The sales team booking 81% of meetings with cold calls ????

"Make more cold calls."

Four words that we've all heard before. ??

MySalesCoach asked on LinkedIn this week:

"What phrase best describes your cold calling strategy?"

We had some great answers! This was my favourite:

(I think Valeria I. is a Wolf of Wall Street fan!)

But like a lot of things in life, this is easier said than done.

Cold calling is not easy.

And yes, ramping up your activity will probably book you some meetings... eventually.

But smart sellers don't play the numbers game.

They perfect the game.

This week I sat down with cold calling legend and queen of the phone, Nia Woodhouse .

Here she is in action:

Her team at MySalesCoach book 81% of their meetings through cold calls.

They have perfected the art of cold calling.

So I sat down with her this week to find out how they are doing it!

Tom Boston : You’re booking 85% of meetings on cold calls, which will baffle a lot of teams. What’s your secret?

Nia Woodhouse : If there were a silver bullet for cold calling, I’d be a billionaire!

No secrets or gatekeeping here – our SDR team’s cold calling success boils down to two essentials: the numbers and the framework.

First, the numbers. Even the best framework is useless without enough activity to back it up. Each rep has their own personal “cookbook,” a tailored plan that, when followed, sets them up for success. The cookbook is reverse-engineered from their target. It breaks down the number of conversations needed to book a meeting, down to the exact number of dials to reach that conversation goal.

This lets each rep hold themselves accountable, and if the conversion rates start to dip, we know it’s time to dig deeper into the conversations and coach on the content. Once a rep has their cookbook, they need a framework.

This one’s been my go-to for ages: it starts with a pattern interrupt, followed by a problem statement relevant to the prospect, then an open question, and finally, a low-friction call to action. With a solid cookbook and a framework in place, you can truly trust the process

Tom Boston : In your cold calling videos on LinkedIn, we get to see your high-energy positive approach to cold calling. How much importance should sellers place on the “energy” they bring to a cold call?

Nia Woodhouse : The energy I bring to my cold calls is completely genuine. Anyone who knows me knows I’m all about positivity and enthusiasm , and that’s exactly why it works so well on my calls.

We all know that tone is everything, but if you try to force an energy that doesn’t suit your personality, prospects will pick up on it instantly.

That’s why it’s crucial to find the right balance between being assertive and engaging while staying true to yourself. Listening back to your calls can be invaluable in assessing whether you sound natural and authentic.

Tom Boston : Let me give you a scenario. Somebody reading this right now who HATES cold calling. What practical advice would you give to that person to put them one step closer to getting cold calls right?

Nia Woodhouse : Nobody loves cold calling, and if they say they do, they’re either lying or just seeing great results from it.

My advice for getting a little closer to mastering it? Think in terms of small, incremental improvements rather than the end goal. Are your prospects hanging up on you straight away? Start by working on your pattern interrupt. Feel a wave of anxiety before picking up the phone? Take 15 minutes for some mindfulness to get in the right headspace before diving into your dials.

Remember, a ‘no’ or a ‘not right now’ doesn’t mean you didn’t do a good job. Focus, instead, on learning one thing about your prospect from each call.

Want to join Nia Woodhouse and friends team as they make cold calls LIVE?

MySalesCoach have just launched: Power Hours ??

These sessions run every weekday @ 2pm (UK)

Neil Bhuiyan delivers 15 minutes of energy-packed tips, real-life examples, and motivation to get you fired up, followed by 45 minutes of live calls and a final celebration of wins and insights. ??

Come and call with legends like Noah London , Joe Brennan , Holly Allen & Lucy Obertelli .

FREE until the end of the year.

?? Add to your calendar today. ??

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