So you’re considering to launch your B2B Saas/App startup, but have no experience with cold calling potential clients?

This was me, back in the late ’90s. A kid with a piece of software, and no clue about sales. That’s why I hated sales for two decades. Until I realized these two tips.

Now days, I can call the Pope if needed be, without fretting the eternal damnation.

Tip #1 — “power posing to relax”

My father and I made this App, for schools, they could print report cards, do statistical analysis on the grades, keep scores on meetings, etc.

Me being next Bill Gates (Steve was more into hardware, so less of a role model), decided that I’ll single-handedly increase sales and had no clue how to do it. I was super nervous before “the call”, and soon realized that a bit of power posing, smiling from ear to ear goes far as a warm up before the call. Also not sounding like a dead mummy on the call.

Point is, nobody want’s to listen to a depressed salesman. Come in with a bit higher energy and people will respond.

Tip #2 — “just look for a fit (their problem, your solution)”

Other thing was: not everyone is your potential client.

Don’t expect for everyone to buy your app, simply because they might not have the problem your solution is for. So just ask a few questions, see if they are facing this problem or not. If not, don’t be pushy. Perhaps ask if they know of someone who has that problem.

My first cold call was a no fit. So I didn’t do it for next 20 years :/

Bonus tip — quantity > quality (in the beginning)

Don’t expect miracles on your initial cold calls.

Think of them as a training ground to mold your offer, see to what prospects respond, dial in your “talking voice”, etc. Common practice is to dial 100 prospects before any results.

Accept no’s and move along.

Btw Pope says hi.