Roast My Cold Call | Ep 5

0:00Zachy T, Zachy T, one of a guy, it's back baby. What's back? Tell me why I'm here and tell me who you are. My name's Jack David Frimston and today we are going to be roasting cold calls. If you like listening to cold calls, if you make cold calls, we have had somebody that sent us their cold calls and said, roast me, roast me. I'm going to roast him like one of my French girls. Maybe there'll be some lessons along the way. Maybe we'll give some tips and tricks along the way. But more importantly, there is going to be lots and lots of roasting. I've not listened to any of these. You've not listened to any of these.

0:35We don't know if they're going to be good. Let's roast some cold calls. You ready? Mate, I've never been more ready in my life. Let's have a listen. Hello. Hey, Ross. This is Zion here from CJ Digital. How are you doing today? Not bad, thank you. Not bad. Nice, nice, nice. I know I've... Can I get the first roast of the year in? You can, man. You know what I'm going to say, don't you? how are you doing if the reaction you hate it don't you i hate it because you don't i i think when people ask that question people don't give a shit and actually let's just listen to it again when he when when it's received the how are you they answer you know you don't give a shit so if you don't give a shit skip it so listen hello hey ross this is how are you doing today not bad thank Thank you.

1:29Not bad. Nice, nice, nice. I know I've... Bang. So, like... It's always pointless, isn't it? Yeah. Skip the bullshit. You're 11 seconds in. Get rid of that bullshit. Let's crack on. I'm not sure if you remember I've called you a few times. I caught you at a bad time. Is it now a better time to talk? I'm just about to walk into a meeting in five minutes. I don't like that question. No worries. Do you want to send me an email of some stuff that I can look at when I've got a moment and then I can get back to you on email? Yeah, I can do that. Well, the reason for my call today is when it's... Do you want me to pause?

2:04Do you want me to pause? Yeah, man. Oh, God. The heart and the soul, they feel it. Right. Okay. Let me just frame this right. So imagine on a call, you've got a certain amount of questions before someone's like, that's it. You've had your time. Eject. Yeah? So far, there's a few wasted questions that are getting to a point of a bit of cognitive strain, a bit of, I don't really want to talk to you anymore. You can kind of feel it as the questions go. So how are you is a pointless question. Is now a bad time to talk is a pointless question because you are talking. If it's a bad time to talk, you wouldn't be talking.

2:46Both pointless. The next thing, I'm a big, big believer in a little thing called not ignoring what someone's just said. welcome to another round of not ignoring what you just said.com so the guy on the phone says yeah would you um i'm just about to go into a meeting would you be able to send me an email before i go in it was like a double ignore it's like i'm actually not interested that you're just about to go to a meeting and i don't care that you want an email so the way to deal with that is yeah cool oh god i've caught you just about going to to a meeting oh right okay well yeah what's the best email to catch you on i'm going to accept it first not going to disregard it bang accept he's going to say it's uh steve smith at whatever company.com cool and look just so i can tailor that email to you out of problems a b or c which one are you working at the moment just so i can make it as relevant as possible before you know it we're back into qualifying and everyone feels acknowledged.

3:50Thank you, sir. Press play. Calendar for next week to see if what we do can even be relevant for you guys. Yeah, I'd love if you could send me some information on an email because that would save me messing you around and either taking your time or not. Okay. I mean, wait. You pushed for a meeting. Never mind, let's have a meeting. Do you have a bad time? Is now a better time to talk? I'm just about to walk into a meeting in five minutes um no worries that do you want to send me an email of some of some stuff that i can look at when i've got a moment and then i can get back to you on email yeah i can do that uh well the reason for my call today i just wanted to see if we can set some time on the calendar for next week to see if what we do can even be relevant for you guys this is this is a new style from cold callers and i don't fucking like it um apparently and from from the from actually speaking to people the strategy is not necessarily to get the time on the calendar but it's to get the conversation which baffles me um but i just i just think it's like you've already had so many people say like x y and z and then you're just pushing for time on the calendar that isn't a meeting booked that is just not a meeting booked and actually mate people who post their stats on linkedin saying i booked 12 meetings this morning if that's the fucking sort of meetings they're bucket and get off my feed man and lose my number don't call me anymore i'm not your fellow dj but the danger of that is just so like oh my god it's can't even explain to people how like just think mate right if i was like yeah i really care about your feelings what's that you're trying to do there as you wallet in your pocket yeah i'm just trying to nick it i'm just trying to nick your wallet it wasn't actually my wallet you were trying to grab as well but anyway um you know i had a cold call last night uh canadian number rang me at eight o 'clock and i thought this is odd i was like i am just brushing my teeth and about to go into bed yeah yeah well let me just run it and in the game we're in i took it i said listen i don't think it's relevant at all but you just want to send an email he just went i don't really want to send anything but uh Can we grab some time next week?

6:09It's the same thing. It's just like, if you play the game properly, so much magic happens in just the follow-up and the callback. But anyway, let's continue. Someone rang me before and said I wanted to get all the Jack, but I couldn't find his number. Do you know how you find my number? But that's a bad start. It's rude as fuck. Do you know how you find my number? If you ever want to cold call me, not that anyone wants to sell to me, you gotta find paul donahy on cognizant and my numbers down as is

6:50yeah i'd love if you could send me some information on an email because that would save me messing you around um and either taking your time or not okay uh i mean why exactly can i include in the email that would be valuable to um what is it that you do okay uh can i quickly explain it here silly questions get silly fucking answers yeah yeah so basically we work with some of the top restaurants in london and in the uk follow one on the street and the strategy they will implement for them is we essentially get influencers to go to their venue make a video about the food the experience, post it on their social media accounts, and then we take that video and we run it as an advertisement on Facebook and on Instagram.

7:41And it's getting very good results. Like for one number, we're getting them tables booked for under one pound and we can track it all using your table reservation system. Yeah. Question, question. Ask a question. That does sound good. Yeah, yeah, yeah. Okay. I mean, would it be a totally terrible idea to to schedule like 20 minutes next week i mean the totally terrible idea is yeah let's do that um let me just think about next week monday tuesday's not good yeah so monday monday's probably our best bet um let's do what what let's do um one o 'clock monday is that good for you can you do that one o 'clock yes that works for me and what would be the best email to send to the invitation to bleep bleep bleep bleep all right perfect cool I'll send over the invite and the confirmation and then we'll talk on Monday

8:43okay perfect thank you sorry I think you got a bit disconnected all right yeah cool we'll just talk on Monday thank you very much have a good day oh no problem. Take care. Bye-bye. Right. We're not going to listen to all seven. We're just going to spend the next few minutes talking about this. I don't know where to start because some people... Okay, let me play the counter. Okay? Play the counter. You be the devil. I'll be the advocate. I was going to say he sounded like he had a need, but that's not true. He sounded like he was interested, and he booked time in the diary. I would argue, based on face value, will he be there?

9:2160-70%. I reckon if something busy happened that day, he probably wouldn't. But he is going to be there. So have you booked a meeting? Yes. So if your intention is to book a meeting on a cold call, he has achieved the bit. He's achieved it. Why am I wrong?

9:41Can I just give you the play-by-play first? Please, man. Play-by-plays. Okay. He went, and actually, he went, here's what we do, the feature of what we do. And he put a bit of social proof in there. He mentioned someone else they've done it for. And something within there made that person go, I think the words were, that sounds good, right? The equivalent here, if you've ever read the Sandler selling book, can't teach kids right at a back at a seminar, is this is a line's out, and he's got one bite and gone, fucking unreal, that bastard in. Reel him in. Really, if he did a little audit at that call, the first question I asked him was, why did you think he thought it sounded good?

10:27But you don't know the answer to that, do you? No. No, okay. And then what if based on that, so there's no real emotional buying, you've got curiosity, based on that, doesn't show up to the call, then what will you do? And I'll call him back and try and get another time. And then you play in this time game. It's a bit market stall. It's a bit like hoping he walks past the market stall again. Really, really, really important to be able to say, oh, that's interesting. It sounds like there's something going on at the minute. Yeah, yeah, we are trying to get a bit more footfall into that restaurant at the moment.

11:01Oh, that's interesting. Have you looked at this sort of thing before? What have you been trying to do? Oh, yeah, we've looked at... Okay, and you mentioned footfall is the big thing at the minute. Why is that so important? And suddenly we're starting to get this picture of everything that's going on, I think it's not an unusual strategy that he's taken because I think actually broadly what he's just done is what he's taught, but I don't think it's something that is going to work predictably and consistently. So he's a brave man for sending his calls in there. Very brave. And I hope that you don't feel too roasted if you're listening to this on an afternoon.

11:42I think a lot of people, right, I've been thinking about this. I think a lot of people think that the sales process starts when the meeting takes place, the discovery. They're like, that's where the sales, that's where the selling happens. Like just get them in and then I'll show them I'm a good seller. Then I'll ask the right questions. Then I'll do the discovery. Like first impressions matter. Like if you go up to a girl or a guy in a bar and all you're asking is like, are you single? Do you want to go on a date? And then you secure the day. what the in the first impression of you already is just are you that's how you are that's how you started you know i mean felt a bit needy it felt a bit desperate whereas i think that you can definitely tell by this person there are some of the right moves in there definitely like um what do you say like uh would that be totally unrealistic or totally unfair like going for the negative bias thing cool but like if you do have the bias make sure you go for the depth because me and you talk about this a lot but like in the world of ai your depth is going to be like your superpower of how good you can stay in a conversation how many questions listen they gave it a good chance they they they stuck in the conversation they didn't take the first objection they gave it a bit and they put to me in and i'm sure that sells but this is probably like the next level of like i want to take it up a notch i want to get good in the game what are you uh scale of one to ten what you rating it

13:10three what about you i'm gonna give it a four just so he likes me a bit more than he likes you but hey i'm a sucker for people you are you're a relationship builder uh that was roast my cold call if you want to get roasted if you know somebody that wants to get roasted if you have a call that you would like us to listen to give some feedback we'll do it it's been roast my cold call i've been zach thompson i've been jack frimson thank you roast my cold call