Sean Murray: I had when I used to do sales, I did two types of
cold calling, I guess you could say I was on the I was one of
the people that if you pressed one, you know press one, if
you're interested in getting funding, you would get me, you
would get me. I wasn't the one running the campaign, but I was
a sales agent you would get if you pressed one. And those did
really poorly. I got a lot of people really, really mad, like
the the robo dial press one for whatever. And it was a
computerized voice. And then you would get me people were
pressing one just to, you know. Curse. Yeah, say all types of
things. Yeah. You know, that was that was pretty brutal. But the
area that I did have success in was manually cold calling where
there was no computer, there was no press one. It was like, hey,
it's me. You know what I mean, this is what I do. I was
terrible at the script. Yeah. You know what I mean. I'm
terrible at scripts, too. People know, when you're reading a
script, after a while after like, two days. I'm like, I
can't do this. You know what I mean, like, I just throw it in
the garbage. I know what it is I'm selling, I would just try to
adapt to the situation, you would I mean, and get to who I
wanted to speak to. And, you know, that seemed, that seemed
to work. And I think that in terms of rejection, that
rejection can be harder, because you kind of initiated the
conversation you know what I mean. Yeah. And the secret out
there, if anyone out there is cold calling, we're talking
about if it's dead. Yeah. And it's not dead. If the dead part
of it is on you. Like if you're just scared of being rejected.
That doesn't mean the industry and cold calling is dead. That
just means you can't do it. You know what I mean? And you have
to be adequately able to deal with that rejection. And for me,
the way I got over it, because it was very hard for me in the
beginning,
Johny Fernandez: Because of you?
Sean Murray: Yeah, me. Well, I started, very hard for me in the
beginning, because I came from the underwriting side. And I
went into sales after, and I was very used to being in a
conversation in which there was like a presumption of, you know,
this interaction. Yeah. Whereas all of a sudden, I was going to
an interaction, whereas somebody was busy. You know, there will
be times I call a restaurant during the lunch hour asking to
speak to the owner. A lot of times, you know, didn't go very
well. But it yeah, exactly, if that. And the way to get over
that, by the way, is just to do it so much, that you become numb
to it. And I don't mean in a negative way. But you become
numb to those, right? Yeah. In that first hour or two. It was
like every, like, people will say things to you that they're,
very hurtful. They're very hurtful. Two hours are like, oh,
my heart, you know what I mean, and my brain and my soul,
everything, everything hurts. And then by the third hour,
you're just like, you're all of a sudden you're just like in the
zone. Right.
Johny Fernandez: And I think a great piece of advice is if you
are cold calling, to not stop after two calls, like at least
the first call, you know, it's gonna be horrible. The second
one's not gonna be bad. By the time you reach your 40th call.
It's like, I used to do used to be a telecommunicator. Okay. For
college. Really? So I had a whole script. And it's like, you
know, like, for and I use that those same skills. Now, when I
do cold calling. When no one picks up the phone. I'm like,
hey, this is uh, this is Sean Murray, this is Johny Fernandez.
Yeah. With, you know, so and so. And I just want to speak with
you about X, Y, and Z, if you could give me a call back phone
number is 917 bla bla bla bla bla that number again, 917.
Yeah. And that was it. And it worked out but it took hours of
you know, getting rejected on the phone. Yeah. To be good at
like leaving a voicemail.
Sean Murray: Yeah, no you just got to. You just gotta pound
through it, by the third hour you'll be totally good. Yeah.
You would, you were talking about like making that 40th
call. You definitely can't stop after two calls. I have seen
people make a call get rejected and then say, okay, it's time
for a cigarette. Like, alright, you know that call, it was
really bad. Now I need you know, now I need to step outside, take
a break. And then they're like, they're trying to get to the end
of the day. Yeah. You know what I mean, you just gotta be like,
alright, I'm gonna make 40 or 50 calls in a row. Yeah. Right. And
once I get to, you know, to number 50, then I'll go outside,
and I'll take my break. But if you don't get to that number,
don't and there's no, there's no break. And its if you I'm
telling, you suffer through all the bad calls, you're gonna get
to the point where you don't you don't care about the people
telling you no, or the nasty comments that you that you're
gonna get occasionally, and you're just going to be doing
your job. You know what I mean, and then by the end of the day,
you're just, you're just going to be tired. Yeah. And then by
the second day, you won't even be thinking about it anymore.
Just be like, this is what you do. And it's just try to find
try to find the prospect that's interested. And that's all it
is. And so, cold calling can't be if you think cold calling is
dead because you're scared. You know what I mean, it's dead for
you. Doesn't mean it's dead for other people who are who were
able to manage. That's my personal opinion. Yeah.