Matt Vaadi argues decision-makers ignore long pitches. His cold-call opening since 2005 identifies a business problem, names similar companies he's helped, then asks for a meeting. He says handling objections is where revenue happens.
But, you know, the longer I'm in the game as an executive on the other side of receiving things, I can tell you that brevity is king. I've always, whether it's a cold call, cold email, anything cold, I'm trying to do a couple things. I'm trying to create the obvious understanding that I can solve a business problem that you might have right now, and I've done it for people exactly like you. So for example, on a cold call, I've opened nearly every cold call I've ever made the same way ever since Tom McFatter taught me in 2005. Like, hey, this is Matt from Guru Calling. I work with companies like you ABC and XYZ, helping them to solve problem ABC and XYZ. I'd love to see if we could get some time on the calendar to see if we can help you solve those same problems. And just get it out there. Give them the opportunity to object. Give them the opportunity because overcoming objections is where all the money's made, right? But you know, the longer I'm in the game as an executive on the other side of receiving things, I can tell you that brevity is king. Nobody is reading your long emails.
