How to cold call with IOS and Google Screening

0:00Call screening services are stopping you doing your job and me and Jack are here to help you in this video we're going to discuss how to get around that pesky call screener. whether you're ringing people on Apple or Android, we've got the answer for you in this video. Jack, tell the people at home about bloody call screening, will you? Call screening is something very new, but you've got to remember that a call screening device is a gatekeeper and gatekeepers have been around as long as time has existed. So there's nothing new here. I actually think a call screening device is a salesperson's best friend because it gives you the opportunity to kind of get directly through to them.

0:40You can bypass them. You can be smart, you can be clever, and all the crap salespeople aren't going to be able to get past them, which means 100 % of the conversations for you, Zach Thompson. There's probably a few different ways you can think about it. I think before we get into the phone screen, then we're going to give you some sales tips and practical advice as the podcast goes on. I think one thing to think about is what are you dialing from? So I know a lot of people will dial from their own mobile number. if you are dialing from a dialer i would say first rule is try and have a mobile number i know some people do it from a landline number i'm more dubious even if i see an 0161 number and that's 0161 money on the map i'm more dubious to answer a landline number i'm a bit like whereas a mobile number feels like it could be client it could be an opportunity it could be it could be something whereas when i see a landline number me personally i always think sales so i try and have the number and so many people don't even check whether it's coming up as spam or fraud or something like that that's like your first step because if it's coming up as spam even if you use all the tools that we're going to talk about in the video the first inception is this is a spam call so i think like start there make sure it's tidy before you start dialing before we kind of give some actual things that people can say what what do you think is the rule of thumb when when trying of bypass screening devices like screening devices and gatekeepers less is more um so screening devices typically going to ask you who are you where are you calling from what's the purpose of the call all that type of stuff less is more so first name you don't have to give full names and purpose of the call could it could it could literally be it's jack it's that calling that's enough that's enough for a screening device you don't have to be giving war and peace but I've heard lots and lots of people saying it's Zach Thompson calling from ABC company just looking to speak to you about your CRM you're never going to get through giving too much away the less is more no don't spill the beans don't blow your load what about you I think the big thing is like you've got to remember that there's no tone everything is written down so a lot of the time the only time I use screening devices is if I'm in a call, then I'm like, oh, I can see it.

3:06You know, I mean, I'm on a meeting. I shouldn't be looking at my phone, but I am. I can see it coming through so I can work out if it's something important or not. I think there's, whether you're trying to get back or you're trying to get a callback. So that's one thing. People are using it when they're actually in meetings. They can see who's calling me. I think it's about leaving the curiosity gap open. So that curiosity where people might say, I want to scratch that itch. so if you say Zach it's Jack calling my brain automatically goes who is that or who is Jack I can't remember which one I was obviously you or me but I'm trying to work out who is it is it me is it you is it do you know I mean and I'm like do I know a Jack is it Jack from the park is it Jack from the pub is it Jack from the train station you're more likely to get a pickup and that's when you can hit them with your pattern interrupts and your openness that we've been through on many other podcast before.

4:01What other advice would you give to someone? Other advice is, let's say you don't get through the first time, and that's pretty typical of cold calling anyway, but let's say you don't get through the first time. Put them in a list for callbacks, so I couldn't get past the screening, Google screening, whatever it is that I couldn't get past. And when you ring back, Jack, it's Zach just giving you a callback. Like, callback? I spoke to this guy before. And then when you get through, I'm just calling you back. I tried to get hold of you last week. I'm through now very good let's go in with a pad interrupt other things I mean what I like to do is start off with baby steps alright we're at baby steps now if you want to jump straight to the end to Jack's point about curiosity when it says purpose for the call I go message encrypted wow it just comes up on the person's phone message encrypted I like that that's very good could not transcribe because I've not transcribed that is that is very smart thing you've ever said.

5:01Maybe it is. But yeah, it will transcribe anything that you hear. I mean, the other flip side would be, let's say you're selling I don't know, we've got a client that's got like AI software that clears up complaints on social media posts. Jack just calling to complain. To complain? Bang. As I said to the screening service, we help with complaints. I think you can blame it. You can get away with so much because if anyone pulls it back as long as you know what you're going to say you can blame the screening device because let's face it technology isn't very smart um we we had a we had a company not too long ago that provided power generators and when we were speaking to a lot of gatekeepers and the wrong people we were saying it's about the power at x hospital which makes you sound like you belong it's it's the it's the same idea as like if you walk into a building site we're in a high-vis like carrying a pair of ladders is it a pair of ladders pack of ladders if you walk in wearing a high-vis people are people are less like a pack of ladders people are less likely to stop you aren't they so i think that that's the thing of like if you say like oh it's jack calling about the power atst mary's hospital and then you can leave so i think the question to ask yourself is what problem do you solve what are you selling is there a smart way to reverse engineer that put it in the comments if you've got something specific means that might get in the comments and have a go i also think that referrals is a good one like if you're not able to get through and then they're not answering okay who else how am i going to get through to this person that's got this screening device it's being smart if you like you've got account base ring the real gatekeeper have a conversation with the gatekeeper try and bypass just before you leave the gatekeeper uh i'm sorry what was your name or my name was judy cole next time i call back zach i've just got off the phone with judy but i give you a call and then it sounds like i've longed some sort of referral some sort of intro how can you get leverage i always remember in the sandler book of like go to the top and this is like in selling always go to the ceo because even if he's not the right person or someone else's department he'll bring you down the same as that how can you net use someone else's name or information to get you through yeah and just be prepared when you do get through if you're playing a more we're after now more improvisational think on your feet skills now but just be prepared to think on your feet be polished the baby step stuff is like jack at zach calling the more improv end is going to be like specific topic judy told me to give you a call blah blah blah be prepared for that kind of conversation i used to when i was back on ringing landlines to try and get through gatekeepers to get put through obviously the number one question you ask is like will they know what it's regarding and i'd just say could you put me through to jack please he'll know what it's regarding bang they put me through but when they answered on the other side and people call me a liar in the comments i'd say jack as i just told your receptionist there you won't know what the call regarding but it's only a slight word that could someone could have got wrong no one's gonna get in trouble for a slight word wrong and then i'm but then i'm into my my pitch i'm grabbing you straight away yeah very good who are you and where are you calling from it's jack we have a meeting written down i mean you built it for gatekeepers and look at you now we have a meeting battling ai are there any other tips you would give to people if they're thinking i've got a big day ahead of me, I know that I'm going to be coming across a load of these screening devices, anything you'd give them maybe practical that we've not mentioned, or even maybe from a mindset standpoint.

8:51The key thing, right, that seems to have died off, because we are spoiled with tools, data, dialers, whatever else, is I see when we do audits on sales teams and stuff, a lot of people have put this huge pile of data into, like, I'm not going to talk to these people again, couldn't get hold of them. You look and think, I've only tried twice. You've got to treat it as if that's genuinely your ICP, it's got to be hitting a firm yes or a firm no. So if you've never got hold of them, it stays on the list. And if one of the tactics we've talked about on this call didn't get through on the Google Screening, use another one.

9:25You've probably got some way of swapping your number around. Use another one and then keep trying another one until you get through. Treat it as a game. If you've got a sales team, how many screening devices can we get through? That should be worth more than a normal call. There's loads of ways to make a game around this. but I just spot that resilience piece of oh there's an obstacle never mind can't go for that obstacle if you had to find a way if your life dependent on it you would it's quite a blessing isn't it because a screening device is very different to a gatekeeper it's not actually a rejection it's just it's something it's not a rejection or a validation it's something I've yet to bypass I even think that if you were just persistent enough with it every single day you call the screening device it's jack it's jacking eventually the curiosity is going to drive someone to go who the fuck is jack and what do they want so remember less is more i think there's been loads of brilliant i think message encrypted i mean that is genius um are we leaving people with a task yeah let's leave them with a task um we've been set a little task this week to have more comments on our youtube videos right so what i'm going to ask people to do is comment on this video and one other video.

10:37And in the other video that you leave it in, leave a little link to your LinkedIn profile that we know to chase you. And the first two people that do it will get 500 pounds. Wow. So on the second video, if you leave your LinkedIn profile, so comment on this one, find another video, post your LinkedIn profile there. I'll click on it. I'll add you on our messenger. If you're the first two people to do it, you'll get 500 pounds. Wow, thank you so much, Zach Thompson. That's so kind of you. Peace, guys.