Roast My Cold Call | Ep6

0:00Waiter, waiter, I'd like the bill and also your darkest roast. Oh, you went for like a coffee-style roast. I thought you were going to go for like a roasted meats kind of thing. You would think that because you're small-minded. Anyway, let's jump into this week's episode, which I believe is another Roast My Cold Call, if I'm not mistaken. It's another Roast My Cold Call. I think I found someone American, and we're going to get roasty with it. All right. All right, man. Let's see how we get on. You ready for it? Vinyl, how can I help you? Hey, sir, how's it going, boss? Good, good. And yourself?

0:42Good, good. Am I speaking to the owner of Vinyl Masters in Miami? Right, let's step back because it wouldn't be a roast my cocoa unless we got straight into it. How's it going, boss? I mean, listen.

0:58I mean, it's all about meeting. Maybe it's in Miami. When you say it, it sounds really funny. why oh that's not gonna sound cool i'll just stop you there how's it going boss stupid i i'm all about like meeting people where they are but i think i mean like that is the same as saying hi how are you how's it going boss it's like no it's not it isn't it not it i mean was it you or someone else who had a uh yeah it was you what you called the guy mate yeah I don't know if you know what it's like to work with someone professional but don't start off by calling me mate so it's quite risky I get the familiarity of it but it's a risky move like you don't know the type of personality you're dealing with it's really like going you're out you little fucker I mean if that was your cold call opener alright you little fucker how many people do you think would hang up when you're out of 10 depends where i was calling then if i was doing in australia or something yeah yeah yeah all right let's go back and listen let's listen to that again you're good and yourself good good am i speaking to the uh the owner of vinyl masters in miami yes awesome yeah yeah look so i'll be completely honest with you this is a cold call so i do have something that could help grow your business if you're not interested no worries or just give me 20 seconds and i'll let you know what I can do for you.

2:27Well, the least I can do for you is respect, right? Being honest. So you hit me with plenty of minutes. Yeah, yeah, man. I totally appreciate that, man. Yeah, so... A lot of Americanism. Man, man, man, boss. Yeah, man, cool. So he went for a permission-based opener, which goes to prove that not all permission-based openers are created equal. Is that what? That's quite unusual. I'm just trying to get mad around what he said. He said, I'll be honest, it is a cold call. I do have something that could help your business, or you could give me, what did he say after that? It was quite a confusing note.

3:02Or you could give me 20 minutes or I'll see you later. It was like, yeah, bizarre. I mean. Right. Go on, you take it. I was going to say the energy is admirable. The confidence is admirable. So maybe the wording might be a letdown on this one. Yeah, so he's got a real calm demeanour about him, which you need. He's not too salesy as well, which is good, and quite rare, the Americans. I know they like the high-energy, inspirational tone. Just probably tidying it up a bit. You've got to think, like, this guy sounds like a nice fellow that he's rang, but a lot of people are in that kind of fight, flight, or fight or flight response still.

3:49So you probably just need to make it as short and sharp as you can to avoid that, like, can you get to the point? What's it about? Where are you calling from? So really the opener should be something like, I'll be honest, it is a cold call. It's totally up to you. I can quickly tell you why I've called, or you can tell me to leave you alone. Something in my body is saying that this might actually be his dad role-playing with him but just yeah it's a bit too pleasant isn't it like i do have some that i do have something that could help that could help you with your business it's also a risky line as well that's assumptive that i need help sets it it's assumptive in that way and then it also sets an expectation that might not be able to be fulfilled so yeah yeah yeah man i totally appreciate that man yeah so man yeah so i checked out your shop and i saw that you guys you guys do ppf and wraps correct that is correct yeah yeah awesome so i actually help out other higher end shops and 10 wrap services with their client acquisition process um so if you work with us we actually handle your entire advertising and lead nurturing process so we can get you at least 10 closed jobs or even$20 ,000 in extra tracked revenue every single month or you get your money back does that sound like a fair deal for you guys what do you right go on then what do you think there because I feel like it's very uh it's very solution heavy isn't it his opener was like I work with other people in your space fine and then the wording that he went for was client acquisition process which is jargony way of describing something right it doesn't really it's a bit like going like talking about the type of medicine rather than what the medicine would do for you i never go to the doctor and say can you tell me more about the type of medicine and like what lab it's tested i don't want it to be super technical so client acquisition really what you want to think about and i think sometimes people struggle with this because it makes it dumbs it down to such a point, but what is the problem that client acquisition solves?

6:04Well, it solves that I need more clients. Okay. And if I needed more clients, what would I be noticing day to day? Oh, you'd be noticing it was like a hand to mouth process where sometimes you had lots of clients, sometimes you didn't. You'd be worried about making payroll some months, or maybe just seeing that the business isn't growing as fast as you'd like. And suddenly we end up with this very human problem menu people to work through and select through now the benefit of that is we can then begin a qualification process that's based on what the buyer wants not leading with like assumptive what we think we could do for them it also helps drag a deal through the whole process rather than just going like oh i think i'll get you 10 leads like how do you know he wants 10 leads how do you know what 10 leads look like are all 10 leads equal but there's quite a lot to unpack with why that's not quite right but again energy good calm like saying things in a way that probably makes it sound somewhat low pressure and a bit of a no-brainer just probably lacking a bit of depth he's like straight away as well it's like the do you want to sign up or not like it's just exactly there's no make it about the other person anyway let's listen because i I think he might actually close this deal.

7:22It sounds good, but the thing is that we're more focused on the installation, which is what you're offering. But the thing is that we serve several shops. Okay. Yeah, no worries. There are several shops that don't have installers or they need help with installation. So, yes, we offer the whole package to customers, customers but we do have a a side to the business that is strictly just installations so we do stay busy i would definitely i would definitely look into to getting working with you but i honestly don't have the the need right now only because i have a large amount of shops that we we do installations for so for me to get more business it would just be greed to be honest with you you know what i mean like i'm at a point where we have enough we serve enough customers i i honestly don't need any more is that sounds crazy yeah yeah yeah awesome okay but it's just we're we're good you know we're not we're not allowing the space that's why i don't even have a website because all of our jobs and all of the work that comes in is pretty much word of mouth.

8:48And pretty much, you know, serving the shops with just the installation, all our manpower goes into that. So, yeah, I mean, I'm not sure if that's the response that you were expecting, but we're, I don't want to say comfortable because you can never be comfortable, but we're in a good spot right now, you know? Yeah, I totally understand that. What was your name again? i'm frank frank awesome my name is elmer like elmer's glue nice yeah yeah yeah so yeah frank i mean i totally understand you i get where you're coming from um we've worked at other shops as well and these guys have a lot of leads already and they have a lot of work already kind of what we said with like the word of mouth which is really good by the way that's completely awesome that you have that um it just shows that you guys take the business seriously and you guys have that good uh you know got that good reputation right um but yeah i mean just to kind of clarify a little bit when you say that you're good does that mean that you're you're basically just maxed out you can't handle any more installs any more work anything else or does it just feel like it's too much of a hassle to kind of change what you currently have right now that feels like i don't know if this is right but that objection feels like it's just straight from the paper in in event of objection say this like don't yeah don't unpack anything like there were so many different things that you could like travel down on that path with him but it was just like i'm gonna just give this like carbon copy objection handling well give give what you would have done i think i would have i would have picked up on the the comfortable bit i would have labeled it okay so it feels like x y I probably would have needed to clarify a few bits because he's going, yeah, yeah, yeah.

10:36But I actually maybe don't understand. I don't feel like I've asked enough probing questions to understand enough about his situation. Word of mouth is great, but maybe just a bit more clarifying. What would you have done? Beautiful. Well, let's say that we're one salesperson. We've combined skills. So let's say that's something that we've done. We've done the clarifying bit. But the bit I'm picking up on, and this is like, no, knock on him, because I think loads of people have this. Actually showing someone you're listening is quite hard to do. Often what people do when they're trying to show someone they're listening is they end up repeating the same word.

11:16This guy's word is awesome. You could play a drinking game around the word awesome. And what you've got to be careful of is sometimes what people are saying isn't awesome if that's the word that you choose. you know yeah no we are really struggling as a business at the moment awesome awesome awesome like you could you can end up sounding like you're not really listening now to carry on with what you'd said there there's then a build your own solution piece rather than going into like that typical it's a bit like he's maybe read a bit of alex homozy watching alex homozy video or something just like picked an objection handle and thought i'll just do that just like like you say off the paper, something that we would promote to keep this a collaborative conversation is the IKEA curve, right?

12:03So the IKEA curve at that point would say, if you were building a, whatever he's calling it, client acquisition model for yourself, what would it need to look like at the minute to stand a chance of working? Or what is an opportunity that could come to you that actually you wouldn't be able to say no to? yeah i'd have to make space for it's it's basically putting it on the other person to do the building for you what you find the salespeople the more convincing you're doing the more resistance that you get can't convince someone you can't make them think socrates thank you socrates i shouldn't call you that all right let's continue let's see where we end up no it's pretty much maxed out like i said you know a lot of the shops that we work for, they're the sellers of the product.

12:55Right. And we're just technically like their backbone. Mm-hmm. You know, so for example, I currently work with six shops. Those six shops weekly, they're pulling in whatever number they're pulling in. Yo, guys, this guy is an absolute yapper, bro. And we're constantly going from job site to job site. So in a week, I team in my shop, we'll go to 50-50 shop. here we go and we'll take care of several projects for them right okay that's interesting so yeah and so the thing is that even if i was to promote more of vinyl masters i would have to put some of these shops on hold and i'd rather not because i'm i'm i'm allowing them to do the dirty work which is talk to the classroom and all that all i have to do is show up and take care of the installations okay you know so i'm trying to avoid dealing with customers more right and just dealing with the shops and and if when when we do get uh the the jobs for us to to print and and design we take care of that but it's it's kind of it's gotten easier where it's just like all right the shops do the work and we just do the installation but i don't really it's like i'm the middle man but we're we're not is he yapping man by having to deal with customers we'll deal with customers but in a different way right right right i understand that okay yeah i totally understand that look and uh you said you said you caught me off guard you said you don't have a website are you there mate yeah i'm in mate sorry this uh For anyone listening, this is a really good sales opportunity.

14:46Jack and his team pay for a really expensive office in Manchester. Really, really expensive, really modern, expensive. Obviously, Manchester, big city, second best city in the UK, apparently. He's got maybe the worst internet you've ever experienced. So if you're seeing pained looks on my face, I can't hear anything. I can just hear that, which you might not be able to see in post-recording when his internet catches up. but um my video is currently 99 uploaded jack's it's currently 18 uploaded wow there's a real opportunity here for an internet provider to uh to step in and be able to help out so i can't give any feedback it's what we just heard i i couldn't hear anything so over to you i mean he was he was just waiting it's this like tekken version of sales isn't it i've got these moves that i do every single time sometimes they work sometimes they don't work i'm just all about the clothes it's all about getting someone there like even when he was saying the reaction to the camera is like the guy's a yapper the guy's a yapper it's like well if that is your thought process you're just you're in the game of how can i close as many people make as much money you're in the wrong game gives us a bad gives us a bad rap that's what you're saying as well just like sales is therapy right sales is therapy okay well i feel like because the internet is so bad i think we've we've definitely roasted him enough i feel like i've been roasted for my um megabytes per minute um bad bad megabytes um but i've enjoyed it i don't know I don't know if I can say the same for you because you look visually pissed off.

16:33I'm tired. Okay. I'm tired of my bullshit. How are you, bullshit? Wow. I'm tired of... Do you want the task for this week? I do want the task. Please give it me. All right. The task is to tag me and Jack in as many posts as you can on LinkedIn that have nothing to do with anything we can help with. if you do that 10 times, you'll get a thousand pounds. We're looking for the first person to get 10. And actually, we're only going to do it for one person this week. We're not going to do it for the normal five. You have to tag us in as many irrelevant posts as you can, saying maybe one for you. Jack, Zach, maybe one for you, question mark.

17:16Jack Thompson. Completely irrelevant. That made no sense. Thank you, guys. Wow. I've been Zach Thompson. I've been Jack Frimson. And that's been Roast My Cocos. See you soon, guys. Goodbye, Alter.