Effective Cold Prospecting Tips That Work | Flexxable

Effective Cold Prospecting Tips That Work

How to land new clients via cold prospecting…

Learning the best way to start cold prospecting for a new client can be confusing.

You may have already gone through this process before.

But it just hasn’t been a success…

…you’re probably wondering why.

It can be new territory.

It’s always best to go after the people that you know/already have had results for.

It’s like in basketball, it’s best to always go after the layup, if you can.

So whatever is closest to the hoop for layups and slam dunks do first.

It is the most straightforward choice, right?

But, how do you go about cold prospecting?

The big mistake I see when people start to cold prospect is offering to get the prospect on the phone straight away.

Many just send out a cold email, and ask to jump on a zoom call.

This is a big NO.

NO

This prospect doesn’t even know you yet.

90% of the people that’ll see that email are going to just blank it.

It’s too big a commitment and they know they’re going to get sold to.

It’s just not going to work.

Video transcript

Hi everyone. It's Dan Wardrope here from Flexxable. 
 
Today I want to talk to you about cold prospecting. Okay, so if you're an agency that is looking to grow and start landing clients who you may not have spoken to before or don't even know you, then I've got a little tip and a trick that you can use very quickly today, in order to start landing new clients fast. All right? 
 
For those of you who haven't seen some of my previous content, I've always, my previous content, I've always said that it's best to go after people that you already know, that you've already got a result for, or that people might've introduced you to at a BNI meeting or something like that. 
 
Okay, so always go after, you know, what I call the layup. So, I used to be a basketball player. So, whatever's the easiest and closest to the bucket, to the hoop, you know, layups or slam dunks, that's the way you got to go first, but what I'm gonna teach you today, a little bit about, is being able to reach out to prospects that don't even know you. 
 
Okay, so the big mistake that I see when people start prospecting for cold clients like this, with cold outreach, is offering to get them on the phone straight away. 
 
So, they'll send out a cold email, it could be some sort of email automation using Anyleads or LinkedIn, some LinkedIn tool, or it could even be manually done. 
 
But the big mistake I see people make is when they ask people to jump on a Zoom call straight away. So, it might be something like, "Hey, it's Dan here from Flexxable. We're doing really well generating leads for car finance and I think we can get you some great results and land you more car finance clients. And we can do this with a hundred lead trial or whatever that is. How about you jump on a call next week? Here's my Zoom link or calendar to book that in." 
 
That's a big no-no, okay. Because 90% of the people that see that email are going to just blank it. It's too big a commitment. 
 
They know that they're gonna get sold to, and it's just not gonna work. You might get some people that respond to that, if you hit them at the right place at the right time, but it's not gonna work very well. 
 
So, the way I'd recommend doing it is when you reach out cold, is to add a little bit of humor and humility into the conversation initially. 
 
So, it might be, I'm never very good at making stuff up on the spot, but it might be something like, "Hey Joe, it's Dan here from Flexxable. I hope your car finance company's going well. It's been tough times for us over here at Flexxable, sometimes dealing with clients because of what's going on with the pandemic and working from home. Most of the time, I'm trying to close speak to people like you over Zoom, and you don't get to see my good looking face, one-on-one." 
 
Whatever that is, a bit of humility and a bit of humor. 
 
That gets them, that kind of gets their guard down. The next thing you want to do after that is just ask them a binary question that is gonna get the conversation started rather than trying to offer them something. 
 
So, for me, if it was a car finance client or someone like that, that I was trying to close, I'd be asking them, "Do you sell more BMWs or Jaguars?" Or, "Have you started selling more electric vehicles?" There's this fuel shortage going on over here in the UK at the moment, so it might be something like, "Are you seeing more cars being sold that are electric now rather than petrol?" 
 
Then just sign off as Dan. So, you've got their guard down, you've got the humility and a little bit of humor. 
 
Then you've got a very, very binary, simple question that's gonna get a response. Okay? That's what you want. 
 
You want to be doing the closing and the back and forth when you know what you want to sell these people. Okay? 
 
It might be that you can't help these people that you're cold emailing, that just makes no sense to be making an offer. So, try your best to be able to get the conversation started, go back and forth, after that response comes in and then make the offer. 
 
It just makes sense. Okay, so I hope you've enjoyed this email. 
 
Give it a go if you are cold prospecting, I think you're gonna find that it works much better than the old way that people tell you to do it. 
 
So, if you haven't done so already and you want to hear more content like this, then click the subscribe button below, the thumbs up, ring the bell, all that type of stuff. 
 
I'll see you in the next video. Thank you.

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