[0:00]you're in a room, you've got a headset on, you've got your hands free so you can take notes and you are really, really focused. And the first part of making these calls is essentially you're going to be met by the gatekeeper. And that is really kind of the first hurdle that we're going to be is how do we get past that gatekeeper or, you know, the person that's holding us back from pitching the person that we really need to get through.
[0:27]So, you're going to be calling on businesses and the gatekeeper is nine out of ten times going to be the receptionist, and in some instances they may have a personal assistant that you need to get through as well. However, for this instance we're going to be just talking about the receptionist. So you're going to call on them, they're going to answer the phone and say, you know, hello this is XYZ company, how can I help you? So I'm going to break this script into two parts: one, if you know the decision's name, the decision maker's name, from creating a list previously, and you're calling on people and you have their first name already. And then I'm also going to show you how to call on people when you do not know the decision maker's name. So with you do, um, basically what you're going to do is you're going to just call up and you're always just going to use their first name. If you know this guy's name is John Smith, you're not going to say, hey, could I please speak to John Smith, because that's what a sales person would do, right? We're trying to go under the radar here and slip in like we already know this person. So we're going to say, hi, could you please put me on to John, just straight through you want to know that person by their first name. And a pro tip on that is, when the receptionist answers the phone, really be attentive and listen to their name. They'll generally say, oh, hi it's Rebecca from XYZ company, then you would say, hey Rebecca, it's Sabri, could I please speak with John? Immediately it's like a first by first name basis and they're thinking, okay, this guy knows my name, he knows John's name, he he must know them and they'll put you straight through. However, if they don't and they say, who's calling? You're going to say, tell them it's Sabri, um, do you know if he's in right now? So right now, what am I doing? I'm in control, I'm not just answering the question that she's asking me, but then I'm also hitting her with another question, right? I'm saying, yeah, look, tell him it's Sabri. Do you know if he's in right now? I am taking control once again of this call. Now, if she says, yeah, look, what what company are you calling from? Just tell him it's King Kong, he should be familiar with us, I don't mind holding, thank you. Again, just I'm making it very brief, very kind of brash, I just want to get over this and and not be asking, you know, with an upward inflection at the end of what I'm saying because I'm I'm busy, I'm authoritative. I just want to get through to the person that I need to speak to and the less that you allude to more details, the less they'll feel like they can ask you questions and the higher your chance is of just sliding under the radar and getting through to the person that you need to speak to. So then if you do not know the decision maker's name, let's run through that one. If you've just got a list of businesses that you're calling on and you have no idea, you know, who the person you're calling from and that's how I did it. I was just calling businesses that were running Google Ads and I was just going in as cold as you can ever go. Okay, so basically for this, you would just go, oh, hi it's Sabri here, I'm calling about whatever you're calling about. Now, a tip that I've found is if you're calling on someone for for Google Ads, um, what you want to do is, you don't want to say, hey, I'm calling about your advertising or your marketing, right? That's just they get 100 calls like that a day. You want to say, hey, I'm calling in regards to your Google Ads account. Hi, I'm calling in regards to your web hosting account. Hi, I'm calling in regards to your PR account. When you put the word account or program or service or something like that at the end of what you're talking about, that feels like that person that you're calling about an existing relationship that is already in place there. You're not going, I'm just calling about your Google advertising. Okay, this is someone that is trying to call us up and sell us advertising. I've been taught as a as a gatekeeper just to close this call down as quick as possible and stop this nuisance telemarketers, right? That is what you're heading into and you must differentiate yourself from that and this is the way that you do it, you know, by putting the word account in their program or whatnot. And then once you've gotten through that component of saying the service plus the account or program or whatever it is that you're calling about, you want to end then and just say, look and I need to speak with the business owner or person who handles this, right? You're not going to be speaking with a really upward inflection and say like, hey, I need to speak with the business owner, the person who handles this, that sounds too salesy. You do not want to sound like a salesperson. You want to sound like somebody who is calling up about an existing account, like there might be a problem that needs to be solved with this account that's in place. That is how you're going to have the greatest cut through. So then once you kind of do that, depending on how good your delivery is, they're generally going to meet you with a question of, where are you calling from? And then you say your company name. So you say, hey, it's King Kong, they should be familiar with us, I'll hold, thank you. You're again taking control, you know, you're not waiting for them to say, oh, let me just put you on hold and check, you're just going straight in, look, I'll hold, thank you. It's not even a question here. Then if they ask you what the call is regarding at this point, so I want you to imagine this scenario and imagine the shoes of this gatekeeper, all right? They're on the telephone, they've taken a call from somebody that they don't know and the director is in their room or the business owner and they're kind of picking up the call and going, hey, it's, you know, it's Sabri from King Kong or your business name and where you're from, and that's the dynamic, okay? What's going on here? So you'd say, you know, just tell him, like you'll know if it's a him or a her, hopefully at this stage and say, look, just tell him I'm calling regarding the Ads account or whatever you're calling and you want to keep this very vague, right? And a number one rule that I have is to never, ever, ever, by under any circumstance, pitch the gatekeeper, right? If she's trying to like find out more, never just slip into pitching, oh, it's about your Google Ads account, and I know, like, no, that is not how you do it, you will never ever get through. That gatekeeper doesn't have the power to make a decision, so don't pitch her, it's just a waste of your time or him, right? So the way that you would do that is you just say, look, I'm calling about the Google Ads account, keep it nice and vague, are they in? I don't mind holding, thanks, okay? So it's really important at this stage that you're not alluding to too many details. Oh, what's wrong with the Ads account? Look, it's best that I speak to him, I don't mind holding, thanks. Nice and brief, not giving out too much information. Or, um, when they ask kind of what calling, what company are you calling from? Um, look, she should know why I'm calling. Um, you can tell her that it's Sabri from King Kong, I can hold a moment while you transfer me. Yeah, again, I'm in control, I'm letting her know that I'm the person that is going to basically be leading this conversation. One thing that can happen is they've got the decision maker on the line and they're like, oh, he says he doesn't know, he's not familiar with you. He doesn't know why you're calling. Really? Tell him about it's about the email that I sent him last Tuesday. So you need to make sure that generally that you have kind of sent them some kind of email collateral, um, so you can use that as a reference point and that's something that you can always just lay back on. Yeah, tell him that I sent him an email last Tuesday. Now, at this stage, you will get through nine out of ten times. He's not going to have the chance to go through and look at his inbox and find out the email that he received last Tuesday, he'll just be like, oh, look, just put him through. The more back and forth that there are between you and that gatekeeper and the director, it kind of creates this little tension where she's being told not to keep people on hold for very long and just to kind of put that call through. And you've already in this kind of hand-to-hand combat have gone back and forth a few times and you are still in control and at this point is generally where the gatekeeper will cave and then let you through to the decision maker. Hey guys, if you enjoyed this video, make sure that you click the like button and subscribe. We're dropping a video on YouTube every other day. And if you've got any questions about any of the content that I covered in this video, just basically leave a comment with hashtag hey Sabri in the comment section and every week we're also trying to go through all those questions and get them answered. So go ahead, click subscribe and we'll see you in the next video.
