#103 - A Complete Cold Calling Masterclass I The Corey Ganim Show

#103 - A Complete Cold Calling Masterclass I The Corey Ganim Show Speaker 1: Welcome to episode 103 of The Corey Ganim Show. So today's show is going to be a masterclass in cold calling. So you're going to see me making a couple of different cold calls. You're also going to see me reacting to a cold call recorded by one of my students inside the Wholesale Network. So if you enjoy these types of videos and if you learn something from this cold call masterclass, then take a second and subscribe to the channel. If you're watching on YouTube or if you're listening on Apple or Spotify, leave us a five star review and let us know that you like the show that helps us get it in front of more people. So without further ado, welcome to the cold call masterclass. Alright, so the next thing we're going to look at is the common scripts that you can use when you're talking to brands. And so these are going to be the exact things that you say to brands, whether you're getting Salesperson on the phone, whether you're dealing with the owner of the company. So we've got a few different scripts here that you can use depending on who you're talking to. And the best part about these scripts is I'm going to give you guys these scripts completely free. So you can hit the link in the description below to get a copy of this PDF completely free. So I'm going to jump into the screen here and we're going to go over these scripts. I'm going to show you exactly what they look like. So the first script that you can use when you are dealing with either the owner of the brand or a salesperson for the brand, Is this right here. So I like to say something along the lines of, Hey, my name is Corey Ganim. I own a retail business that specializes in blank category, right? Obviously in this case, the blank would be whatever category of product, the brand that you're calling is. So for example, if I'm calling a tool brand, I'd say, Hey, my name is Corey Ganim. I own a retail business and we specialize in the tool category, right? And you don't necessarily need to specialize in the tool category. As long as you're carrying some sort of other tool products, then you can say this with confidence. And this is one of the reasons why I recommend people specialize in a given niche or they specialize in a given category is so that they can say this with confidence. And so they can really explain to a brand, Hey, I have experience in this category. I have experience in this niche. So the next line you can use here is, hey, you guys have some great products, particularly product X. Now, this is the key part here, being specific about exactly what it is that you want and about exactly what it is that you're looking for. So when you name drop a specific product that they carry, This proves that you're a serious buyer because you're not just calling them up saying, Hey, I'd like to open a wholesale account. I'd buy anything that's profitable. No, you're saying, Hey, I'm specifically interested in product X, this exact product. If you get the wholesale account, does that mean that you have to buy product X? No, it doesn't. It's just a tactic that we use to prove to the salesperson or prove to the owner that we've done a little bit of research and that we're serious about buying some of their products. So the next line you use here is I'd be interested in carrying that product, but would like to get some information from you first. What are your requirements for new dealers? So if you remember from earlier on in the course, dealer is another word for retailer. They're used interchangeably. Really dealer is an industry term for retailers. So just by using the term dealer, you make yourself look that much more serious because you are showing that you are involved in the industry and you know the lingo. So, Again, this script is meant to be more non-threatening, it's less assertive because you're calling them up, you're name dropping a product, which is important, but what you're not saying, you're not going straight for the kill. Hey, I'd like to open a wholesale account. Hey, I want to buy this specific product right now. You're saying, hey, I'd like to get a little more information from you. I am interested in this specific product, but what are your requirements for new dealers like me? And again, this shifts the power over to the sales rep or the owner that you're talking to, because what they're going to say next is they're going to say, well, we require that you buy X amount of product per month. Or they might say, Hey, we require that you have a brick and mortar storefront. Or they might say something like, well, Hey, we just require that you're not, you don't sell on Amazon. In which case, depending on their answer to this question, What are your requirements for new dealers that will show you how you proceed next. And that will basically show you what you need to say or how you need to steer the conversation from there. Right. If they say, well, hey, we are require a brick and mortar storefront. Well, we're going to get to how we handle that objection later on in this section, because part of this template here. Is common objections and one of those is we require a brick and mortar storefront, right? And if they hit you with that, well, hey, we don't sell to Amazon sellers, but we're going to get to how we handle that objection as well. So that is the first script that we're going to use when dealing directly with brands. Again, it's as simple as saying, my name is Corey Ganim. I own a retail business that specializes in your category. We've got some great products, specifically product X. I'm interested in carrying that product, but I'd like to get some information from you first. What are your requirements for new dealers? All right, script number two. This is one that you can also use when you're dealing with the owner or with the salesperson. You can use either script one or script two, depending on the person that you're dealing with, but they can be used interchangeably. So you can say something along the lines of, hi, I'm Corey Ganim and I am the buyer for a retailer based in your city. Now, one of the reasons I like this script is because you're positioning yourself as the buyer, not the owner of the company. And the reason this works well is because if a company has a buyer, then they're seen as a bigger company than if you're calling as the owner of your company. So by positioning yourself as the buyer, you can defer to the owner or management or whoever else you want to defer to. So that way it just makes your company look a lot bigger than it is. So I might say, Hey, my name is Corey Ganim. I am the buyer for a retail business based in Charlotte, North Carolina, right? That's where I'm located. Next, you could say, well, we're looking to bring in a new product line in the tool category and a friend of mine put you guys on my radar, right? That friend of yours could be your VA, that could be, you know, simply an advertisement that you saw on Amazon. You don't necessarily need to use this line if it's not true, but you could just say, hey, we're looking to bring in a new line of product in the tool category and you guys came across my radar. I did some research and I really like product X, right? So similar to our script up here, we always want to name drop a specific product and better yet, if we can name drop multiple products or a specific product line. So if you say, Hey, I did some research and I love your drill bit tool. I love your razor blade and I love your fastener, right? Naming those three by name. Again, just shows the brand owner or the salesperson, whoever you're talking to, that you are a serious buyer. You've done your research and you know what you want. And then lastly, what would be needed on my end to get set up as a new dealer? So you're not asking them a closed ended question where they can answer yes or no. You're making it an open ended question. You're saying, hey, well, what do you need for me to get set up? Right. So they might respond, well, we need you to submit an application and that we need to submit that to accounting and then they need to approve you. OK, great. Well, what do I need to do to get the application? Oh, well, Jenny and accounting will send that over. Great, right? Always trying to ask open-ended questions. Or they might say, well, hey, you need to have a storefront and you need to buy $1,000 worth of product as your opening order because that's our minimum. Okay, great. Well, what would I need to do if I didn't have a storefront? What sort of exception could be made, right? Because again, always asking open-ended questions, not letting them answer yes or no to any of our questions, not saying, well, hey, if I don't have a storefront, can I still buy from you guys? Because they're just going to say no. So asking, well, hey, what sort of exception could be made if I don't have a storefront, but I know what I want to buy? That is an open-ended question that makes them think about how to solve your problem. Okay, so that's script number two. You can use that when you're dealing with the owner or with a salesperson. And the reason we have our Wholesale Network logo here is because these scripts and these templates are typically only reserved for folks inside our Wholesale Network community. So we've got the branding on the document itself. But again, I'm giving these away to you guys completely for free. So if you guys want a copy of these scripts, then you can get them at the link in the description below. I'm going to move myself over here. So you can use this third script again when dealing with either the owner of the company or a salesperson. Hi, my name is Corey. I'm the buyer for a retailer based in Charlotte. Again, very similar opening to the other one. And this is a good script to use if you're already an established wholesale seller and you're already sourcing from another company that would be seen as a competitor of the company that you're calling on now. So for example, just to use a very generic, broad example, if you're calling on say DeWalt, right, which probably won't be because the chance of getting a direct count with DeWalt is very slim. But if I'm calling DeWalt, And I'm saying, hey, my name's Corey. I'm the buyer for a retailer here in Charlotte. We currently sell a ton of Milwaukee and Makita. Right. So if I'm the owner, if I'm the salesperson on the other line and I hear, well, hey, Corey's selling a ton of Milwaukee and Makita, they're our biggest competitors. Yeah, I want to steal that business from them. So I'm more likely to want to work with Corey. Right. That's the thought process there. We've done so well with those brands that we want to bring in a new line in the tool category. Move myself up there so you can see. Are you currently onboarding new dealers? Right? So this is a yes or no question. So not the best way to end this script. Honestly, I probably need to update this knowing now that this is a yes or no question, but you can kind of spin this question depending on the answer. So when you say, well, hey, are you onboarding new dealers? It's okay to ask a yes or no question in this case because you've already established your credibility by explaining that you already sell a ton of their competitors. So if they say no, we're not onboarding new dealers, then you can simply say, okay, well, I understand, but we've got $10,000 set aside this month that we were going to allocate to a new product line. So if you guys aren't accepting new dealers, then we'll just go back to Makita and allocate that spend to them. All right. And if they still don't balk, if they still don't want to work with you after that, then there's not a whole lot you can do. So because we are kind of name dropping some competitors and showing our expertise, assuming we're an established wholesale seller, then that makes it okay to ask a yes or no question in this case. All right, so those are our top three distributor scripts that we use when we're calling distributors and, sorry, not distributors, brands, excuse me. These are the top three scripts that we use when we're calling brands. All right. Now we are going to take a look at the three most common scripts that I like to use when on the phone with distributors. All right. So this is all part of our master supplier scripts playbook document, which again, you guys can get completely free at the link in the description below. So we've got a couple of main scripts here that we'll use when talking with distributors and you'll see that each script is ideal for this specific type of person. It just depends on who you're talking with. So I like to use script one when I'm speaking with a receptionist or a non salesperson, somebody who is not incentivized to sell me product or who's just not the person that I'm trying to talk to. So a lot of times when you guys call up a distributor, you'll get a receptionist or somebody in the front office. Bottom line, you'll get a lot of times somebody who's not a salesperson. So I like to say, Hey, my name is Corey. I'm looking to set up a new dealer account. All right. And the reason we like to use the word dealer is because that is an industry term. We want to sound like we're a part of the industry. We want to sound like we know how to talk the talk again. It's just going to make them that much more likely to take you that much more seriously. Then I like to say, could you please put me in touch with the salesperson who covers Your city or state, right? Meaning the person you, the person calling your city or state. So I might say, Hey, my name's Corey. I'm looking to set up a new dealer account. Could you put me in touch with someone in sales who covers Charlotte, North Carolina? Now, usually I'd say probably about 80% of the time, the person that you're speaking with, if they're a receptionist, they're going to say, Oh yeah, that is, that's Jim. Either I'll tell him to call you or a lot of times they'll give you Jim's information so that you can then reach out to Jim. But rarely at this point will they shut you down and say, no, I'm not going to put you in touch with someone in sales because to them you're a prospect, you're a potential new customer and they are going to try to pass that lead on to a salesperson. So when you're speaking with a receptionist or a non salesperson, the goal is to get in touch with a salesperson. And this script is in my experience, the easiest way to do that. All right, script number two. And I like to use this script when we are speaking with a salesperson. So I'll move myself up here a little bit so that you guys can see a little better. So when I'm speaking with a salesperson, I like to say, Hi, my name's Corey and I own a retail business in Charlotte, North Carolina. I'm looking to set up a dealer account with you guys. Okay. Again, using an industry term dealer, talking about the fact that we own a retail business. We are more than just an Amazon seller. We're not just somebody flipping products online. We are a retail business owner. So I always like to lead with, Hi, I'm the owner of a retail business and I'm looking to set up a dealer account. Now, if you wanted to take it a step further and make your company look that much bigger, you could say, Hey, my name's Corey. I'm the buyer for a retail business here in Charlotte, North Carolina. All right. That positions your company as a little bigger because bigger retail businesses have buyers that are responsible for bringing in new product lines. And by you calling yourself a buyer, that's 100% true. You are the buyer. You're the one reaching out and making the connection. That's just a positioning tip. You could sub out I own for I am a buyer. Next line I like to say, I took a look at your website and I see you guys carry brands X, Y, and Z. All right. Now these could be any brands that you noticed on the distributor's website. Because the purpose of bringing up brands X, Y and Z, three specific brands is to show the distributor that you're serious, that you've done a little bit of homework, that you have an idea of what you're looking for. And the beauty of name dropping these brands is they're not going to hold you to purchasing those specific brands. In fact, they're probably going to forget the names of the brands that you brought up in the initial conversation anyways. The goal is just to show, hey, I see you guys sell tools. I see your website. You guys carry Milwaukee, DeWalt and Makita. That's great. I actually have a list of the exact products and quantities from those brands right here in front of me. What would be needed on my end to get the ball rolling? Again, always finishing with an open-ended question. And the point of these two lines right here, I see you carry brands X, Y, and Z. I have the exact list of products in front of me that I'm interested in. You're showing them that you're serious. You're showing them that you've done your homework and that they should take you a little more seriously than somebody who calls them up and just says, Hey, I'd like to open a wholesale account. I'll buy anything that's profitable. Right. That was me for the first at least two or three years of doing wholesale is I was never specific with my pitch. So therefore suppliers wouldn't take me seriously. I would literally tell them, Hey, I'll buy anything that's profitable. And to them, when they hear that immediately, they think to themselves, this guy is going to waste my time because how do I know what he wants? He doesn't even know what he wants. All right. So that's the second script and always ending with that open-ended question. Like we said, what would be needed on my end to get the ball rolling? So by putting that question to them, they start thinking to themselves, okay, well, he needs to submit an application. We need to get a copy of his business license, his resale certificate, right? So they start thinking, well, how can I help this person? Because he knows what he wants and it seems like he's serious. And then the third script here guys is also one that you can use when you're talking with the salesperson. So you'll notice this is similar to the one above, but it goes something like this. Hi, my name is Corey. I own a retail business in Charlotte, looking to set up a dealer account with you guys. Now this script is one where we start to leverage the competition and we start to mention the fact that we're talking to other suppliers in their same niche. Again, this is 100% true because you don't necessarily have to have already made contact with competitor one and competitor two for this script to work. You can just tell the supplier that you're on the phone with that, hey, this is who I'm planning on reaching out to. So, hey, I'm planning on reaching out to competitor one and competitor two, but I figured I'd give you guys a try first. I have a list of brands and products that I'm interested in purchasing. Do you mind if I send it over? Alright, so this script can be pretty dang effective because what you're telling them is, hey, I'm in the field for these products and brands. I know that I have a few options, right? I know there's a few different suppliers that I can go to, but I figured I would give you guys the chance for the business first. Now I have a list of the exact products I'm looking for right here in front of me. Do you mind if I send it over to you and see what you think? So what you're telling them is you're not saying, well, hey, I'm ready to buy. I'm ready to place an order. You're almost dangling that carrot in front of the salesperson of, well, hey, I know what I want, but first I need to get some quotes. I'm going to send it over to you. Is there anything you can do here for this to be worth my time? All right. So now you're positioning them as the ones who will be selling you on why you should buy from them. See how that works. Well, I guess this isn't technically an open-ended question here saying mind if I send it over, but what you could ask instead of mind if I send it over, because mind if I send it over is a yes, no question, but what you could replace this with to make it more open-ended is what would be the best email address for me to send my list to? All right. So that way they're not, they can't say yes or no to that. They would say, well, you can send that directly to me, Jim at supplier X, Y, Z.com, or they might say, oh, send it over to sales at supplier X, Y, Z.com. So by asking the best email address to send that list to, that might be a little bit of a better way to end this script. And I'm going to probably replace that here. Once we're done recording in a second. All right, script number four. Now this is the last script that you can use when you're going directly to a distributor. And this is another one that you can use when talking with a salesperson. You'll notice that we don't have any scripts when it comes to distributors that are, that involves speaking with the owner of the distributor, right? So for our brand scripts, we have scripts for dealing with the owner or a salesperson, owner or a salesperson. But when you're calling on distributors, rarely are you going to talk to the owner unless it's a smaller distributor. Most distributors have a staff of salespeople and 99% of the time you're going to be talking with a salesperson. Now, if you end up becoming one of their larger customers and you end up doing a lot of business with that distributor, then you very well might meet the owner at some point. You might be able to speak directly with the owner at a certain point, but with most distributors, you've got to earn that and you've got to work up to that level. Okay. So this is a script you can use when speaking with a salesperson. Again, they're very similar, but they all take a little bit of a different angle. So this one, you start with, Hey, my name is Corey. I own a retail business in Charlotte, and I'm looking to set up a dealer account with you guys. So same opening as the other scripts. I see that you guys carry brand X and there are a few specific products from that brand that I'm ready to buy. Okay. So you'll notice in every one of these distributor scripts, except the one where we're talking with the receptionist, because when we're talking with the receptionist, she doesn't care about what we're looking to buy. We just want to get in touch with the salesperson. But for all three of our scripts, when we're talking to a salesperson, We always want to be specific because when we're specific and we mentioned a specific brand or we mentioned specific products, they're already seeing dollar signs in their head. So I see that you guys carry brand X. There are a few specific products from that brand that I'm ready to buy. I have the exact quantities that I'm willing to purchase, which I can send over if you'd like. And if we can come to an agreement on pricing, I can get you a PO as early as this week. What would be needed for me to move forward? Okay. So these last three lines here can be very powerful. Now this script number four, I made it the last script here because it is a little more direct and it is one that you would probably only want to use if you built a decent amount of rapport with the salesperson and you have a good feeling that they're going to want to work with you. Because here you're saying, Hey, I know exactly what I want. If you can give me good pricing, I can buy this week. What do you need for me to move forward? All right. So this is a good script to use when you're dealing with somebody who has more of a direct personality style. Maybe when you talk to them initially, you can tell they're very direct. They're very straight to the point. They're very, they mean business. This can be a really good script to use when speaking with that type of person, because this script is direct to the point. I've got a PO. I just need pricing. If pricing looks good, I can buy this week. Okay. So this is an effective script that you can use with any salesperson, but specifically when you're talking with somebody who has more of that direct, no-nonsense personality type. Okay, so these are our four distributor scripts. These are in the same document as our brand scripts. And again, guys, you can get the supplier scripts playbook for free at the link in the description below. So be sure and grab that. Hey Josie, my name is Corey Ganim. I work for a retailer here in Charlotte, North Carolina, and there were a couple of field piece products that we were looking at buying in bulk. So I wanted to call and ask about getting set up as a distributor and kind of what that entails. Unknown Speaker: Usually, you have to kind of go through a vetting process. They only accept people that are HVAC, strictly HVAC companies, and no Amazon. We had a lot of people decide that they were going to sell our product without our permission and selling bad products. So we've kind of hired somebody to kind of clean that up. Speaker 1: When you say bad product, what do you mean by bad product? Is it like counterfeit? Unknown Speaker: Either it was counterfeit, we're trying to figure that out still. But all I know is that we were getting a lot of calls for product that was no good, needed repair. So not only were we not getting the sales for that, we also had to It turned out not to be a good thing. We do have two people that have contracts with us specifically for that and we're just going to keep it at that. If you're a brick and mortar and strictly HVAC company, then they probably would, you know, look at your company and have somebody call you and talk to you, that type of thing. They're very picky. Sure, as they should. We're kind of oversaturated right now, but, well, you never can be oversaturated. Speaker 1: Right, yeah, no such thing as bad sales, right? Yeah. Unknown Speaker: So, um, but if you want, you can send an email describing your company and your, uh, put your company website on, uh, so that they can take a look and, um, You would send it to fp, like Phil Peace, fpsales at philpeace.com. Speaker 1: Okay. Unknown Speaker: And from there, they would just kind of look into it and tell you whether you are a good fit or not. Speaker 1: Okay, perfect. And Josie, while I have you on, let me just give you a quick rundown on our business as well, right, to kind of give you a feel for where I'm coming from. So our company is PowerTool Plus. We do do a good bit in the HVAC space. We do carry some adjacent products as well. Now, with that said, so you mentioned that Amazon is being a no-go and I completely understand that the channel is an absolute nightmare for a lot of brands like you guys. But with that said, that is definitely a channel we'd be intending to sell on. We've been selling on Amazon for I think like eight years now and a big portion of our sales comes from that. So, I mean, if there was an exception that would be made, I mean, I've got a PO right here in front of me right now for Quite a good bit of field piece that we'd be intending to move on that channel, so is there anyone else that I could talk to there about potentially an exception being made just because I think we can do a good bit of business with you guys? Unknown Speaker: They think I would have to send like, you know, you having an email and then me forwarding on to say, our director of sales or something like that. And they would probably make the ultimate decision. So that's probably where that's probably the only way you're going to be able to even get close to talking to somebody is through an email. Speaker 1: Okay, and the reason, and I'll be honest with you, so the reason I typically try to avoid emails and would prefer to talk to maybe that director directly on the phone is because, listen, like, you know, if I summarize this in an email and I even mention the word Amazon, he's going to be like, hell no, right? Like, he's going to want nothing to do with that. So that's why I'm like, at the very least, I would just like the opportunity to kind of plead my case over the phone because, listen, we're not some just. Unknown Speaker: Yeah, I would have to do it that way. I would pretty much get in trouble if I was to do that. Speaker 1: Well, you can just transfer me over. You certainly don't need to give me anybody's phone number. Unknown Speaker: Well, the person that you would talk to don't work in the office. They have their own home office. Speaker 1: Okay. Unknown Speaker: Yeah, so I would have to do it that way. Okay. Okay. Speaker 1: Well, what was that email address one more time? I'm not sending them a fucking email. Unknown Speaker: Okay. Perfect. Speaker 1: And then just so I know, and I might, what I might do is just go connect with them on LinkedIn. Do you mind giving me the name of that person that might be the decision maker there? Unknown Speaker: Well, it'd be any manager that's in sales and there's quite a few names there. Speaker 1: Okay. Speaker 2: Yeah. Speaker 1: Okay, perfect. Well, listen, Josie, I appreciate the help. I'm going to send that email that way and keep an eye out for that. Like I said, I might also do some digging there on LinkedIn to see if I could find one of those managers just so I kind of know who to address it to. Speaker 2: Okay. Sounds good. Speaker 3: All right. Speaker 1: Thank you. Unknown Speaker: Thank you. Speaker 2: Bye-bye. Speaker 1: All right. Bye. Yeah, so definitely not sending an email. Again, just going to be a complete waste of time. The second I mentioned the word Amazon, they are going to delete that. And if I don't mention the word Amazon, there's a chance that we could kind of slip through the cracks and, you know, maybe at least have a phone conversation. So my plan right now is to go on LinkedIn. She said there's a lot of sales managers in their organization. It's a pretty big company. So I'm going to have much more luck going on LinkedIn, sending a connection request to one of the sales managers there. And including a note that just says, hey, I spoke with Josie. She recommended I reach out to you directly. I don't care that she didn't say that. I'm going to say it anyways. And try to get them to accept my connection request and basically say, hey, we're interested in becoming a field piece dealer. Are you open to having a conversation? And whoever accepts my connection request from that approach, That's what I'll follow up with them further and try to set up a call directly. So this is a great example. Again, they said, hey, no Amazon. You know, we've got, we, Amazon's kind of a shit show right now. I mean, looking at their Amazon channel, it definitely is. So this is one we'll follow up with and see if we can make it work. Hey man, I'm doing well. How are you? Hey, you and me both man, it's all good. Yep, that is correct. So I had reached out to Liberty Corporate and they had given me your information as far as getting set up as a new dealer. So I wanted to touch base with you and just see what kind of what that process entailed. Obviously give you the rundown on what we got going on as well and go from there. Yeah, absolutely. So as far as our business is concerned, we are primarily a retail business and most of our customers are just the retail and consumer. The company is PowerTool Plus. We are mainly an e-comm dealer. However, we do have a B2B distribution arm as well. And we've been in business for about seven years now. We mainly sell in the tools and home improvement category for the most part, but we are looking to kind of add some of the Liberty Pump type lines to our portfolio, which is kind of why we reached out to them and why we're now connected to you guys. Speaker 2: Yeah. Okay. So is it like a lot of like homeowner walk-ins or? Speaker 1: So primarily just, you know, one part at a time here or there is kind of what people are buying from us mainly off our website, which is powertoolplus.com and then through our other channels as well. Speaker 2: But do you have like a storefront to display stuff? Speaker 1: Oh, I see what you're saying. No, so we are, like I said, being a fully remote, primarily e-comm and distribution business, we operate through 3PLs as opposed to through a retail storefront just to keep overhead low. Okay. Speaker 2: What did you kind of, I mean, have you looked at like the Liberty Catalog and I guess what did you have in mind as far as stocking, that sort of thing? Speaker 1: Yeah, absolutely. So I mean there are a few specific Liberty SKUs that we're interested in and if it would be easier, it might be easier for you if I were just to put together a little list along with desired quantities as well and maybe send that over your way. So that way you could just have all the part numbers, all the quantities, everything there in one place and you could kind of see. Unknown Speaker: That would be super helpful. Speaker 1: Perfect. Yeah. No, no problem at all. And, and yeah, that's typically, that's how I like to do it just because, yeah, I want to make it easy on you. So I can put together that short list, um, I think off the top of my head from talking to my team, it's somewhere in like the three to five different SKU range. Um, and we, we figured we could start from there and then, you know, if things work out, we can look to expand more of the line, uh, from there. Perfect. Well then, what would be the best email and I'll send that over from our purchasing email. It's just going to come from purchasing at powertoolplus.com. Speaker 2: Yeah, that would be fbanks, B-A-N-K-S, like Floyd, B-A-N-K-S. Speaker 1: Okay. Speaker 2: At Snyder Inc, that'd be S-N-I-D-E-R-I-N-C.com. Speaker 1: Perfect. Unknown Speaker: That will help me a ton. I know they have some, they like to try to get a nice opening order and then of course the more you can order in full freight orders that would probably be helpful for you, that way you're not paying freight. We do stock a lot of things in Charlotte, but if it's a full freight order, the factory does want to ship that. They don't want to pay us a commission plus a warehouse fee. I assume you would probably order in full freight orders, I guess. Speaker 1: I think that's $3,000. Yeah, 100%. There's really no scenario where our opening order is under $5,000 to $10,000 based on what I'm seeing. Speaker 2: Okay. Perfect. Speaker 1: Cool. So I'll get that list. Oh, and I apologize if you hear the noise going outside of my office right now, there's some construction going on, but, um, yeah, I was going to say, let me just put that list together. Uh, give me probably until sometime tomorrow morning. I'll get that put together. I'll get that sent over and we can go from there. Perfect. Speaker 2: Yeah. Let me take a look at that. Um, and I'll, uh, I'll reach out and we'll touch base sometime tomorrow. Speaker 1: Perfect. That sounds good. I appreciate it. All right, Corey. Speaker 2: Have a good one. Speaker 1: All right. Thanks. Bye. Speaker 2: See you. Speaker 1: That is the rep from the distributor here locally who represents Liberty Pumps. We've been playing phone tag for the last couple of days. Finally got him on the phone when I told him that there were specific products that we wanted to buy, that we weren't just some random guy looking to open an account with them, but we had a plan. We know what we want. Seems more open to dealing with us based on that information. So I'm going to put together that shortlist and I'm going to show you guys how I do that here shortly. We're going to get that sent over to him and hopefully we can come back with some good pricing on these products and maybe look to place an order here. All right, this is my first time listening to this as well. So I'm going to give real time feedback and I'm not going to be, you know, I'm not going to pull any punches. I'm going to give really honest feedback and with the intent that this helps Gregory improve and I'm sure it will. So let's get right into it. Speaker 2: Hello. Speaker 3: Hi, is this Scott? Speaker 2: Yeah. Speaker 3: Hey, this is Gregory with Expand Pros. We're a retail business located here in San Diego. We ran across the Go Max Go products and just fell in love with it. And the main purpose of this call is to see if our companies might be a good fit for a long-term relationship. Are you in North Carolina? Speaker 1: One thing that I do like is that he's talking slowly. He's enunciating. It's easy to understand him. A lot of times when people make cold calls, they talk too quickly and they can sound nervous and timid on the other end. What I don't like that he did is that right off the bat in the opening line, he talks about a long-term partnership. And the brand owner is probably thinking to himself, well, I don't even know this guy. I didn't ask him to call me. I don't know who he is. And he's over here talking about a long-term partnership. So I do think it can be somewhat off-putting to mention anything long-term in the opening line. But let's go from there. Not a terrible start, I will say. And one other thing that he did that I like is he basically ended by asking, are you guys in North Carolina? So he's going for rapport building. It's an open-ended question, so it's easier for the person on the other end of the line to come back and give a legitimate answer. So let's see what happens from here. Speaker 3: This phone number shows New Mexico. Speaker 2: Yeah, we're in New Mexico. Speaker 3: Oh, okay. Very good. How's it going in New Mexico today? Oh, we came across it on Amazon and we're very intrigued. Very impressed. I have a confession to make to you, Scott. I have a bit of a sweet tooth. And it was impressed with it. I was impressed with the high quality of vegan chocolate. Wow. It's it's incredible. So we so we did some analysis and I was intrigued and wanted to find out if we might be able to work together. We we kind of missed the multiple season season already. But that'll start up again in the fall. Most of your products are meltable, if not all of them. Is that correct? Speaker 2: All right, one more time with that question. Speaker 1: So up until this point, right, he's already mentioned Amazon. It's only like a minute or two into the conversation. Brand owner asks, well, hey, where'd you hear about the product? Gregory says, oh, we found it on Amazon. It's just not necessary at this point in the conversation to mention Amazon at all. So if they ask you where you found it, I would simply say I found it online. You can leave it at that. You don't need to mention Amazon this early because the second you say that word, their guard is going to go up. And ideally you want to build as much rapport as you can before you mention the word Amazon at all. He goes right into talking about meltable season, asking if these products are meltable. And he hasn't really expressed his true intentions at this point yet. Gregory hasn't. So the brand owner might be thinking to himself, well, does this guy want to buy something? He's talked about a partnership. What does that look like? So his guard is still very much up, even though Gregory is asking questions like, are you in North Carolina? I have a sweet tooth trying to build rapport. I personally don't think the rapport is landing because the brand owner does not yet know what Gregory's intentions are. So his guard is still up a little bit. Speaker 3: Are most or all your products meltable? The chocolate, it doesn't ship very well in the summer. Speaker 2: Right, yeah. Speaker 3: So Amazon does not allow us to sell meltable products during this season between April 15th and October 15th. But I thought if we got going now, we'd be in good shape for the fourth quarter. Yeah. So we'd like to ask you some questions and see if we might be able to work together. Speaker 2: I certainly appreciate your interest and I'm glad you like the product and want to work with us. The problem is having additional sellers on Amazon is not something we're looking to do. We've got one partner we've been working with for a bit. We're looking to bring that all under our own. Speaker 3: Okay, that's fine. That's good news. Speaker 1: I'm glad to hear that because alright, so a few more observations. One, Gregory, what I don't like that he did is he went right into, well, hey, multiple season on Amazon has already ended. So it's really too late for us to sell these until the fourth quarter. So let's get going before then so that we can be up and running by then. To me, it just screams me, me, me, and not so much, what can I provide to the brand owner? Because really at this point, he's just almost assuming that the brand is gonna wanna work with him, that they should give him the account. When in reality, there's a lot of people, the owner said himself, that are asking for this position, asking for the spot. So he's not really doing anything to differentiate himself. Uh, what would help Gregory is if you're a little more specific in exactly what you want to buy, exactly how many you want to buy. And then when he comes back and says, well, Hey, we're actually thinking about taking this in house, selling through our own account. I wanna see if you ask him questions further to determine, okay, well, what's the intention behind that? What's the game plan? What's the goal for you guys selling yourself on Amazon? And potentially position yourself as someone who could help them manage that account. So yeah, let's see where he goes from here. Speaker 3: We advise our brands to only have one or sometimes two Amazon sellers. Speaker 2: Yeah, we have groups to jump through through Amazon as far as the stuff we have to do, so we're kind of working on that, but it's already, I guess, money kind of enough. We definitely have a lot of people always reaching out. Speaker 3: Oh, I'm sure you do. Speaker 2: Less savory than others. I'm sure you guys are probably up and up. Speaker 3: Yeah, we're not the general run-of-the-mill Amazon seller. We're in it for the long term and we want to partner with the brand, you know, to make sure they have a, protect the brand, protect the brand's image and we like to Improve the listings so more of your customers can find you and then spend our own money and do some advertising. We may be different and then some of the other people that are reaching out to you is that we don't want any money from you. We'd like to sell your products and out of the profit that we make, then we'll spend our own money for our team to work on the listings, improve that and spend our own advertising budget on there. And, you know, start, start small and prove to you who we are and maybe we could grow from there. Speaker 2: Right. Speaker 1: Well, I mean, so I don't like the fact that he went right into, well, Hey, here's a little bit about me. Here's a little bit, a little bit about my company. We can help with your ads. We can help optimize your listings because we still don't know what their pain point is. He's just assuming that they want help optimizing their listings, that they want help with PPC when in reality, that's what a lot of brands, for a lot of brands, that's not what they want and that's not what they need. But for some reason, a lot of sellers default to that pitch. So instead of talking about himself and instead of pitching his company, what I would have done instead is just ask more questions and get to the root of that pain point. Why? Again, to reiterate what I said earlier, Why is it that you guys are looking to sell on your own account? What is your current partner doing for you? Where do they fit into the picture once you guys are selling yourself? So I'd really be trying to uncover more of that information. Speaker 2: Send me some information about your company or email. Speaker 3: Okay. Speaker 2: Look into it a little bit and see if you have any other stuff that you can show me, other brands you're working with or something like that. Speaker 3: Okay. Very good and that email address is scott at gomaxgofoods.com? Speaker 2: That's correct. Speaker 3: Alright. Speaker 2: You get my info. Speaker 3: I emailed you to set up a wholesale account and you emailed me. Speaker 2: Okay, that was one of the emails I got last week that I replied to you. Speaker 3: Yeah, and so you got back to me and your reply was not authorizing any additional Amazon sellers and that's music to my ears because you don't want a bunch of people for lots of different reasons. You don't want a lot of Amazon sellers. Well, Scott, how about if I do this? I'll put together a little video, like less than five minutes, a short video of my findings specifically to Go Max Go with no strings attached, except you'll promise to take a couple minutes to watch it. And if it's intriguing, you can get back to me. All right. Well, we'll get to work on that and get that out to you by the end of day Wednesday. Speaker 2: Okay. I appreciate you again. I appreciate your interest. I appreciate you following up. I'll look forward to that video and I'll get back to you with my thoughts. Speaker 3: All right. Have a beautiful day, Scott. Appreciate it. Speaker 2: You too. Bye-bye. Speaker 3: Bye-bye. Speaker 1: Okay. So when a brand owner or a sales rep at a brand or somebody at a brand says, well, Hey, just send me more information and I'll look it over. There's pretty much a 0% chance that they're interested. They're kind of just saying that to be nice and to get you off the phone. But I do like the fact that you followed up with, Well, hey, I'm going to record a short video. I'm going to send it over to you. And all I ask is that you take a couple of minutes to watch it. I like that. I think that was a great line. What I probably would have done has been a little more specific about what is going to be in the video. So what would have been maybe a little more appropriate is to say, hey, I'm going to send you a super quick video that's going to show you three things that you can do on Amazon to You know, increase your revenue by anywhere from 10 to 20% and it takes less than an hour to do, right? Something like that. Something that's going to be almost like a hook so that they're thinking to themselves, Oh, okay. Well, when I do want to know what that, how to do that. So when he sends this video, I'm going to watch it. And the key also Gregory is to keep that video super short and sweet. So I know you sent me a copy of the loom video that you sent to this brand owner. And I think your loom video is about 12 minutes, 12, 13 minutes long. And in my opinion, that's way too long. You want to keep it two, three minutes max because people have really short attention spans. People are busy. And even though on loom, you can watch videos at whatever speed you like up to, I think three X speed. It's going to convert better if it's only two to three minutes long. And so once you send him this video, because you've established a little bit of a rapport, you've had a conversation with him over the phone, you've got to follow up with him many, many, many times until he either says no, we are 100% not interested and stop following up. Until he says that, which he probably won't, you should stay on top of him. So you send him that Loom video. I would follow up with him at least every probably three to four business days until he watches that video. And once he watches the video, then try to set up a follow-up call to discuss in more detail. And if he says, Hey, not interested, then I would follow up with him probably every two to three weeks. And also keeping an eye on their Amazon listings just to say, Hey, I noticed you haven't done XYZ yet. Hey, here's something else you can do. Hey, right. Always checking in and always following up with more value every two to three weeks. And whenever they do decide it is that they're going to take action, You are going to be top of mind because you've been checking in with them and it's not a guarantee that they'll use you, but the chances are much higher that they'll reach out to you and you'll be able to put some sort of creative deal together once the timing is right. So I hope this was helpful. Gregory, you're crushing it. Great job. I hope you take that feedback and implement into your business.