The Foundation Experience by Pascal Wagner

The Foundation (Video 2) – Spreadsheet Logistics & Cold Calling

Interviews I’ve Watched:

• Dane Maxwell @ Succeed Faster (6 min)
• Sam Ovens interview with Andrew Warner @ Mixergy (76 min)
• How To Build A Profitable Lifestyle Business with Dane Maxwell & Andrew Warner @ Mixergy (62 min)

Video Script:
“Hey so not being able to wait until the Foundation started, I’ve been trying to put the concepts I’ve learned from Andrew Warners interviews with Dane Maxwell and Sam Ovens into practice.

I’ve begun my cold calling and frankly it’s been sucking. I literally started with going to the yellowpages.com, I typed in my city and then picked an industry. From there there is an entire list of companies to call within that industry. I’d call them and then I’d mark down their information down in an excel spreadsheet.

Up to this point I’ve went through over 20 phone calls. Three of which I was able to talk to a CEO which was pretty cool – except for the fact that I was so nervous and was new to learning how to guide a conversation that it sort of didn’t work out as well as I’d liked it to. Most of the time I was told the CEO was out and I should call back again later and then there were around five people who told me they were not interested or just hung up the phone.

Interesting results I guess but I shouldn’t expect too many people to interrupt their work day to be talked to by me.

Im going to leave it out of this video for now but in my next video I’ll talk about how I introduce myself and the art i’ve been learning of talking to a decision maker as well as the type of questions I ask each person once I get to them.

For now I’ll talk about the items I track in excel when I end up calling each company. I track the companies’

* Industry
* Company Name
* Phone Number
* Email
* Name of person I spoke to
* Their position within the company
* The last time I called them
* The next time I’ve been told to call back
* And any notes I had about the conversation

Tracking all of those various things have proven to be pretty helpful and keep me really organized.

Also don’t tell anyone but i’ve been recording every single phone conversation I’ve had. I sort of got the idea from Dane Maxwell. I knew he did this with a few of his customers so I decided why not try it for myself. I’ve found that this practice does three things for me.

1. I don’t need to take notes and I can completely focus on listening to whoever I am talking to. I can always just review the audio recording to catch up on the conversation we previously had in case I need to call back another time.

2. I can analyze what strategies or what things I said in the interview that worked for me to make progress in the phone call. What tone of voice did I use, did I interrupt people while they were speaking, did I leave too many awkward silences or did I not talk enough.

And then of course,
3. I have been able to see my progress. I can tell how nervous I was when I first started and where I am now and how that can affect the conversation.

Honestly, I’ve been struggling with picking up the phone and calling people. I’ve went through 20 thus far which I think is quite a lot but I know I need to go through many many more before I’ll be really good at salesmanship. I’ve been learning a lot about myself with each phone call as well as that I have a lot more to learn about salesmanship and how to talk to random strangers to have them open up to you about their problems. The hardest part is getting started but I just keep thinking to myself that to live the lifestyle of financial freedom, I think I can get over calling random strangers and getting rejected.

To wrap up, I’ll be posting all the links to the interviews I’ve watched below so you can take a look through them in case you haven’t seen them yet.

Be sure to check out the next video I post. I’ll be going over the different strategies i’ve been using to get past the secretary or what I like to call “The Gatekeeper” in each of my phone calls.”

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