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Josh Feinberg: Hey, guys wanted
to come to you on the first

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episode of Josh's jab, grab,
grab the jab before it hits you.

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So wanted to come to you today I
was reading an article, you

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know, I absolutely love these
articles, the ones that talk

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about how cold calling is dead,
you know, it's not something you

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should do, you're wasting your
time. There's no money to be

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made. You know, I'm coming to
you today to tell you that's

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bulls**t. And I want to talk to
you today about some of the

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things that I read in the
article. And, you know, give me

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your feedback as well. You know,
comment on the post comment on

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the YouTube video, you know,
comment your thoughts as well.

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But, you know, one of the things
that I ran on there was 1% of

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cold calls, ultimately convert
into appointments, according to

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a study by the Keller Research
Center at Baylor University,

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right.

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So we got 1% of cold calls
ultimately convert.

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I don't know how they came up
with those numbers. Because I

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know for us in our numbers, ours
convert at about 3%. Right? So

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most will say 3%?! That means
97% of the people aren't

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interested! That's 100% correct.
That's 100% correct. But the

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thing is, is I don't look at
that, I look at 3% of the people

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are interested. So it all
depends on the amount of calls

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that you're making. If you're
making 10 calls, and you're

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probably not going to get anyone
interested. That's your fault,

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right. But if you make 100
calls, it's all about volume. If

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you make 100 calls, you're going
to be able to get three people

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interested, if you make 200
calls, you're going to be able

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to get six people interested, if
you make 300 calls, you're going

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to be able to get nine people
interested. Bullshit. But then

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here's another statistic, only
28% of those cold calling engage

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in conversations. Let's think
about that. 28%, that is an

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astronomical number. So they're
trying to basically push people

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away from cold calling, but in
essence is 28% of the people

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actually engage in conversation.
You know, for us, it's probably

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more close to 10%. If I had 28%
of the people engage in

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conversation, our numbers would
be a lot higher than 3%, you

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know, 28% of those cold calling,
engage in conversation, right?

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So they're trying to veer people
away, you just need to be able

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to get better at your skill. If
you can talk to 28 people out of

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100 calls, you need to be able
to increase your skill. And if

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you're not converting even at
3%, you know, if you're not

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converting at 5%, with 28% of
the people, you seriously need

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to be able to work on your
training as far as being able to

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cold call, because I'm sorry,
but if you can't convert at

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those numbers, you suck, you
need to be able to get better.

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So again, bullshit, right? And
then in this one, it says around

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9 out of 10 top level business
to business decision makers

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simply do not respond. Right. So
there's a 90% of the people do

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not respond to any type of cold
outreach. Right. But that's 10%

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of the people that actually do.
What if we take a look at

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mailers, you know, people direct
mailing and sending mail to

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people's mailboxes, their
response rate is about 1%. Think

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about that. 1% of direct
mailers. People respond to

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email, perfect example. Right?
You hope to get 1% response

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rate, right? You hope to get 10%
open rate just for people

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reading it. But in this around
nine out of 10 top level

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business to business decision
makers simply do not respond to

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cold outreach on anymore. That
means 10% of the people are.

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That's an unbelievable
statistic. And that's absolutely

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gonna make you money. Bullshit.
Right? 50% of sales time is

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wasted in unproductive
prospecting. Right? Why? Because

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people are saying no, that's not
unproductive, you're being able

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to brand yourself, you're being
able to brand your company. That

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means 50% of the time, you're
actually taking place in

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productive, prospecting, right?
All of these numbers don't make

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sense, because they're saying 1%
of people actually are

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interested, but 28% of the
people will actually engage in

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conversation, right? 50% of the
people are wasting time on

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unproductive prospecting. It's
bullshit.