Ian Koniak

I don't believe in cold calling.

It doesn't work and is a massive waste of time and energy.

Instead, I believe in warm calling.

This approach has led to a prospecting to meeting conversion of 10-20% over the course of my sales career, as opposed to 1-3% when cold calling.

Here's how it works.

1. Spend time upfront researching the individual and company you want to prospect into. Identify where you can potentially help them.

2. Send an e-mail outlining what you learned about them and where you think you can possibly help. Make sure the message is relevant and specific to them or their company. Ask if they'd be open to learning more.

3. That same day, call their cell phone (get it from Zoominfo, your CRM, or another source) and ask if they received and read the e-mail you sent. This immediately makes it a WARM call rather than a COLD CALL.

4. If they didn't receive the e-mail, briefly and directly recap the e-mail and ask if they'd be open to meeting to learn more. Be direct, clear, and respectful as you are likely interrupting them.

If there is any interest, close for the meeting rather than spending too long on the phone.

Most people rely heavily on e-mail sequences but are reluctant to pick up the phone. The phone is where most of the magic happens, as it's way too easy to ignore or delete an e-mail.

The key is that the ratio is 1:1 - one phone call per e-mail sent.

I find that calling between Wednesday-Friday from 3-5pm is the best time to call, as people are busier early in the week.

I would much rather send 25 quality e-mails in a week (5/day) accompanied with 25 follow up phone calls (5/day) and book 5 meetings (10% touchpoint conversion), than waste valuable time cold calling or managing generic sequences that don't convert.

Going 5 for 50 (10%) feels way better than going 1 for 100 (1%) and is MUCH less of a grind.

We are not in the business of managing sequences - we are in the business of selling.

And selling starts with talking to people.

Face your fears, pick up the phone, and make it a warm call!

If you want to learn how to do this, access this week’s free training video here:

https://buff.ly/3Z5Ir3H

February 13th, 2023 marks three years of addiction recovery.

Three years ago, I hit rock bottom and turned to God for help.

I promised that I would do whatever it took to get sober.

That was the day my life would change forever.

My first step was to attend a 12 step meeting, where I poured my heart and and shared my darkest secrets to a group of strangers.

For the first time in my life, my skeletons were no longer locked up in the closet.

I then found a therapist who specialized in addiction treatment.

I went to 90 meetings in 90 days, taking it one day at a time.

I found a sponsor and started working the 12 steps.

I began studying the Bible and became a Christian.

Throughout the recovery process, I turned to God for help and left my ego aside.

“Let Go and Let God.“

I then faced my biggest fear and did a full disclosure with my wife, where I shared every dark secret I had been keeping during my marriage.

I knew there was a strong possibility I would lose my family, but keeping secrets from her was no longer an option.

I would much rather have my wife choose to stay knowing everything about me, rather than staying because of what she doesn't know.

She was heartbroken and chose to separate briefly.

Even during the most painful time in my life, I took comfort knowing that was not alone.

God was with me and had given me a heart transplant.

I also had unconditional love and support from my sponsor and my brothers in recovery.

After a month separated, my wife miraculously gave me another chance.

She had seen the effort I was making, and wanted to keep our family together.

It took a long time to restore trust.

I had to reprioritize everything in my life to put my family and health first.

The decision to enter recovery was the best decision of my life.

My wife and I are happier than ever, and will celebrate our 10 year anniversary in August.

We are renewing our wedding vows, now that I know what intimacy truly means.

Intimacy = “Into me you see“

You can't have intimacy and keep secrets from your partner at the same time.

Equally important, I have broken the generational curse of addiction which has plagued every male in my family.

The buck stops here, and my two boys will never have to inherit what I did.

For anybody who struggles with addiction, you are not alone.

Please get the help you need and watch God work miracles in your life.

I promise you, there is hope on the other side.

The most free person in the world is the one who has nothing to hide.