S3 Ep25 - Turning Disinterest into Engagement with the Founder, Principal & Author of The H2H Method™️, Ryan Pereus

Hopp On Calls

In this episode, Ryan concentrates on executing two distinct campaigns for Superhuman, while Kevin focuses on reaching out to sales leaders. One campaign centers around standard outbound call services, while the other is geared toward closed lost leads within the automation and robotics sector.

During one of their conversations, Kevin manages to obtain two additional phone numbers, prompting discussions on the best approach for subsequent contact. In another scenario, Ryan follows up with a lead who had previously shown disinterest and was preparing for a flight. He initiates the conversation by inquiring about the trip and transitions into discussing the prospect's business needs.

Meanwhile, in another call, Ryan successfully reaches the company's accountant and secures a lead to the sales department. Kevin underscores the importance of waiting on hold only when it leads to a connection with a more relevant contact if the prospect is well-informed about their schedule.

Ryan then engages with a client facing overcapacity issues. He inquires about the client's market and client type, although it remains undisclosed. Despite this, Ryan receives positive feedback yet regrets forgetting to request referrals. Both Kevin and Ryan observe the evolving landscape of cold calls, noting a shift towards cold connections via LinkedIn and email in the current B2B landscape.

Kevin adopts a double-tap approach in one of the calls. He underscores the importance of avoiding assumptions about negative reasons for missed calls and emphasizes the need to put oneself in the prospect's shoes. At the same time, he advises against excessive follow-ups, which can become counterproductive.

In one of his attempts, Ryan encounters voicemail but remains persistent, continuing with his pitch and attempting to schedule a callback. Kevin recommends placing greater emphasis on live calls and mentions the uncertain legality of ringless voicemails, which should be verified before use. Additionally, they highlight the importance of avoiding text messaging when reaching out to B2B contacts.

Throughout these cold call scenarios, Kevin and Ryan offer insights into various engagement strategies. They emphasize the need for thoughtful and professional interactions, persistence, adaptability, and the significance of building rapport to understand how to provide value to prospects by navigating their company structure to find the correct contacts.

Ryan: "I did not ask for a referral as the prospect was a gate-keeper. I still kept going on with the call because the prospect did ask some questions and usually that is an indication. If the seemingly gate-keeper is asking questions, you should consider: what does that typically say about their knowledge or insight of what is going on in the business? You should figure out their competence even if they are in a receptionist or secretary position, you must understand if they have an insight of where the problems lie within the business."

Timestamps:

[00:00:52] Introduction about Ryan

[00:18:24] Generating leads from empty prospects

[00:21:39] Adjusting to the prospect’s needs and pivoting

[00:30:03] Turning rejection into referrals

[00:37:37] Reading and understanding gate-keepers

[00:44:25] Adapting and building on unresponsive prospects

[00:44:50] Remain prepared to be called back

[00:49:00] The use of double taps and triple taps
Connect and learn more about Ryan through this link:

LinkedIn: https://www.linkedin.com/in/ryanpereus

Connect with Kevin:

Kevin Hopp: https://www.linkedin.com/in/khopp/

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