37 Minutes of LIVE Cold Calling Chaos

0:00between four o 'clock and five o 'clock. Is that true, Jack Frimston? Well, we're going to find out. That's why we changed it. We did the time a little bit later than last time. So we did it at one o 'clock and we thought, let's switch it up because people say four till five, that's admin time. That's time to chat to claudebot.com and get to know what's happening. We'll put claudebot.com's handles in the description. So we're going to see if people are picking up And we're hoping that some of our friends across the pond are going to be joining us. I have just got a notification. We've got to check.

0:35Happening now, cold calling live. Nooks presents Jack Frimson and Zach Thompson. Let's just see if we have gone live because it's saying, wow, hundreds of people are attending. Wow. Wow. It looks live and people are joining. So we will wait for a few minutes because I know people are going to the bathroom, having their last cigarette of the day and hoping to go into the bar and hoping that we are going to get a shed load of rejection so honest question cold calling live how do you feel Zach Thompson I actually feel a little bit under the weather at the moment I've got a bad voice or maybe a sexy voice depends on who's listening to it random boss would say and you know I was at a wedding on the weekend i'm probably a little bit tired as well so there's a few things working against me but what's not working against me is my mind do you know why why because regardless of what i think i know that you've put this in my diary and i have to do it because what happens if i don't do it what did you tell me that you'll do to me i'm not allowed to say it on a camera but you are in big big trouble what about you mate how are you feeling i'm feeling it's the end of the day we've been in back-to-back meetings all day we've met some cool people we've met some prospects we've done some internal stuff people forget that we aren't just we aren't just linkedin wannabes we are also running a business alongside it um but there's there's an audience joining now i think we should get into it are you ready for it i'm ready who's going first well i've i've added you to the uh the stage you were the first one are you happy to go first or do you want to rock paper scissors for it no no no i'll go first all right um i'm just starting the session with our good friends over at nooks and i'm gonna press start calling just let me know if you hear hear the answer i'm ready oh it's that live noise let's go here we go zacky t hello that's not james is it it is yeah oh hello jim you're probably gonna hate me for this it's a monday afternoon and this is one of those horrible cold calls.

2:51So I don't know if you want to throw your phone out the window now. Maybe. I might do the minutes. Yeah. Okay. Can I fly for it very quickly? And if you hate me, I will take the hang up on the chin. Okay. So I normally get welcomed in by directors of sales who are a little bit frustrated when it comes to the new business side of things. So there's perhaps a feeling that there's not enough meetings in the diary. And as a result, they're in this kind of feast and famine cycle. or they are meeting people but it feels like the wrong types of people whether that be not qualified enough or not quite the right persona and as a result they're sort of chasing their tail now i've got a feeling this might be the part where you tell me that's not a problem you experience and i need to go and bother someone else yeah we've got um i mean you're right in the sense that i guess you've assumed that i look after that side of things which i do um um you We want thousands of qualified leads coming in every day.

3:45That's just never, ever the case in our business. But I do have a couple of external parties working for me at the minute who are booking stuff in the diary. So one is an ex, I don't know if you know Gung Ho Marketing, you can look them up, but one is an ex-salesperson, or SDR, sales development rep, from a company called Gung Ho, who's being very productive. AI, sort of lead generation tool called Superbenji. Superbenji? Have a look at them. Yeah, and they're actually, I mean, we're just trialing them at the minute, and they are being very productive early days, and in that respect, we're giving them six months, so I have no bandwidth to look at anything else at the minute.

4:29To take anything else on. Okay, you're fully sure. Do you mind if I ask you something before I let you go? Yeah, sure, sure. I suppose if you were to quantify, to treat me like a five-year-old, what would you say is the problem that you're trying to solve through Superbenji and the gung-ho person? Yeah, so we know who our leads are. We work in an industry where we know exactly who we need to talk to. The single problem is actually getting someone to, like you've done with me, is getting someone to answer the phone and agree to a meeting. Oh, really? So we know exactly who our targets are. But they're senior guys, heads of risk, heads of compliance, chief risk officers, all that sort of stuff.

5:11And it's just it's simply a bandwidth issue. It's simply them, you know, finding time for us to explain what we do and all that sort of thing. But, yeah, so that's the single challenge. And SuperBenji, you can have a look at their website. They're kind of interesting, but they've got an angle in terms of trying to hook people. and then the other person we're using is chasing up on warm leads that we've developed over over six years or so so people who've known us in the past that have gone cold is is is super benji then does it what does it do emailing and linkedin and stuff like that is that its focus all of that yeah it does that email linkedin scripts scripts replies and all that kind of stuff right okay okay what what what do you think what do you think i could ring you back about that would make you say you know what I might give that guy a shot yeah I think timing is probably the most important thing in the sense that as I said really for the next couple of months we're really evaluating these two new relatively new engagements for us so I can't chop and change it would be silly to do so really so I think you know call in three months time and you could ask me how have they got on what's our hit rate what's our conversion rate and then I have to say subject matter expertise is a key thing whenever we get on a call with a prospect um you know they have to know what we're talking about we have to know what their world is all about that makes sense probably one of the key things okay and you know usually i don't need to tell you but it's not you know hard sell is not what we do it's very much consultative sales so it's about subject matter and stuff like that okay okay that makes it and then very last very last thing before i let you go just the the the three month mark when i call you back what should i say that makes you remember me this probably hasn't been the most memorable call you ever had in your life?

6:57You can remind me of your name for a start. Okay, okay. Well, I'm Zach. So if I call you back and I say it's Zach, I'm here to save the day and rid you of Super Benji, you might say what you're talking about. Super Benji now runs the business. What are you talking about? You might say to me. Well, maybe. Yeah, yeah, yeah. That's fair enough. I mean, I don't. Zach I'll remember because many people call Zach. Okay, okay. Well, look, I really appreciate you taking the time on a Monday afternoon. Yeah, I'll chat to you in three months. No worries. Okay. All the best. Take care. Cheers, mate. Bye, mate.

7:30Give him thumbs up. Send the love hearts in the group chat. That was beautiful, Mr. Thompson. Do you want to give us a little breakdown? What was happening there? Obviously, no problem or current needs necessarily. I mean, there was a we're trying to solve this, but it was more the bandwidth thing. there's only so much time you should spend there anyway i think i know the problem but it's a case of i have a cough and a cold and i'm actually taking the medicine and it needs three months to potentially work so there's no point me saying take my medicine as well in the meantime which is actually a chat line that i've used in a couple of bars in blackpool in my uh in my youth they say don't they like um you see it all the time on like instagram and sales talk and all those things where it's a case of like, oh, if they say this, say that.

8:24We have a provider. We can do this. But somebody called one of our clients the other day and they were really lovely. And you hope that that's the case. Remember that. Like if you're in sales, you are going to have like your own clients. You hope that they're doing things and trying to solve it. You still unpacked it. You still ask the questions. But well done. Really, really good. And with that, I think it's my turn.

8:47Jack Zac:Oh, God. I'm so tired. I've just been talking to qualified prospects all day without any wait time. How have you been doing it? Because I've been cold calling people on my mobile and I reckon I've spoken to one person. No, no, no. Stop that right now and use Nooks.ai. Why? What does Nooks do? It finds me the right people to call and it calls them and it connects with them over and over and over again. So you're saying it's Nooks.ai and I can just be speaking to qualified decision makers all the time? No other better connection, right? Wow, Nooks.ai. Okay, here we go. i'm going parallel three i'm parallel five man i'm not oh you frozen as well you're so slow and that's going to be the way i handle objections today do you think it's so slow because what happens you use it too much i don't hardly use it i don't even work here and sorry i'm loading it up i got a lot of complaints about that there was a guy in the early days of the podcast who commented saying this is unlistenable because the guy's chewing his pen too much.

9:56Do you think I would have learned my lesson by now, guys? The stock... There we go. There you go. Can you hear that? Now let's hope that the cold calling gods are on our side and you get some abuse now, straight away. That's what I'm looking for. I want someone to say, this is my kebab shop. He's retired. Put your teeth back in, John. That's what I heard once. hello that's not mic is it

10:27hello

10:31hello

10:35i heard nothing then i didn't hear anything either will you do another one right we're going straight back in

10:44Jack Zac:we're gonna log and resume baby why weren't you prepared You know people message you and go, you're so amazing, man. You're amazing at LinkedIn. You can't even fucking press dial, though. You get so many impressions, man. You can't even press dial.

11:06Jack Zac:Start calling. It's spinning. I don't think it could be a word. Page unresponsive. Oh, man. Come on. I can't even press dial remember your dial you should change it to right let me just do it now this is absolutely ridiculous hello is that Bea? yeah oh hello Bea you're probably going to hate me for this it's actually one of those annoying sales calls on a Monday afternoon yeah can you delete this off your database? I can yeah absolutely

11:47and that's what i get for for having to do this on my own jack i love that for saving the day there you go it's only mate it's only 45 minutes of pure dialing left to go um someone sent someone sent me a a manual number on linkedin and i'll bell them on i'll bell them on my phone hello is that dave hello hello that's not dave is it

12:16Jack Zac:hello hello hello that's not dave is it hello hello hello hello

12:28yeah welcome to the worst episode of cold calling live ever i'm doing the next one zach's frozen zach's frozen no one's picking up and my computer's broke

12:45Jack Zac:Hello is that Clara? Yes speak Ken. Oh hello, I'll be very honest you might hate me for this, it's actually a sales call so I don't know if that makes you want to hang up on me straight away or let me have 30 seconds first, it's totally up to you. Go on, it wouldn't make me hate you. Okay, okay. I'm in sales. Oh good, all right, well let me give it a go and obviously if you do hate me at the end you can hang up. um so i normally get welcomed in by uh people who are struggling with a couple of problems so the first one is they might not have enough meetings in the diary with people who might be potential customers and as a result they're in a constant kind of feast or famine cycle and the other problem is they are meeting people but it's the wrong types of people so you know wrong types of prospects people who aren't qualified probably maybe not senior enough and as a result they're probably chasing the tail a little bit but I've got a feeling you might tell me those two aren't problems that you experience and I need to go and bother someone else um not really um and now's not the best time but um yeah not for me but listen actually you did get my attention so that was quite a good uh opening but no it's not right for me, I'm afraid.

13:59Okay. Is it not right for you or is it more the business? What would you say is my best put - Both, really. Both? Both at this point in time, yeah. Okay, okay. All right, but thank you very much for the call. No problem. Can I ask you one last thing before I let you go? Go on, go on. Is it not right for you because you've just got so many new opportunities coming through or is it more of a case of my silly accent scared you off? No, it's not that. Just, yeah, that was the first one, really. The first one. All right. No worries. All right. All right. All right. Thank you so much. Bye. Cheers. Bye.

14:35That was really good. She sounded like she couldn't, if I'm detecting anything there, she sounded like she couldn't talk about that because she was in the room with someone. You know that thing that people do where they're like, it's not that, it's the first one. We do it on Teams. Yeah, I can't slug off myself. Wow, Josh Flay definitely should not be on this. Josh Flay works for us and should be doing this himself right now. so that's a really interesting thing that you've seen commented there i'll be bringing to your one-to-one wow i'll be coming to you one-to-one as well and that's going to be a two-to-one and i'm trying to move i'm trying to move tabs at the minute and it's really slow do we uh does anyone have a number i could just call would you be able to could you if i call yeah i'll give you a number you can just call let me just let me just make sure people can can hear it right but surely jack you you sorted all this out before you started didn't you like you put everything's been everyone's yeah people have showed up there for you they've not showed up for me you'll die five million impressions can you hear that hello hello can you hear that on the yeah oh did it work yeah yeah all right so we can do it yeah we don't need to do this to do it yeah

15:50Jack Zac:it works show me how your phone works get off of it whoa wait you're coming out there this is a right I need I need some data get Prospeo up let me get Prospeo right one sec we're going old school on this am I doing another call or not do another one while up yeah do another one while we prep

16:22because my computer can't hack it

16:31Jack Zac:hello is that craig yeah hi two speaking oh hello it's it's zach calling you might hate me for this it's actually a sales call so i don't make sure you want to hang up on me immediately or let me have 30 seconds would never do that being a recruiter slash salesperson myself but what can i help you with Well, I'll fly through it very quick. Obviously, if it's not for you, I will let you crack on with the rest of your day. Does that sound fair? So I normally get brought in by people who are struggling a little bit when it comes to sales. Could be that there's not enough meetings in the diary with potential customers, and as a result, they're in this constant feast or famine cycle.

17:08Or secondly... Did I reach out to you before? Do you do a kind of BD course that you're hawking on LinkedIn and email? I don't do a course. I'll do the grunt work for you. I probably should be doing courses. I might be less great. Yeah, probably. No, that wouldn't fly for us. I've worked for the Impelem Group. The Impelem Group recently merged for Headfirst. We're VC-backed. They're stripping costs out of the company. We're all experienced, highly targeted consultants, managers, directors. if we brought in external talent to help us do our jobs we wouldn't have one right okay that makes sense can i ask a question before i let you go go on you mentioned a bd course before you weren't were you looking into a bd course or did someone try and flog you a bd course to i know someone did but it was a recruiter about recruitment who works with supposedly we all know what it's like, smoke a mirror most of the time, but with some companies that I know and respect.

18:15And he offered a kind of a recruitment masterclass, but it's a recruiter that works with recruiters for recruiters. So I just pitched that to my COO and said, amongst all this shit, I would like to give something back. It's only a grand. What do you think about it? and I haven't heard anything. So look, there is no appetite in our business to spend. Wow. So I would be focusing on other companies and probably not recruiters either. So are you a recruit yourself or yourself? What are you? What do you do? I'm a gun for hire salesperson. So yeah, I get brought into that kind of top of funnel piece, which people feel like they don't want to do anymore unless they're a glutton for punishment, which it sounds like perhaps you are.

19:05Yeah. Yeah. So it's not going to work for us, but good luck. I can't point you in any kind of direction that's going to be valuable to you either. No problem. I don't suppose there's a high school bully, you know, I can go and perhaps bother instead of you.

19:24What do you mean? Just someone who perhaps might want a cold call at half four on a Monday, whether it be a referral or someone that you really hate.

19:36No. If I thought that there was any way that I could help you, having been on this phone too long already, because I wanted to give you some feedback, then I would. But honestly, I don't. I appreciate it. All right. Wish you all the best. Take care. See you later.

19:55So good, man. You're doing so well. And honestly, I don't like to say that you're carrying it because it's very rare, but you are carrying it. some really really good stuff so thank you but i've got a number i've got a mobile phone we're belling up you ready you just tell me that you can hear this

20:16yeah

20:19Jack Zac:it is quiet though but yeah really quiet yeah you're in your own personal office you don't have to hello that's not aaron is it okay no worries thank you right let me take these can you hear me now yeah it's really echoey but yeah okay people are gonna love this right why don't you do a big echoey cold call now mate

20:50can you not cough like that so disrespectfully i don't think you've got any legs of standard i thought you've done the world's smallest bloke in manchester doing this to us

21:04i'm gonna have a mate watch this though i'm gonna have a new hey guys here's how to be really good

21:09Jack Zac:was dying all the time. Can't even press dial on his laptop. Yeah, mate, we've heard that joke three times now. Just unbelievable. I'm doing it for people who maybe just joined slightly late. They're like, Jack Frimston's here. I love that guy. Right, move up. You've got to be quiet, though. In fact, I'm going to mute you.

21:33Hello, that's not John, is it? Yeah, speaking. Hello, John. I'll be very honest with you, because I'm sure you get lots of these. It is a sales call. I don't know if that makes you want to slam the phone up right away or let me have 30 seconds. I can't really talk in the moment because I've got two lads upstairs who've got exams on today and tomorrow. Oh, okay. I thought you were going to say something worse then, two lads upstairs tied up or something like that. No, no, no, no. Yeah, so if you want to give me a call back later in the week, that's great. Yeah, yeah, sure. Wish them luck. What are they studying?

22:05GCSE there. Wow, hard. Harder these days. Yeah, I'm doing it. Okay, no worries. I'll give you a call back. Cheers, mate.

22:18Jack Zac:Is that good? Is that what you're okay? Yeah, man. Is that what you're okay? I've got two lads upstairs. You shouldn't start with that, should you? No, you shouldn't. Not whispering like that either. I've got... I can't tell you, I've got two lads upstairs. But actually, what is the right way? What's the right tone of voice to deliver that sentence in? I don't know. And actually, of all the sales training I've ever done, I've not been taught how to handle that objection. If you stand in a meeting or a funeral... I've got two dads upstairs. It's GCSE and I'm whispering. What? I can't understand what would make you...

22:55What would they be doing?