Shadowing Practice: 200 Cold Calls, 2 Customers: That's Not Luck, That's Math - Learn English Speaking with Video
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144 משפטים
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1
Dacian Floria.
2
All right, let's see what Dacian's up to.
3
80 % margins.
4
Mm.
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Wonder what this business is.
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Dacian, what is Limbs Plus?
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Well, it's an environmental testing platform for the environmental testing lab.
8
- Thank you for doing this as a gift.
9
- You bet, man.
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Come on.
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Okay, so 200, well thank you for donating books, which I super appreciate.
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Alright, you got five minutes, so let's rock and roll.
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So, you have a testing platform, got it.
14
You're running 80 % margins, which is super, super impressive.
15
What's the issue right now?
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What are you trying to get to?
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I try to make money.
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The biggest problem I have right now is that I have this software platform.
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I'm targeting B2B labs like their enterprise.
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They have like usually two to three people or maybe more that I have to talk with to get a deal done.
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Yeah, that's normal.
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The deal size starts at 50k upfront and then it can go to like 100k.
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Yeah.
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and I go into annual recurring revenue of 50k usually for clients.
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The problem I have is that I don't have anybody in the pipeline and I don't know how to get them in.
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You're like, I've got this great business, no one's buying it.
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So is it $250 ,000 a month or $250 ,000 a year right now that you're at?
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- A year.
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- A year, okay, got it.
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So you're really not getting that many clients, if that's your price point.
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Okay, understood.
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So what did you do to get these first clients?
33
so first client will flock via cold call
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Then the second client was saying call call and the third one was trade show.
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- I have two customers, so I know.
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- Okay, heard, okay.
37
So you've got cold call, trade show, and what was the other one?
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Cold call as well.
39
Okay.
40
So how many cold calls did it take to get you the one deal?
41
Well, It was a while ago, probably around 100, but it was luck.
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I mean, dude, that's how it works.
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I mean, you're like, "I did 100 and then one of them bought.
44
It's luck." It's like, "No, you did 100." Like if you called one and one of them bought, that would be luck.
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If you tell 101 of them, that's just a process.
46
So let me ask you this way.
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So I've said this before, but it's super common for sub a million, which is that what feels like volatility is actually a symptom of insufficient volume.
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I mean you're not doing enough which is what makes it feel erratic.
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And so it's like you did 100 and you got one
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and then you did other cold calls and you got the other, right?
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Yeah.
52
OK.
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So how many cold calls did it take you to get the second one?
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Probably around the same.
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Okay, so that sounds lucky though.
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The second one sounds lucky.
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The first hundred and you get one.
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You know, that is like, you know what I'm saying here?
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You made 200 calls, you got two customers.
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Mm -hmm.
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So the question then becomes, what stops us from doing 10 ,000 calls.
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Well, one would be that You need leads.
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- I'm not that good at call.
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I need leads.
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- Well, dude, you got one.
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Dude, 1 % conversion of cold calls, by the way, fine.
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Totally fine.
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on a 50K, 100K price point, Totally fine.
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Do you think about it like this?
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You're making $500 a dial.
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Yeah.
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Yeah.
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That's pretty good for a dial.
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I don't know about you, if I want to go out to dinner tonight, I'll be like, okay, I'll make one dial.
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There we go, I covered my dinner.
76
Right?
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Of course you have to think about it because you've gotten your head about this.
78
Every time you make 100 calls you get a deal.
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then it's like, how do I need to game this for you so that you just make 100 calls every day?
80
Okay, so we have 60 seconds, so what's the thing that's holding you back from just saying, like, yes, that makes sense?
81
Well, that makes sense, but I don't know how to get myself leads.
82
Okay, right, then that's the leads list.
83
Yeah.
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The second problem is how do I position myself of what attraction offer can I create?
85
So it makes sense for these guys.
86
Well, for a bigger company, for what you have, a waived fee,
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structure, which is the third fee structure that I talk about inside of the continuity section for money models.
88
which is you have a big upfront nut We say, hey, it's $50 ,000 for me to do this whole integration, and then it's $5 ,000 a Month to month.
89
Right?
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It's like, or, if you want to commit, I'll waive the $50 ,000, but you've got to commit to the whole year.
91
Yeah, but anyway you do that because all their data is in our system.
92
Right, well, the thing is, but you're just, no, no, dude, I get it. Though...
93
The way that a money model works from a positioning perspective is that you don't, like, whenever you give someone a choice, it doesn't mean that you're saying you actually give them the choice.
94
You give the illusion of choice that then obviously selects or waits for one of the selections.
95
- Uh huh.
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- So you'll, basically, the question that you had is, how do I get more of these people to sign up?
97
How do I make it more compelling for them?
98
Well, if they think that they're getting something that costs $50 ,000 to set up for free, They're far more likely to do it than just saying, well, I do that anyways.
99
It's like, yeah, no shit.
100
But the problem is that they don't know that.
101
You know what I'm saying?
102
Yeah, makes sense.
103
Should I put this into an ad or something?
104
No, I think, I actually don't, no, this is more for the mechanics of how you actually close when you get into the thing with them.
105
But let's solve the original issue really quickly.
106
We are over, so I'm going to just make this as fast as I can.
107
They've got to get to the next person, okay?
108
So number one is, I would say, list brokers.
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You can do that.
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Number two is you can scrape using software.
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Number three is that you can go to people who own groups or communities that, and there always are some, you just look.
112
There's someone at school, there's someone at LinkedIn, there's Reddit, whatever, right?
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communities for these people and then you want to pay the group owner to basically make an ad inside of the group.
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Those are three different places that you can look like right now to go get leads.
115
Okay.
116
Cool.
117
Also, highly recommend flying out there.
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And saying, "Hey, it's," you know, you find out that they're in California, you know, like in Los Angeles.
119
You say, "Hey, it's so crazy.
120
I'm actually in LA this week.
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I figured I'm happy to swing by while I'm in town." And if they say yes, then you just fly there. that.
122
Okay?
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That's how that works.
124
Yeah.
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Rock and roll, man.
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Appreciate you.
127
Thank you for donating book station.
128
Thank you.
129
I appreciate it.
130
All right.
131
Bye.
132
If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift.
133
So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had
134
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135
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136
and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of the functions of the business across product,
137
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138
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139
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140
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141
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142
On the Thank You Bay Juniors book a call with my team and we will Look at the business.
143
See if we can help.
144
And if we can, we'll invite you out to Vegas and we'll do this in person, live.
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אוצר מילים והערות הגייה לשיעור הזה
שיעור הדיבור הזה ברמה C1 מבוסס על הסרטון “200 Cold Calls, 2 Customers: That's Not Luck, That's Math”. בסרטון הזה יש 144 משפטים ו-1442 מילים לתרגול Shadowing. הדיבור נמשך 7:45. הדובר מדבר מהר, כ-186 מילים בדקה, אז צפו לצלילים מחוברים ומקוצרים. 89% מהמילים נמצאות בין 3,000 המילים הנפוצות ביותר באנגלית; כדאי ללמוד את השאר לפני שמתחילים. 23 מתוך 144 המשפטים שלו הם שאלות, כך שזה תרגול טוב לאינטונציה של שאלות ולתשובות קצרות.
אוצר מילים מרכזי בסרטון הזה
8 המילים המתקדמות ביותר בסרטון, עם ההגייה והמשמעות שלהן:
| מילה | הגייה | משמעות |
|---|---|---|
| donate פועל | /ˈdoʊˌneɪt/ | תרם |
| symptom שם עצם | /ˈsɪm(p)təm/ | תַּסְמִין, סִימְפּטוֹם |
| flock שם עצם | /flɑk/ | עֵדֶר |
| continuity שם עצם | /ˌkɑn.tɪˈn(j)u.ə.ti/ | המשכיות |
| mechanic שם עצם | /mɪˈkænɪk/ | מְכוֹנַאי |
| quiz שם עצם | /kwɪz/ | חִידוֹן |
| broker שם עצם | /ˈbɹoʊkɚ/ | בְּרוֹקֶר |
| illusion שם עצם | /ɪˈl(j)uːʒ(ə)n/ | אַשְׁלָיָה |
משפטים שכדאי לחזור עליהם
משפטים קצרים ושלמים מהסרטון שאפשר להשתמש בהם בשיחה יומיומית:
- What are you trying to get to?
- You know, that is like, you know what I'm saying here?
- Do you think about it like this?
- How do I make it more compelling for them?
- You know what I'm saying?
דקדוק בסרטון הזה
המבנים שהדובר משתמש בהם הכי הרבה, עם המילים המדויקות מהסרטון:
| מבנה | בסרטון |
|---|---|
| משפטי תנאי (Conditional sentences) if + clause, will/would + verb — תנאי ותוצאה שלו | if you want to commit, I'll waive · if we can, we'll invite |
| משפטי זיקה (Relative clauses) who / which + clause — מידע נוסף על אדם או דבר | margins, which is · million, which is · enough which is |
| הווה מושלם (Present perfect) have/has + past participle — פעולה שקרתה בעבר ועדיין יש לה חשיבות או השפעה עכשיו | I've said · you've gotten · we've had |
הגייה ששווה לשים לב אליה
הדובר משתמש ב-51 קיצורים וצורות מקוצרות, כמו you're, I'm, don't. אמרו אותם בצורה הקצרה, כפי שאתם שומעים אותם.
- הצלילים של “sh” ו-“zh”: insufficient /ɪnsəˈfɪʃənt/, illusion /ɪˈl(j)uːʒ(ə)n/
- מילים ארוכות — שימו לב להטעמה: volatility /ˌvɑ.ləˈtɪl.ə.ti/, insufficient /ɪnsəˈfɪʃənt/, continuity /ˌkɑn.tɪˈn(j)u.ə.ti/, importantly /ɪmˈpɔɹ.tənt.li/
צלילים שדוברי עברית מתקשים בהם:
- /w/ — שפתיים מעוגלות, לא /v/: waive /weɪv/, quiz /kwɪz/, anyways /ˈɛn.iˌweɪz/
- /æ/ — פתוח יותר מה-“אֶ” העברית, לא כמו “a” ב-“cup”: erratic /ɪˈɹætɪk/, mechanic /mɪˈkænɪk/
- /r/ — הלשון לא נוגעת בשום מקום, לא ה-“ר” הגרונית: upfront /ʌpˈfɹʌnt/, erratic /ɪˈɹætɪk/, scrape /skɹeɪp/, recruit /ɹɪˈkɹut/, broker /ˈbɹoʊkɚ/
איך לתרגל עם הסרטון הזה
- הקשיבו לכל הסרטון פעם אחת בלי לדבר, ורשמו את המילים שאתם לא מכירים.
- התחילו במהירות 0.75×, תרגלו Shadowing משפט אחר משפט, וחזרו למהירות רגילה כשזה מרגיש קל.
- הקליטו את עצמכם והשוו למקור, תוך תשומת לב למילים כמו donate, symptom, flock.
מהי טכניקת השאדואינג?
שאדואינג היא טכניקת למידת שפה מבוססת מדע שפותחה במקור להכשרת מתורגמנים מקצועיים ופופולרית על ידי הפוליגלוט ד"ר אלכסנדר ארגואלס. השיטה פשוטה אך עוצמתית: אתה מקשיב לאודיו באנגלית ילידית וחוזר עליו בקול רם מיד — כמו צל העוקב אחרי הדובר עם עיכוב של 1–2 שניות בלבד. בניגוד להאזנה פסיבית או תרגילי דקדוק, שאדואינג מכריח את המוח והשרירים בפה לעבד ולשחזר דפוסי דיבור אמיתיים בו זמנית. מחקרים מראים שזה משפר משמעותית את דיוק ההגייה, האינטונציה, הקצב, הדיבור המחובר, הבנת השמיעה ושטף הדיבור — מה שהופך אותו לאחת השיטות היעילות ביותר להכנה לIELTS Speaking ולתקשורת באנגלית בעולם האמיתי.