85: The Mic Drop Cold Call Method
Belal Batrawy shares his easy-to-learn framework
Read time: 3min | Watch time: 5min
Read on jed.substack.com
Welcome back to The Practical Prospector Newsletter!
Today I asked my good friend Belal Batrawy to share his easy-to-learn “Mic Drop Method” for cold calling.
With all the talk about email deliverability, cold calling is more important than ever. And it’s not something that I’ve covered recently, so I wanted to bring in someone who knows their sh*t and has a fresh perspective.
By the way - I’ll also be featured in Belal’s newsletter this week. I’m going to share a hidden LinkedIn feature to find warm prospects.
I highly recommend checking it out:
Agenda:
Belal’s Mic Drop Method for Cold Calling
Example of a Real Mic Drop Cold Call Script
Explaining the Mic Drop Method in More Detail [5min Video]
Belal’s Mic Drop Method for Cold Calling
Hey folks!
Belal here from Death to Fluff and Founder of learntosell.io doing a takeover of Jed’s newsletter.
For those that don’t know me, I’ve been in SaaS sales for 15 years and have been one of the first sales hires at 7 different startups, including 3 acquisitions and 2 IPOs.
I post regularly on LinkedIn about all things sales and what I wish my sales training taught me but didn't.
Jed wanted me to talk about cold calling and the Mic Drop Method, an easy-to-learn framework I teach to stop pitching and start dialogues with skeptical buyers.
Now the problem with traditional cold calling is pitching.
Pitching is a monologue that invites objections.
And objections are oftentimes a dead end, putting the seller on the defensive and killing conversations.
We gotta ditch the pitch.
So what’s the alternative going to be if we’re not leading with unique selling props?
Let’s back up for a second.
Every successful cold call is essentially 4 key parts:
The first 5 seconds
The next 15-20 seconds
The next 1-8 minutes
The close
Elite sellers understand how to consistently get through these transitions and get their buyers talking early and often.
So the Mic Drop Method is:
Permission
Problem
Provoke
Promise
Embrace that we’re interrupting someone’s day with our cold call.
State a well-thought-out problem statement about them that shows relevance and credibility.
Ask a “what” or “how” question that provokes dialogue.
Keep the conversation brief and go for the close.
Example of a Real Mic Drop Cold Call Script
#1 Seek Permission
Hey Thomas, it's Belal from (company). I will be upfront, this is actually a cold call. Do you have a moment? I'll be brief.
#2 Frame a Highly Relevant Problem
I’ve been talking to other CISOs that are carefully watching a rise in spoofed domains, spending over 8 hours per week doing takedowns with their security engineers.
#3 Mic Drop Question
How are you spreading your resources to take down these types of threats?
…
See how there’s no pitch?
The goal of asking a Mic Drop question is to get yourself off center stage and give your prospect the mic.
Let the buyer either embrace the problem or tell you that it’s not a concern of theirs.
Either answer is great!
If they embrace the problem, you've got something to talk about.
If they reject the problem, then they might not be a fit for your offering.
The key is to let go of trying to control everything.
Nobody tells you this when you start in sales.
But I wish someone taught me this.
It's not your job as a seller to talk people into buying things.
Here's the remedy:
Relax…
Realize everyone isn't right for you.
And trade your cleverness for curiosity.
Instead of assuming people have problems and you're the hero that can fix them...
Ask people if they have a problem and understand from them how badly they'd like to fix it.
Now we’re sorting instead of selling!
Explaining the Mic Drop Method in More Detail [5min Video]
You can steal the free cheat sheet used by +5,500 sellers at go.learntosell.io and make your own Mic Drop script.
That’s it for me folks! May the sales be with you.
…
Thanks for reading!
Jed
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