The step-by-step system behind my agency's $30K/month.
This is the exact playbook I used to take my agency from struggling with cold calls to booking 100 appointments every single month and generating $30,000/month in revenue.
Cold calling is still one of the most powerful client acquisition channels for agency owners, but most people are doing it completely wrong. Below are the 5 tactical changes that made all the difference.
You will always hear me advocating for better accents and soft skills. The truth is that the prospects judge you in the first 2 seconds of them answering your call. "Why does this person sound like a scammer?" That's what goes through their minds, since some accents are associated with scamming.
The easiest way to counter this is to start sounding like the average person in the market you are selling to. This is the only way they ALLOW YOU to continue past the 5-second mark and actually let you get to the point of pitching them.
If they hang up after that then it's okay, you made a pitch and failed. But to fail before even making a pitch is just sad.
The truth is that you don't bypass the gatekeeper ever. Their sole existence has only one purpose, to stop solicitors from reaching the owner. No matter what fancy objection handling you do, you will not reach the owner through them.
Here is what I did that got me to the owner: I stopped asking for the owner and started asking for the manager or someone lower level instead. I booked a meeting with them and did not try to hard close them.
Then I used the tool PROSPEO to find the direct phone number of the owner through the owner's LinkedIn profile. Reaching out to the owner is actually a warm outreach method since you have already been on a discovery call with someone from their company.
An easy way to handle objections is always to niche down. Here's why.
There are 2 kinds of objections: one is a fear-based objection, and the other is a logistical objection. Fear-based objections are all surface-level objections meant to just shoo you away, for example: "Send me an email," "We are not interested," or "Is this a sales call?" We won't talk about fear-based objections since you can easily find good generic rebuttals on YouTube.
We will instead talk about logistical objections, because every niche has its own logistical problems that are unique to them. These are the prospects that need your services and are interested, but have a genuine roadblock stopping them from buying.
The easiest way of handling objections is to know what objections they usually give. And to do that, you have to niche down in the industry, so you already know what type of objections they can give based on their industry.
When you are cold calling your lead list and they don't pick up the phone, I use what I call the double dial method, calling the same number again immediately, and sometimes even a third time.
The reason this works: in the U.S., people receive more spam calls than almost anywhere else in the world. The country has one of the highest buying powers and is a major target for marketers and call centres. Because of this, Americans are very protective of their time and privacy, they usually don't answer unknown numbers.
Most spam calls come from large call centres that have thousands or even hundreds of thousands of leads to get through. Because of that, they typically only call each lead once before moving on to the next number in order to cover as many leads as possible and hit their quotas.
The easiest way of implementing everything stated above is just making more calls. Volume is the master skill. Every single rep compounds. The agency owners who win are not the smartest, they're the ones who pick up the phone the most.
Want to add $5K–$10K in MRR to your agency revenue through Shadab's coaching and client acquisition systems? DM the word "Calling Coach" on Shadab's Instagram and let's talk.