Episode 6: How To NOT Cold Call

you are about to step into the barrel Solomon podcast show no fluff talking about greatness talking about wealth talking about how to become the number one man or woman in your space let's roll Solomon nobody was solid when the end but for real Jewish businessman alrighty ladies and gentlemen welcome to another very special episode of the barrel Solomon's show how you doing I hope everybody is having an incredible week I know that we are here at wealthy commercials thank God we're rocking and rolling I wanted to answer a question that I had this week I thought I need to do an entire show about it a lot of people we mentioned that we do not do sales we do not do cold calls a lot of people reached out to us and said what does that mean you don't do cold calls well then how do you get business how do you get incoming business I don't understand one of our principles in this company is that we do not do cold calls they are called cold for a reason because they are freezing and although I'm from Montreal I absolutely hate the cold I want to live in Miami I want to be a Miami type of caller so no further ado let me bring you into our secrets of how I have never made a cold call in the history of wealthy commercials actually that's not true I have made cold calls and it was miserable I just remembered one thing over here events I have made cold calls at wealthy commercials it was not fun at all I remember that I was calling a trade association I was calling one after the other and people really did not want to talk to me or have anything to do with me for that matter they didn't know who I was they didn't know what my company did they had no need for me whatsoever it was totally miserable and totally cold and I remember that was a very dark part of my history and my experience working in my own business it was miserable so welcome to everybody the joint I love you guys all thank you dearly you mean the world to me I like to ask Instagram Facebook ask your questions we will not end the show without answering your wonderful question alrighty cool how not to cold call first of all grow your network everywhere that you can there's so many outlets today I'll speak I went for I went for lunch of the banker yesterday two days ago and this guy told me we were talking about how to blow up his bank how to blow up all the branches and he said to me that during this time that he wanted a lot of traction his bank there are he uses newspaper ads and the newspaper ads are very expensive around this time and he spends about three hundred thousand dollars a month on newspaper ads and I just started laughing because there are so many free and incredible outlets to get your name out there you do not have to use the newspaper ads you cannot just be on LinkedIn you cannot just be on Facebook or YouTube or Instagram or or any other or any other social media platforms but you have to be on all of them equally because the same guy or gal that's on LinkedIn is not on Instagram all the time and the same gal that's on LinkedIn is not on YouTube you have to be everywhere it's called omnipresence that's we want to achieve but you have to grow your network and how do you do that it's very hard to do on Instagram I'm gonna be honest but it's a lot easier to do it on Facebook and on LinkedIn on LinkedIn you could have you could you could download um you could add up to 30,000 people to your LinkedIn account which is incredible on Instagram you actually can't really add people it is they have to add you they have to follow you so it's very difficult my personal experience has been it has been very difficult to grow my Instagram account maybe one day I'll have a 12 pack and be a blonde and I will get more followers but for now I don't have that and I don't have blue eyes so I guess Instagram is out for me for now even though I do have a couple thousand followers there but go on the social media accounts that you can add people yourself to add them to your network the LinkedIn you could do this and on your personal Facebook account you could also do it you can add up to five thousand people on your personal Facebook account and you could add 30 thousand people on your on your what's the called account on your LinkedIn account Instagram you can't do that YouTube you cannot add people they have to unfortunately follow you so first way to never cold call is grow your network everywhere that you can operative word on ken alright next make a lot of noise it's not good enough just to have a Facebook group or to have a LinkedIn profile but you got to make a lot of noise because when you are just like everybody else and sitting on the sidelines nobody is reaching out to you it's like the law of physics right whatever you whatever you put into it for every for every reaction is an equal for every action is an equal and opposite reaction right so if you're very quiet on LinkedIn and on Facebook guess what LinkedIn and Facebook is going to be quiet to you but if you're loud and if you're noisy and you're generating you know movement and traction and excitement and you're posting all the time then people will start to follow you people will start to like your content they'll start to comment on your content share share it they'll private message you and you're creating that traction so again for every action there is an equal and pause and there's an equal reaction so add as many people as you can get to and add as many guys I'm taking questions on Instagram and on Facebook please answer them please question that please leave us your questions we will not leave until we have all of them answered next make a lot of noise don't be scared of making a lot of noise by the way here's a secret okay nobody cares about you people care more about their toothache than they care about the earthquake that just hit Africa and killed a million people or the tsunami and wherever people care about their toothache more nobody really cares about you nobody cares about you making mistakes nobody cares about your ads nobody cares about your business nobody but they care so don't be don't be scared to do things consistently I know a lot of people are saying out there that you should just post once a week or twice a week to keep people engaged and wrong I was just talking to the people before we were talking about you to do the show I said even if we're uninspired to do the show we still have to do it every single day why because people want to know that they could count on us that they could trust us they could trust you your company your business they want to know that you're going to be here today and the one know that you're gonna be here tomorrow and in a month from now because you never know when that person might want to buy I had a call yesterday from a guy and he said to me he said hey I just saw your your Facebook live I figured I'd call you do you know anybody that does Facebook Ads we're looking to spend between ten and fifteen thousand dollars a month on them I said hey buddy yeah we do those ads why because I was in his face every single day all day on link on Facebook and when his time came to buy naturally he reached out to the first guy that was close to him so cold calling is when nobody knows you cold calling is when you have no other option cold calling is when you are a spectator or not a player when you become a player people start knowing about you and interacting with you it's not a cold interaction anymore it's a warm interaction next is research or followers whoever you have following you either works in a business owns a business or knows a friend that either is one of those two either works in a business or owns a business so if you see for example that for that the owner of a big company liked whatever it is Pete's a piece of content that you put out reach out to that person say hey thank you so much for liking my content I'd really appreciate it that was awesome and start a conversation with that person again it's not it's not a cold conversation it's not a cold call because they already know you they already liked you they're engaged with you and that person is ripe for the picking to start a conversation with it's a whole different conversation they know your name they know your face they know your style and they like you so research your followers see who it is that is talking to you see who it is that is liking your stuff and don't be afraid to reach out to those people because that I consider that a warm lead every first every person for me by the way I mentioned this in New Jersey I mentioned this a few times if only if only LinkedIn put instead of likes so you get 40 likes or 180 likes on your content if they called it leads you got 40 leads from that piece of content he had 180 leads from that piece of content you would be wealthy all right every time somebody likes my content I consider that a lead ask your clients for referrals your clients are your very best form of advertising why the number one reason why people buy believe it or not is not because a price is not because a product it's not because of you it's because they don't they do not believe that what you are promising is going to deliver what they need if people were absolutely 100% positive ensure that what you are offering is going to is going to lead to more dollars for them they or satisfy a need that they absolutely have they will buy from you for example if I'm selling marketing packages to people I'm selling our video packages to people if they have a doubt in their mind that when they go spend the money with us that they're not going to make that money back they will not buy but if they know that they're gonna spend their money with us and they're going to recuperate their investment they're gonna want to spend as much money as possible because they understand that much more money is coming from them the best way for them to be convinced of that is for them to speak to their friends who have worked with you think about it why would you go to restaurant because you saw it on a billboard or because your friend told you that it was amazing you trust your friends you trust the people around you that when they say hey work with barrel from wealthy commercials or work with Sarah from whatever I worked with her to she was great you are gonna be more likely to trust and go with that client with that person because there's a trust factor there there's already a chemistry there and their friend has already vetted you and taken the risk out of the decision so ask your current clients everybody that you know knows for example for us I know it does in video production companies why could it's MySpace they're my competitors they're my friends they're my friend Amis I know who those people are the same with any other law firm they know who their friends are they have they have they have competitors they have friends they have people in the same industry in the same space there's people and ask your clients for referrals and you have to do a good job for them if you don't do a good job don't ask for a referral but by the way you could actually ask for referrals even before you close the deal that's something that's really cool if you meet with somebody and say hey who else is in the space that I could go to you don't have to close the deal until you we ask for referral don't called call ask for referrals don't be scared of competitors what do I mean about this one people think that I'm crazy that I post every single move by the way my handwriting is not that bad I'm writing with my left hand usually I'm a righty but we're gonna set this up on the other side tomorrow so I don't look you know you know what don't be scared of competitors a lot of people do not want to share what they're doing because they're scared of their competitors I want all of my competitors to know what I'm doing because I want them to know that there's no room for them in this market that there's no space for them anywhere let me tell you anybody who's watching this you're in the nursing home video business you're making videos for other people you're in the healthcare space you're playing in our field I'll tell you right now we're gonna own and dominate this space there's no room for you go home because we will win we're bigger we're faster we're stronger we wanted more and we will win with God's help all right no room for competitors I'm not scared to post our latest and greatest product by the way all of a sudden I see everybody and his brother now making videos for nursing homes now making video brochures everybody's jumping on the barrel train I'll tell you what we're gonna win because we're first and we're gonna be last all right so I don't care if my competitors know what I'm doing because we want it more and let them know just like when a dog pees on a fire hydrant that's their fire hydrant this is my industry don't even think about a baby alright don't be scared of competitors don't like that make you crawl into a small little hole and die and not share with and with the world that's going on because you know what if a hundred potential clients hear of it and one competitor hears about it to me that's more valuable than staying quiet and staying small next earn more business from current clients again this is all an effort to not call it's called I wanna I wanna I want to reiterate this fact quotes calling is such a waste of time it's such a it's such a there's so many better ways to do it people think that cold calling is like you know it's the way to grind and if you don't quad call you're lazy I think it's the opposite quad call takes no strategy takes no intelligence it takes out a little bit of thinking outside the box yeah so what you won't make 200 calls in a day but the half a dozen calls that we made in that day where you know like sharpshooters we knew exactly pinpointed yes we got a question on Instagram a hundred percent Sam as a matter of fact get this you could ask a person for a referral even if he never did business with them before meaning you see somebody that's in a business and even if they say no do you could still ask them for referral you could ask your mother for referral of your father yes it's called the power base you have to work your power base so they give you people because again it's all relationship based right if a person trusts you then they're going to trust the advice that they sorry yeah if a person has a friend that they trust and that friend refers them to you well then you are already in the circle of trust Trust is probably the biggest factor of making the sale not product not price why do people buy Apple products Apple computers because they trust that the thing is gonna work today tomorrow and in five years from now they trust the product that's what you have to establish trust in the people that you work that you know you don't even have to work with them they don't even have to have anything to do with their industry when I used to be in the nightclub business before I was observant in my in my Judaism I remember I I whenever I try I was like 16 or 17 years old and I was promoting at nightclubs whenever I wanted to and that's a Montreal I know for all the Americans watching you're shocked about that but I mentioned before in Montreal the legal drinking age is really just a suggestion um they suggest you should be 18 but I will let you in the club if you're 16 depends how good your fake idea was so again when I used to go to the club owners to ask them for business to do parties in there in there in there in there nightclub I look like a kid and I had to somehow establish credibility so I would always find a mutual friend I would find somebody that knew that club owner that worked at that club owner or that supplied that club owner and I would say hey could you introduce me to Giovanni could you introduce me to lead to lino could you introduce me to whoever it was in order to get into that nightclub so you establish a third party connection that us all that right away establishes trust again this is all an effort to never cold call again it is cold for reason question Mendo Weinstein thank you so much for asking I appreciate it so I want to go back to our original points which is you grow your network right you become the and and make a lot of noise you grow your network so there's people actually watching you and you make so much noise that people cannot avoid you you splash in the market I'm when we broke into the healthcare industry you have to understand I'm a new guy people don't know about me it's a very old protected market a lot of old school players a lot of old boys clubs that are in it when I came into it I went for broke meaning meaning I was I didn't tiptoe in I sort of cannonballed in and that's what you have to do you cannot give the impression that you're just starting because no one wants to give it although in general people are nice in general people do not want to give a shot to you on your first if on your on your first go would you like to be the first patient that your doctor ever had would you like to be the first you know patient that your dentist ever had when he's performing a complicated root canal surgery no a lot of times I'll say to my clients listen you're not a guinea pig you we have we have tried tests and improving our product and our and our services and at this point I'm 1 million percent confident that it's going to work you're not a guinea pig so even if you even if they are your guinea pig Mendel you cannot give them that impression you have to get in the impression that there's no risk involved you know I I'm so confident in our products at this point I spoke to a guide this week for his from one of his facilities we charge in 12,500 for the whole deal including the tablets and I told him and he was very nervous about it he had one facility he didn't know if he wanted to do it I said to him hey listen you're not you're not a guinea pig we've done this 40 times already we will do it God willing over a hundred times by the end of the year I'm so confident it's gonna work for you I will give you a money-back guarantee I will shoot the entire video I will put in the tablets I will spend the money and if it doesn't work we'll give you every single damn penny of your money back that was enough for him to buy after that he was done Elias looked at me like I was crazy I said first of all it will work I'm that confident second of all anybody's gonna stand by their product that powerfully that person's going to buy from yes I first of all it makes it warmer Sam it's a good question it makes it a fad for those of you who can't hear the question Sam asks if I am calling on be and I say hey this person told me to call you is that still a cold call the answer is it's called ish it's a little bit warmer than just you know taking out a Yellow Pages what I like to do is I had a meeting on Monday for example I had a previous client the previous client was friends with my prospective client and I said hey listen sylvain would you mind calling my new this guy that I'm gonna go meet with and telling him that working with wealthy commercials was a good experience and you guys had an ROI a return on investment I'm working with us because I feel that if he hears that from you and he trusts you he's gonna be much more apt to buy from us sure enough he gave him a call established instant rapport and we ended up signing four deals with him right there on the spot thank God $40,000 contract in the first fifteen minutes meeting with him because we established that love you got to get in love with the people there has to be love learn thank you get in their face nobody likes a all right nobody likes a little quiet guy in the in the library studying arithmetic people want to do business with the flashy people people want listen there's always there's always always always situations where that doesn't hold the play I lost a client by the way I once lost a client because they said that I was too I was too pushy all right they said that I was too slick I was too smooth I got fitter I got into their office it was a company in the States and I ended up signing a contract with him within like I don't know 15 minutes maybe even less of sitting down at the table with them it was for like 16 grand and I remember that at the end of the deal they ended up canceling it they signed it they ended up canceling the deal because they said that it happened too fast so some people don't like the flash some people don't like the possess but that's one story out of a hundred all the other hundred times it worked for example this weekend this week in that deal that I told you at the four nursing homes before I left that meeting I left with the guy's credit card why because you have to be confident in what you're selling and once you have that trust he trusted me because I worked with one of his friends and he knows that if I mess him up if I mess him over then he could just call his our mutual friend and they could have someone that could act as like a meaty area what's the word look remediation mediary what a mediator he uh they could act as a they can mediate he knew that if there was a problem he could call his buddy that was going to mediate between us so instant trust instant credibility you've got to establish that to get out of the cold calls ladies and gentlemen it is the way of the past mediator thank you who said that Jay AB co-occurring I love you Oh Jay hi Jay hi what's up buddy I hope your project is going well and we want to hear good things about it coming up all right last and not least to get out of cold calling is you have to a throw event if you have the guts and the following yeah all this is like the last thing on the way by on the whole list by the ways events I like to throw events I do these big LinkedIn meetups and they're very very fun and very powerful and I teach a tremendous amount and at the end of them I get a list of a thousand people with a thousand names phone numbers companies job titles and people that are warm leads because they came to my event they saw me on stage they saw me speak so I do these events in order to build my name to build my my lead repertoire to build all these things and by the way I know I sound like a capitalist Pig and all I care about his money and doing business with people but this isn't a business context I do a lot of really free fun stuff for people all the time I take care of teenagers all the time but we're talking about in the context of business for example I will I was on a phone last night with with a teenager until for over an hour until like 11 o'clock because he had to talk to you about something very important to him no money exchanged there was nothing exchanged there was just out of the goodness of my heart if I sound capitalistic it's because I want to help you in these shows make more money so we could finally leave poverty and get it get out of our poverty mentalities and make something and be able to give not only for my immediate needs but give to the people around me and have an overflow of abundance all right events make events you speak at them be the guy at the very least go to events be involved be involved in mentions as their trade associations don't be cheap buy a booth be out be seen be live and people will begin to react with you again for every action is an equal and positive reaction if you want inbound you first have to do outbound god bless let's make our businesses our careers great again and let's become wealthy together take care have a great day question two more questions oh man I had such a good ending you guys are ruining it yes I'm just joking what's up what's up SZ you should not be doing either sizzle popcorn or as we call you now pop you shouldn't be selling that's for sure and you definitely should not be giving opinions but you should be sharing your unless your uber successful which I know that you are but you should be selling your you should be sorry you should be sharing your experience like I see I'm gonna give a shout out to David Nathan I hope he watches this I'll know if he watches this because he's gonna reach out to me I have a buddy David Nathan the guy started posting what's going on in his business he posted today that he's gonna go visit somebody I'm actually gonna tag him because I want him to see this David Nathan not can't find him too bad David Nathan today he posted a video of himself in the morning with his wife drink cup of coffee strategizing for their business for the day then he posted a picture of himself walking out of his office you know going to go meet with a prospective client I love that I get to share his journey it's so sweet it's so rich it's so interesting reminded me that actually wanted to more of that stuff because I'm getting more into like this type of format which is like this you know more like teaching but I feel that I'm at a point where I could teach I feel that again if you want to become a hundred million air don't follow me because I don't haven't been there yet but if you want to start a business in 18 months generate one where it we're sorry a little bit more now we're 20 almost 20 months we've generated one point four million dollars in sales in 20 months if you want to do the same thing then follow me but meaning listen to what I'm telling you because this is what I did to get where I got to so events recap how not to call to call grow your network everywhere that you can't yes we have another question you got to sell a lot of items worth 100 200 bucks that's my that's one of the reasons why I went into this business and not selling I don't know hot dogs and if I were to sell hot dogs I would sell them by the container load to IgA s meaning if you're in the popcorn this is a popcorn business what I would do if I was you is I wouldn't try to sell b2b to see business to consumer meaning to individuals I would sell to Costco's Walmart's you know big giant retail stores Koosh giant you know 7-eleven I would sell to the big chains and get your stuff in there that way even though you're selling a couple hundred dollar product if you're selling a container load of it it could be worth up to whatever it is fifty thousand a hundred thousand dollars that's my suggestion don't sell onesies don't sell onesies you don't have enough time in a day and if you are gonna sell onesies you have to go big meaning Bell prevents you know it's a it's a big hot dog chain in in Quebec they sell hot dogs but they have hundreds and hundreds and hundreds of outlets that sell these hot dogs so you have to go really really really big if you're selling stuff that's really really really small all right thank you guys god bless can't wait to see you too Martin oh we have no show tomorrow guys if you're watching this we're doing a huge event in New York August 1st we're doing a LinkedIn Meetup we're expecting a thousand people at it past two have been incredible this one is going to be off the flipping charts you could follow this on YouTube you could follow this on LinkedIn you could follow this on Instagram you could follow it on Facebook and we will be launching in about grace what do you think at the end of next week at the end of next week we'll be launching on every podcast platform you can imagine you could plug me in when you're working out plug me in the car just please don't plug me into the bathroom thank you god bless have a great day