> 00:02:09,520
+you know when you go out on a date when
+
+82
+00:02:09,520 --> 00:02:10,560
+you go out for your first date what
+
+83
+00:02:10,560 --> 00:02:11,920
+would happen if you asked the person to
+
+84
+00:02:11,920 --> 00:02:13,280
+if you propose to the person you know
+
+85
+00:02:13,280 --> 00:02:15,200
+you had a great hour two three
+
+86
+00:02:15,200 --> 00:02:16,480
+hour long date and then all of a sudden
+
+87
+00:02:16,480 --> 00:02:18,239
+you get down on one knee and propose
+
+88
+00:02:18,239 --> 00:02:20,160
+right what what would they think yeah
+
+89
+00:02:20,160 --> 00:02:21,840
+you're right you probably get some
+
+90
+00:02:21,840 --> 00:02:22,640
+strange looks and
+
+91
+00:02:22,640 --> 00:02:23,680
+there's a high probability you'll
+
+92
+00:02:23,680 --> 00:02:25,360
+probably never hear from that person
+
+93
+00:02:25,360 --> 00:02:25,840
+again
+
+94
+00:02:25,840 --> 00:02:27,599
+it's a similar experience when you're
+
+95
+00:02:27,599 --> 00:02:29,120
+trying to cold sell to someone you just
+
+96
+00:02:29,120 --> 00:02:29,680
+cold called
+
+97
+00:02:29,680 --> 00:02:31,200
+right you have just introduced yourself
+
+98
+00:02:31,200 --> 00:02:32,720
+they just became aware of
+
+99
+00:02:32,720 --> 00:02:33,920
+of who you are before they had an
+
+100
+00:02:33,920 --> 00:02:34,879
+opportunity to learn more about your
+
+101
+00:02:34,879 --> 00:02:35,760
+product or your service
+
+102
+00:02:35,760 --> 00:02:37,200
+you're trying to propose to them you're
+
+103
+00:02:37,200 --> 00:02:39,200
+trying to get them to give you
+
+104
+00:02:39,200 --> 00:02:40,560
+their money right which from from a
+
+105
+00:02:40,560 --> 00:02:42,560
+business perspective is very similar
+
+106
+00:02:42,560 --> 00:02:44,319
+to you know when when a life partner
+
+107
+00:02:44,319 --> 00:02:46,400
+says yes now a lot of people don't cover
+
+108
+00:02:46,400 --> 00:02:47,440
+this but i mean
+
+109
+00:02:47,440 --> 00:02:48,640
+i don't want to go into too much depth
+
+110
+00:02:48,640 --> 00:02:50,319
+on it but essentially the reality of the
+
+111
+00:02:50,319 --> 00:02:52,080
+situation is is it's much harder
+
+112
+00:02:52,080 --> 00:02:53,440
+to end a business relationship than it
+
+113
+00:02:53,440 --> 00:02:54,959
+is to end a marriage it's unfortunate
+
+114
+00:02:54,959 --> 00:02:55,599
+that's how it is
+
+115
+00:02:55,599 --> 00:02:56,959
+but that's the reality of it right so
+
+116
+00:02:56,959 --> 00:02:58,400
+when you when you cold call someone and
+
+117
+00:02:58,400 --> 00:02:59,440
+you're attempting to
+
+118
+00:02:59,440 --> 00:03:00,480
+sell to them instantly on the phone
+
+119
+00:03:00,480 --> 00:03:01,920
+you've spoken to them maybe 90 seconds
+
+120
+00:03:01,920 --> 00:03:02,879
+and you get your pitch in
+
+121
+00:03:02,879 --> 00:03:03,920
+it's a high chance it's not going to
+
+122
+00:03:03,920 --> 00:03:05,280
+work because it's not a good experience
+
+123
+00:03:05,280 --> 00:03:06,959
+because for that customer's perspective
+
+124
+00:03:06,959 --> 00:03:08,640
+they see you as just chasing the money
+
+125
+00:03:08,640 --> 00:03:10,400
+they see you as not really focused on on
+
+126
+00:03:10,400 --> 00:03:11,599
+delivering value and i know there are
+
+127
+00:03:11,599 --> 00:03:12,640
+some exceptions and there are people out
+
+128
+00:03:12,640 --> 00:03:13,280
+there that are
+
+129
+00:03:13,280 --> 00:03:14,400
+exceptionally good at it and there's
+
+130
+00:03:14,400 --> 00:03:15,680
+specific services and products that
+
+131
+00:03:15,680 --> 00:03:16,800
+might be a good fit for it
+
+132
+00:03:16,800 --> 00:03:19,840
+but fundamentally speaking overall cold
+
+133
+00:03:19,840 --> 00:03:21,760
+calling is about calling someone you've
+
+134
+00:03:21,760 --> 00:03:22,879
+never spoken to
+
+135
+00:03:22,879 --> 00:03:24,319
+and building a relationship with them
+
+136
+00:03:24,319 --> 00:03:25,680
+doing the foundations of that
+
+137
+00:03:25,680 --> 00:03:26,319
+relationship
+
+138
+00:03:26,319 --> 00:03:27,840
+rather than trying to sell to them does
+
+139
+00:03:27,840 --> 00:03:30,000
+that make sense yeah i i understand what
+
+140
+00:03:30,000 --> 00:03:31,760
+you mean it can it can be very time
+
+141
+00:03:31,760 --> 00:03:34,000
+consuming but if you focus on shifting
+
+142
+00:03:34,000 --> 00:03:35,200
+you know cold calls from trying to get a
+
+143
+00:03:35,200 --> 00:03:36,799
+sale what you'll start to find is people
+
+144
+00:03:36,799 --> 00:03:37,920
+are going to be more engaged because the
+
+145
+00:03:37,920 --> 00:03:39,280
+types of conversation you have
+
+146
+00:03:39,280 --> 00:03:40,400
+you're not going to be rushing to get
+
+147
+00:03:40,400 --> 00:03:41,599
+them to a point where they say yes or no
+
+148
+00:03:41,599 --> 00:03:42,400
+to buy your stuff
+
+149
+00:03:42,400 --> 00:03:43,519
+and then you try and get them on the
+
+150
+00:03:43,519 --> 00:03:45,200
+phone it's genius people know people can
+
+151
+00:03:45,200 --> 00:03:46,640
+pick up on it i'm sure you've received
+
+152
+00:03:46,640 --> 00:03:48,000
+calls and within the first five or ten
+
+153
+00:03:48,000 --> 00:03:49,120
+seconds ago this guy's going to sell me
+
+154
+00:03:49,120 --> 00:03:49,760
+something
+
+155
+00:03:49,760 --> 00:03:51,360
+i'm just not interested right whereas if
+
+156
+00:03:51,360 --> 00:03:52,480
+you get a call about someone trying to
+
+157
+00:03:52,480 --> 00:03:53,680
+show interest in you trying trying to
+
+158
+00:03:53,680 --> 00:03:54,640
+understand hey you know what
+
+159
+00:03:54,640 --> 00:03:56,879
+i i saw on your website you guys do seo
+
+160
+00:03:56,879 --> 00:03:58,000
+can you tell me a little bit more
+
+161
+00:03:58,000 --> 00:03:59,920
+about about that if they start to
+
+162
+00:03:59,920 --> 00:04:01,760
+qualify themselves if they start to
+
+163
+00:04:01,760 --> 00:04:04,560
+assess in that cold call is this someone
+
+164
+00:04:04,560 --> 00:04:05,920
+i need to sell my product or service to
+
+165
+00:04:05,920 --> 00:04:07,040
+it creates a fundamentally
+
+166
+00:04:07,040 --> 00:04:08,239
+better experience and the same will
+
+167
+00:04:08,239 --> 00:04:09,920
+happen if you focus on creating a
+
+168
+00:04:09,920 --> 00:04:11,040
+similar experience for you
+
+169
+00:04:11,040 --> 00:04:13,120
+for your potential clients when you cold
+
+170
+00:04:13,120 --> 00:04:14,480
+call them right so
+
+171
+00:04:14,480 --> 00:04:16,399
+the objective of a cold call i think the
+
+172
+00:04:16,399 --> 00:04:17,918
+best objective to have from a cold call
+
+173
+00:04:17,918 --> 00:04:18,238
+is
+
+174
+00:04:18,238 --> 00:04:20,798
+to set up another call a a longer call
+
+175
+00:04:20,798 --> 00:04:22,479
+maybe 15 minutes 20 minutes half an hour
+
+176
+00:04:22,479 --> 00:04:23,440
+or an hour if
+
+177
+00:04:23,440 --> 00:04:25,520
+if it's the right fit but that first
+
+178
+00:04:25,520 --> 00:04:27,040
+call is literally just to validate
+
+179
+00:04:27,040 --> 00:04:28,479
+qualify is this is this person a
+
+180
+00:04:28,479 --> 00:04:29,520
+potential customer
+
+181
+00:04:29,520 --> 00:04:32,000
+if they are a potential customer what
+
+182
+00:04:32,000 --> 00:04:34,000
+sort of services or products that i have
+
+183
+00:04:34,000 --> 00:04:34,720
+will they need
+
+184
+00:04:34,720 --> 00:04:36,400
+and to what extent will the amount of
+
+185
+00:04:36,400 --> 00:04:38,000
+value i create to them need to be
+
+186
+00:04:38,000 --> 00:04:39,120
+integrated in their business
+
+187
+00:04:39,120 --> 00:04:40,880
+what i mean by that is a lot of times
+
+188
+00:04:40,880 --> 00:04:42,400
+the products or services or what you
+
+189
+00:04:42,400 --> 00:04:43,040
+offer
+
+190
+00:04:43,040 --> 00:04:45,280
+need to be customized for that specific
+
+191
+00:04:45,280 --> 00:04:47,040
+business just a little bit
+
+192
+00:04:47,040 --> 00:04:48,320
+in that cold call what you want to do is
+
+193
+00:04:48,320 --> 00:04:50,160
+you want to assess how sophisticated are
+
+194
+00:04:50,160 --> 00:04:51,759
+they as a customer where do they fall
+
+195
+00:04:51,759 --> 00:04:52,800
+within the
+
+196
+00:04:52,800 --> 00:04:54,639
+the the target customers that you have
+
+197
+00:04:54,639 --> 00:04:56,160
+do they have money to buy your services
+
+198
+00:04:56,160 --> 00:04:58,000
+you don't want to spend three weeks
+
+199
+00:04:58,000 --> 00:04:59,040
+going through a sales process with
+
+200
+00:04:59,040 --> 00:05:00,160
+someone who fundamentally
+
+201
+00:05:00,160 --> 00:05:02,960
+can't buy from you right so that first
+
+202
+00:05:02,960 --> 00:05:03,280
+call
+
+203
+00:05:03,280 --> 00:05:05,680
+is really about just assessing is this
+
+204
+00:05:05,680 --> 00:05:06,800
+someone i want to build a relationship
+
+205
+00:05:06,800 --> 00:05:07,199
+with
+
+206
+00:05:07,199 --> 00:05:08,400
+you want to build relationships with
+
+207
+00:05:08,400 --> 00:05:09,600
+customers that have money that are
+
+208
+00:05:09,600 --> 00:05:10,960
+eligible to buy your services right you
+
+209
+00:05:10,960 --> 00:05:12,080
+don't want to build relationships
+
+210
+00:05:12,080 --> 00:05:13,759
+with people that are fun that you know
+
+211
+00:05:13,759 --> 00:05:15,039
+that that's a personal thing that has
+
+212
+00:05:15,039 --> 00:05:16,080
+nothing to do with your business
+
+213
+00:05:16,080 --> 00:05:17,520
+right so when you're cold calling what i
+
+214
+00:05:17,520 --> 00:05:19,120
+would encourage you to do is
+
+215
+00:05:19,120 --> 00:05:21,840
+focus on really trying to identify and
+
+216
+00:05:21,840 --> 00:05:23,440
+understand that that customer learn more
+
+217
+00:05:23,440 --> 00:05:24,479
+about their business
+
+218
+00:05:24,479 --> 00:05:26,000
+right learn more about if your product
+
+219
+00:05:26,000 --> 00:05:27,680
+or service is a good fit and if it's not
+
+220
+00:05:27,680 --> 00:05:29,280
+no harm no foul just you know you can
+
+221
+00:05:29,280 --> 00:05:30,720
+you can end the call right there be like
+
+222
+00:05:30,720 --> 00:05:32,160
+you know what i really appreciate you
+
+223
+00:05:32,160 --> 00:05:33,600
+use uh spending some time to explain
+
+224
+00:05:33,600 --> 00:05:35,919
+your business um this is what i do i
+
+225
+00:05:35,919 --> 00:05:36,800
+don't think it's a
+
+226
+00:05:36,800 --> 00:05:38,240
+it's a right fit give them give them an
+
+227
+00:05:38,240 --> 00:05:40,000
+opportunity to to say yes or no but
+
+228
+00:05:40,000 --> 00:05:40,880
+fundamentally most people will
+
+229
+00:05:40,880 --> 00:05:42,160
+appreciate that most people will enjoy
+
+230
+00:05:42,160 --> 00:05:43,440
+that because it's so different
+
+231
+00:05:43,440 --> 00:05:45,440
+from all the other cold selling cold
+
+232
+00:05:45,440 --> 00:05:46,800
+calls that they get right so
+
+233
+00:05:46,800 --> 00:05:49,280
+again i suggest focusing on cold calling
+
+234
+00:05:49,280 --> 00:05:50,720
+rather than coal selling and i'm sure
+
+235
+00:05:50,720 --> 00:05:52,160
+what you'll you'll start to see is
+
+236
+00:05:52,160 --> 00:05:54,080
+is a difference in in your motivation
+
+237
+00:05:54,080 --> 00:05:55,600
+and a difference in the way the
+
+238
+00:05:55,600 --> 00:05:56,560
+conversations go
+
+239
+00:05:56,560 --> 00:05:58,560
+does that make sense i hope you found
+
+240
+00:05:58,560 --> 00:05:59,759
+that clip useful
+
+241
+00:05:59,759 --> 00:06:02,720
+in the comments below let me know have
+
+242
+00:06:02,720 --> 00:06:04,080
+you ever heard of the difference between
+
+243
+00:06:04,080 --> 00:06:07,039
+cold calling and cold selling before
+
+244
+00:06:07,039 --> 00:06:08,880
+if you're a freelancer or business owner
+
+245
+00:06:08,880 --> 00:06:10,240
+who's struggling to get
+
+246
+00:06:10,240 --> 00:06:13,039
+clients predictably in the description
+
+247
+00:06:13,039 --> 00:06:14,479
+below you'll find a link for a
+
+248
+00:06:14,479 --> 00:06:16,080
+complimentary one-on-one strategy
+
+249
+00:06:16,080 --> 00:06:17,039
+session with me
+
+250
+00:06:17,039 --> 00:06:18,560
+we'll dive deep into what you're trying
+
+251
+00:06:18,560 --> 00:06:20,240
+to do this year and outline a
+
+252
+00:06:20,240 --> 00:06:22,160
+step-by-step plan to get you where you
+
+253
+00:06:22,160 --> 00:06:23,759
+want to be
+
+254
+00:06:23,759 --> 00:06:25,759
+as always be sure to smash that like
+
+255
+00:06:25,759 --> 00:06:26,880
+button and subscribe
+
+256
+00:06:26,880 --> 00:06:29,039
+i release more videos like this every
+
+257
+00:06:29,039 --> 00:06:31,759
+wednesday
+
diff --git a/public/cold_calling_chapters.srt b/public/cold_calling_chapters.srt
new file mode 100644
index 0000000..511f415
--- /dev/null
+++ b/public/cold_calling_chapters.srt
@@ -0,0 +1,31 @@
+1
+00:00:00,560 --> 00:00:06,080
+Introduction
+
+2
+00:00:06,080 --> 00:00:24,320
+The Problem with Cold Selling
+
+3
+00:00:24,320 --> 00:01:00,640
+What is the Difference Between Cold Calling and Cold Selling?
+
+4
+00:01:00,640 --> 00:01:54,399
+Why is Cold Selling a Bad Idea?
+
+5
+00:01:54,399 --> 00:03:05,280
+How to Build Relationships with Cold Calls
+
+6
+00:03:05,280 --> 00:04:14,480
+The Objective of a Cold Call
+
+7
+00:04:14,480 --> 00:05:46,800
+Focusing on Cold Calling, Not Cold Selling
+
+8
+00:05:46,800 --> 00:06:31,759
+Outro and Call To Action