The BEST Cold Call Opening Line...Inspired by an FBI Hostage Negotiator
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Having trouble writing a cold call script that cocnsistently books meetings while dealing with less hang-ups? If so, checkout this guide!:
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How would you pitch a gatekeeper?
Learnt that in May 2019 from a video on TH-cam:
"I'll be up-front Billy, this is a cold call, do you want to hang up? or can I have 30 seconds?"
best opening line for cold calls to medium-large business owners.
I use this everyday. Even when I am out prospecting door to door. It works 60% of the time every time. - Brian Fontana
It stings the nostrils but in a good way! That doesn't make sense!
Wow!! Just saw this video, tried your approach on my first call and booked the appointment!! AMAZING!! THANK YOU!!
Made 100 calls yesterday, no appointments!!!
Because these tricks get over used and business people catch on quick.
@@mfgreviews5028 He said he made 100 calls the day before knowing this trick and couldn't book an appointment. But after using the trick he booked one today.
I think you misunderstood.
This asking is simple. You either get a permission or don't so this way you don't have to waste your time if someone's not interested.
@@mfgreviews5028 How is it a trick? It's simply acknowledging what is happening.
@@witnesstothestupid right... but most cold callers jump straight into a pitch without permission so when they hear you say " hey, you're probably going to hate me for this but" you come across as genuine and honest and it nearly nullifies sales resistance
Trying this out today. Seems much more comfortable than the traditional approach. Labeling it as cold call and acknowledging their dislike of cold calls, PLUS giving them an opportunity to say no is so powerful.
It's worked well for me Cameron. Let me know how it works for you.
Did it work for you?
Matt covered it, but the most important part of this isn't the script, exactly, but the way that he says it. When you seem like a nice guy, you can even laugh at yourself, perhaps be slightly goofy, they rarely take the out that you give them. Later in the conversation, I like to give them a second out: "Okay Chris, I asked you for a minute and I want to be respectful of that. Should I let you go or can I take just a couple more minutes to explain how I've made business owners just like you 28% more in revenue this year with no new customers?"
exactly! all about tonality and pacing!
I like it. It's kind of like setting a low bar for standards that you can easily hurdle. When I walk and talk in small businesses, I hand them my business card and tell them that it's pretty aerodynamic and they can hit the trashcan from about 15 feet. That almost always draws a laugh and breaks them out of their auto-reject mode.
exactly!
Hey Matt! Just wanted to say that I just used this and I have 14 appointments set-up! This is great. Continue what you're doing! New subscriber here! :)
this made my day, keep killing it
This video alone earned a sub brother! Used to do sales over a decade ago and back to cutting my teeth on cold calling. This is one of the most natural introductions I've ever heard. Thank you!
appreciate you watching and commenting Kevin!!!
My wife screams from across the room, “that's a Philly guy!” as I'm listening to this. It's a Philly thing.
LOL...yep. Philly>>>>Everybody else
This is a refreshing change for high ticket setters with horrible marketing. Thanks bro!!!
I like how he breaks down the different aspects of why it works and how to make it successful.
This actually works really well. Gets the nerves out early because the worst that can happen is they say I’m not interested lol
Ok, I watched your video this morning & decided to try this today. I cold call for auto and home insurance. And this method KEPT THE CUSTOMERS ON THE PHONE. lol it works and I even scheduled a sales call for tomorrow using this! Good stuff! 👍👍
Sandy, this made my day. Keep calling!
like it a lot!experiences and once they start talking interrupt and say if they want to hung up as you had your 30 sec or continue talking. You stay in control of the conversation.
Exactly Tuvia. Thanks for watching and commenting. We appreciate you.
Hey shoutout to you man! I just started a new positon a solar appointment setter and you have honestly made calling a lot easier and efficient
Awesome stuff Alex!!
GREAT interruption with humor , I subscribed! you have my attention & now attendence
Love it! To add on, Chris Voss himself has said that it’s very important to include your first name and company in your intro. Additionally, using a no oriented question in the beginning ( Start with a No) is also something he preachers. Perhaps something to consider.
Could you explain this a bit further?
Exactly.
@@andrewwilkinson4153 a No-oriented question is one that is trying to illicit a 'No' in order to continue instead of a 'Yes'. Yes often makes us feel like 'what an I opening myself up to by saying yes?' No often makes us feel protected because we're fear-based. Every one of us are fear-based, & we're 3x more likely to say no to something than yes becausee we all have a limbic system that's at the root of our decision-making process. We calculate loss as a priority over whether there's any gain in the decision, so No's often make us feel like we're not losing anything. And there's always something more important to your counterpart than making the deal so starting with No-oriented questions get us somewhere faster with a much stronger long-term bond.
Is now a bad time? Is a no oriented question
@@andrewwilkinson4153 For example: Hey, it's Andrew Wilkinson, you are propably not familiar with my name or am I completely wrong? Contact says 100 %: No, I'm not.
This works for me too. Thank you so much man! It's a great ice breaker and I think it does a lot to personalize the salesperson.
One word! Bloody awesome! oh, thats two, damn! Thats what I get for finishing school in grade 6! Aussie Guy.
haha, thanks for watching!!
I've been looking for sales people who follow Voss' advice!
I thank God that I found your channel :)
Haha love this man!
I like it! I’m gonna try it today!!!
awesome!
I sense a little “uk S most hated sales trainer.” :)
That's it!
I definitely got to try it.. upfront and honest..I like it!
Let me know how it goes!
I am going to give this a shot!
go for it!
@Matt Macnamara haha appreciate the reply! Because of that I will update everyone here on how it goes. My niche will be getting affluent magazine sales combined with digital retargeting of those same consumers.
@@seanb8936 looking forward to hearing how it goes
This is for the decision maker though. Most of the time when doing cold calls, you don't know the name of the DM. Usually you get the gatekeeper.
you have any tools to narrow down who the DM is? LinkedIn? Zoominfo?
@@MattMacnamara If you're on the phone with the gatekeeper rather than the DM--who they're trying to keep you away from--not sure what good that would do. I start most of my cold calls knowing the DM's name, but that doesn't get you any closer to talking to the DM a good % of the time.
@@douglasparks8430 I hear you. I've always had Zoominfo where I get direct office lines and cell phones so I rarely ever talk to a Gatekeeper. I would only open calls this way if I was speaking directly to the DM.
Bro! I’ve been looking for this tip for months!
Thank you Matt. This IS the best opening! You da man!!!
Hey Matt, have you already made that video on how to handle prospects that hang up? I am new to your channel, but you are killing it with these opening liners! Thanks!
th-cam.com/video/mBPWI2TmBAQ/w-d-xo.html
Can’t wait to try this
let me know how you make out
This is a good tip. You gained a subscription. Good stuff
Thank you for being so willing to share!
Genius - really really useful advice
Thanks!!
Brilliant
Thanks Mark
Thanks! I’ll be using this fs😂
Good stuff
C. Voss is great. Thanks for this video.
You got that right. Thanks for watching the video and commenting!
Dope content, and this definitely works!
thanks for checking it out!
@@MattMacnamara absolutely my guy! I stay watching your videos. Albeit I'm not in the same industry, your information is very interchangeable with various fields. Keep delivering this 🔥🔥🔥 content. Bless up....
You gained a new subscriber. I'll try this in my space, can't stop smiling at this opening line hahaha
Chris Voss is changing all games involving people interaction.
I have a theory that the acquisitions out it would be the best way to move forward with cold calls and it’s great seeing some proven that are behind it. Keep crushing it
I will try it out
let us know how it goes
Im definitely going to give it a try
Thanks for watching and giving this a shot!
Going to try this out right now. Subscribed
This video made me realize that in the movie 8 mile, Eminem used this same technique in that final battle rap scene which is why he won
I need to make a video about this!
I will try it Out tomorrow !
Comment back with how it goes!
This is pretty clever
Love Chris Voss stuff.
He is the man
I LIIKE it!!! Trying it tomorrow!!👌👍🙏🏼😀
This thing happened to me the other day, I hang up the phone straight away. It doesn't work lol.
Great demonstration / connection to Voss training
Nice, I would let you steal a minute! But I'm cheap so I wouldn't buy anything...But I'd normally hang up.
That's pretty good sir.
Thanks David!
sounds good
As a copywriter, my challenge is using Chris Voss's principle in ad copy. Would it be ridiculous for you to do video on that one Matt?
Haha, I like what you did there. What specifically is the challenge?
@@MattMacnamara If you ever create that video, be sure to post it here on my FB group for my members to watch aight?
facebook.com/groups/UAEVisitVisaWalkers
I see what you did there haha
hell yea matty mat
Hi can you please create a sample cold call script speaking to a potential job candidate who has applied to a job posting looking for an RN but she's missing proof of insurance on her application.
Awesome!!!
Awesome Matt!!
The immensely awesome Brandon Mulrenin uses this - "Hi, this is Brandon, I'm a local Realtor - I'm sure you're getting hammered by every agent in town, amirite?"
I like it Brandon!
I think the tip was great. I think your energy is great and sincere. Constructive feedback. Do your videos in a more professional area. Doing it in your bedroom really takes away from the credibility of your advice.
Keep up the good work.
thanks for the video...checkout my recent videos, they are done in a studio, thanks!
holy crap that's brilliant.
I like this! Thanks for the tip.
Awesome! Thanks for watching jbro!
what are you saying "can I steal a mate? " "want to go stale mate" help lol
"can I steal a minute?"
Hey Matt, did you already post that video where you go over what to do if they say no? 2:58
Question.. do you use the same technique to get past the gatekeeper?
I don't deal with a lot of GKs because I call mostly cell phones. If I did, I would ask for help and if they could point me in the right direction of the person who heads up XYZ
You . Are . Good :)
I'm going to try this but have you actually made the video on prospects who hang up on you that you mention in this video?
Wasn't able to make that video because I can't record calls in PA
Can you do a breakdown of jordan belfort's investor center cold call in wolf of wallstreet.
Absolutely!
the investor center call?
@@MattMacnamara th-cam.com/video/Yl1zo01Dr7o/w-d-xo.html start at 3:50
Love it
People Who Noticed Muhammad Ali Photo In His Back 👈
Great photo
I’m trying this tomorrow
Let me know how it goes
Hey bro congrats you gained a new sub. We should do a zoom call together. That book is my fav.
I'm down man. Thanks for subscribing.
It's great.
Would this work in real estate?
I like to let them know I am interested in buying their house right after letting them know who I am.
I do not want them to hang up without knowing my intentions. I feel like I lost an opportunity. Trying to increase my leads obviously 😬
Yes. This would work across all industries
@@MattMacnamara Thanks
I'd be cool if you added some texts for visual learners and to make emphasis.
texts and visuals are added to my newer videos
Hi Matt! What made you choose “can I steal a minute?” instead of “is this a bad time?” like it recommended it in the book?
Yes. Recommended in the book: "New Sales Simplified", by Mike Weinberg. Not a huge fan of "is this a bad time?" because it gives the prospect an easy out in saying, "yeah this is a bad time."
@@MattMacnamara hahaha my experience exactly! Everybody says yes to that. If you dont have many prospect don't do that. However. It's not a bad thing if you want to be remembered in the future. But if sales must go in....do something else.
@@MattMacnamara That should be in your title not the FBI hostage negotiator. These are very opposite teachings & methodologies. If you read Never Split The Difference you'd understand the principal & how it's so far off base from everything you just said and for those exact reasons.
@@CCvibes88 You are 100% right Chelsea. Chris Voss is a big fan of the question, "Is now a bad time?" I haven't had much success with it, but you are correct.
Are you gonna do more Chris voss videos?
@Matt Macnamara It seems like you are less inspired by Voss (no-oriented), and more inspired by someone else (looking for a yes to "can I steal a minute")?
Great catch Franck. If you want to make it no-oriented, just change the question to "would you be opposed to speaking with me for a minute?"
@@MattMacnamara
Piqued my interest, but then I heard the Yes Train coming in.. And No's are so much more valuable.
"Is it a bad time to talk" is good.
"Am I catching you in the middle of anything?" is better.
"Is it a horrible time to talk?"
"Would you wanna call the cops if I steal a minute?"
"Would it be out of the question to steal a minute?"
I'm interested to hear how this has evolved since posting nearly a year ago, or if you've changed to something different entirely.
Next, it's important that you're squeezing TRUST & COMPTENCY into the following 7-10 seconds to move forward & minimize wasting your time or theirs.
And lastly I'm sorry, something seems off or missing from your Accusations Audit (beside it being just 1 accusation). Clearly you're getting results by calling things out for what they are from their point of view -- from their truth -- and not afraid to point out negatives about yourself. Busy people respect that; there's a level of trust you garner by not hiding negatives about what you're doing, being humorous and so forward that you're snapping them out of the usual rut with your frankness. I'm just saying results could be even better if you change it to driving for a No response.
Where do you go after you break the ice and they give you a minute?
this should help: th-cam.com/video/6ISyhx7QNuU/w-d-xo.html
Fuck that's a good one. Trying this today.
Wow Matt, love the video.
Would it be a ridiculous idea to have you join our negotiation discord group?
-Chris
Great question Chris haha. Tell me more about the course.
@@MattMacnamara its more of a investment group that is passionate about negotiating. We host negotiation simulations and talk about how we can improve for next time.
How do you feel about joining our next group meeting?
This is @Uk most hated sales trainer most famous line
yessir
Like the approach. Hate that your geographical location doesn’t know how to pronounce the letter L.
[Prospects name] i appreciate you taking my call. listen [name] [slight laughing tonality smiling], you're probably going to hate me for this. this is actually a cold call, do you want to hang up or can i steal a minute.
There it is!
Salute
Thanks man. I appreciate you.
Love how manipulative cold calls are lol
Damn cuz what part of the city do you live in
LOL. Used to live in Northern Liberties in Philly...I now live in the burbs
I like it!
Thanks Bridges!
Hey Matt, I LOVE this approach & I'm going to give it a try. Let me know how you'd like to follow up to see how it's working for me!!
send me an email how it's going: mattmacsales@gmail.com
Noo ways I will ask if they will probably gonna hate me for this, and they wanna hang up or not. I go straight to the point. Good day, may I kindly speak to Mr Smith? My name is Ray from.... with operating in the neighborhood and I am calling to offer my service to home owners who are looking to sell or rent out their homes. Have you ever considered selling?
it's all about finding what works for you...sounds like your opener is doing well...keep rolling with that
I’ve tried this today and I get a lot of “actually call me back later” how do I come back from that?
I get specific and ask what time/day/time of day to call back. Depending on the situation (has been hard to get them on the phone) I may ask if it's better to email/text instead. You have to meet people where they are at using the communication method they prefer. Since I set appointments I will usually try to go ahead and schedule saying would this time or this time be better for a quick meeting.
I just dont like the can I steal a min part its way to easy for them to say no and hang up. its really close to asking if they have a min.
@1:48
(01:47) Labeling by Cris Voss and Adaptation Matt Mcnamara
I wonder who the hell is Francois
Stolen almost word for word from Benjamin, the UK’s most hated sales trainer. He actually uses this. I don’t believe you called anyone using this, prove me wrong and post a video.
Steal is a stressing word, better tell what you're gonna offer
thanks for watching and commenting!
I don't know man, 'You´re probably going to hate me for this' if you said that to me, I would just think you are going to give me the bad news. Not an offer. I'd prefer something like 'Hey Chad, thank you for taking my call, am I calling you in a bad time?' If they said 'Yes, I'm at work right now' you can just say 'Ok, no problem Chad, I'm Matt from (your company) when is it a good time for you? I just want to quickly show you something you would like to know in regards to your website' (or whatever your offer is)
What do you think?
Cold calling is all about finding what your style is, what works for you and rolling with it. If that works well for you then keep using it on your calls. I would say that it's always "a bad time" when you call someone, they are busy, you are interrupting their day, but if it works keep using it.
@@MattMacnamara Well, that's true. Being honest and direct that it is a cold call could work great too. I will try it. The offer has to be great for it to work. Have a good one Matt!
Is now a bad time to talk? How did you miss that?
It may help with your ego thinking it's progress but it means nothing and not only that but saying "can I steal a minute" is very negative phrasing.
got the can I steal a minute phrase from Mike Weinberg
@@MattMacnamara He's a client controller type salesperson and it doesn't work as much as people think. Sales is all about timing and chemistry. If people have no intention of talking to you, there's no script you can every come up with for negative sounding people.