Learning through role reversal

I received my first cold call last week.

I stood outside myself in a surreal moment— the hunter had become the hunted.

Hearing the way he conducted his cold call made me reflect on the way I do things. Parts of it were great, and parts I thought could have been better.

Since this was a first experience for me, I thought I should chronicle it.

The first thing he said after his initial greeting was, “Are you a decision maker at your company when it comes to deciding solutions around X?”

When I said No, the call was immediately over. I could have wasted his time if he started out by asking me qualifying questions about my company. I think this is a good approach, and it’s something I’ll experiment with.

But on the other hand, he could have learned more about the company and our processes, and if our use case was good, he could have asked for a referral. or found another contact on his own. I probably would have given him a referral, but he hung up too quickly.

I didn’t even catch what his company was or what he was selling, which is clearly a major problem. Before I could even ask him to repeat himself, he asked me if I was a decision maker, which, regardless of what he was selling, I’m not.

He started the call with “Hi is this Gabriel Glasser, Lead development representative at Pandadocs?” He sounded like he was bored and reading my information off a list, and he got the company name wrong.

Sometimes it’s easy to forget that people can’t understand you as well over the phone. That’s why it’s so important to not speak too fast, and to enunciate clearly.

It’s also important to not speak too fast because the person on the other end will be less likely to feel rapport with you.

It was actually a fun and fascinating experience to be on the other end of a cold call. I felt empathy towards him, because I know his job is hard. Witnessing someone else perform something that Ive been practicing myself is a powerful way to learn.

I’ve read and been taught about cold calling technique, but being on the receiving end really made me understand things fast.

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