#97: Using the "Menu of Pain" in cold calls (had a 50% conversion last week)
Hi Friends,
We’ve doubled down heavy on cold calling here at Common Room. Selling into GTM teams, we get a pretty decent connect rate and we recently invested in Nooks and phone number data.
I’ve been getting on the phones as well testing a few different scripts.
One “script” or opener that’s been working well is the Menu of Pain.
This is one of the hardest parts about being a new manager.
Letting go.
Letting go of actually owning your own number and accepting that your goal is to multiply your knowledge across a team.
As an SDR leader, my job is not to book 10 meetings.
It’s to multiply my efforts across my team to book 30 meetings in the time it would have taken me to book 10.
It’s about output and deciding to focus on exponential activities.
One of these underrated exponential activities… documenting everything.
It’s SO critical that as a manager you understand that not all people think, work or do things the way you do.
Here’s one of the EASIEST ways to do this with the Tango Chrome Extension.
The Menu of Pain
The Menu of pain is essentially when you list out 3 Common Problems your persona is likely facing and increasing the possibility that at least one of those problems will resonate.
If you truly understand your persona well and nail the menu of pain, you will usually at least strike a cord with one of the 3.
This will then open up the cold call to a discussion.
I’m not somebody that likes to script a full call. It can go in too many directions, that being said, we recently did an exercise at our offsite where we used Belal’s Mic Drop Method to build out opening scripts for each persona and use case that we had.
Here’s an example of a Menu of Pain for SDR Leaders at Open Source Companies:
Give it a try.