Shadowing Practice: 200 Cold Calls, 2 Customers: That's Not Luck, That's Math - Learn English Speaking with Video
Ders oluşturuluyor...
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Dacian Floria.
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All right, let's see what Dacian's up to.
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80 % margins.
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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.
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- Thank you for doing this as a gift.
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- 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.
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You're running 80 % margins, which is super, super impressive.
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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?
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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.
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So you've got cold call, trade show, and what was the other one?
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Cold call as well.
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Okay.
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So how many cold calls did it take to get you the one deal?
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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.
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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.
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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.
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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.
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Right?
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Of course you have to think about it because you've gotten your head about this.
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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?
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Okay, so we have 60 seconds, so what's the thing that's holding you back from just saying, like, yes, that makes sense?
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Well, that makes sense, but I don't know how to get myself leads.
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Okay, right, then that's the leads list.
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Yeah.
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The second problem is how do I position myself of what attraction offer can I create?
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So it makes sense for these guys.
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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.
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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.
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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.
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Yeah, but anyway you do that because all their data is in our system.
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Right, well, the thing is, but you're just, no, no, dude, I get it. Though...
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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.
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You give the illusion of choice that then obviously selects or waits for one of the selections.
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- 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?
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How do I make it more compelling for them?
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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.
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It's like, yeah, no shit.
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But the problem is that they don't know that.
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You know what I'm saying?
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Yeah, makes sense.
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Should I put this into an ad or something?
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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.
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But let's solve the original issue really quickly.
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We are over, so I'm going to just make this as fast as I can.
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They've got to get to the next person, okay?
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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.
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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.
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Okay.
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Cool.
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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.
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You say, "Hey, it's so crazy.
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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.
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Okay?
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That's how that works.
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Yeah.
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Rock and roll, man.
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Appreciate you.
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Thank you for donating book station.
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Thank you.
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I appreciate it.
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All right.
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Bye.
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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.
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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
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and what we've had stages of growth they went through, and more importantly, where they got stuck and how they got past it.
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And so we broke into these 10 stages
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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,
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marketing, sales, customer success, recruiting, IT, human resources, and finance.
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And so no matter what you're struggling with, someone else has already struggled with it and solved it.
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You can go to acquisition .com forward slash roadmap, plug in your business information.
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want us to actually help you decontrain the business and you're trying to scale, we'd love to help you out.
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On the Thank You Bay Juniors book a call with my team and we will Look at the business.
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See if we can help.
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And if we can, we'll invite you out to Vegas and we'll do this in person, live.
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Bu dersin kelimeleri ve konuşma notları
Bu C1 seviyesindeki konuşma dersi “200 Cold Calls, 2 Customers: That's Not Luck, That's Math” videosuna dayanıyor. Bu videoda gölgeleme çalışması için 144 cümle ve 1442 kelime var. Konuşma bölümü 7:45 sürüyor. Konuşmacı hızlı konuşuyor, dakikada yaklaşık 186 kelime; bu yüzden birbirine bağlanan ve zayıflayan sesler duyacaksınız. Kelimelerin %89’i İngilizcede en sık kullanılan 3.000 kelime arasında; geri kalanına başlamadan önce bakmakta fayda var. 144 cümlenin 23 tanesi soru; soru tonlaması ve kısa cevaplar için iyi bir alıştırma.
Bu videodaki önemli kelimeler
Videodaki en ileri düzey 10 kelime, telaffuzu ve anlamıyla:
| Kelime | Telaffuz | Anlam |
|---|---|---|
| upfront sıfat | /ʌpˈfɹʌnt/ | açık, belirgin |
| donate fiil | /ˈdoʊˌneɪt/ | bağışlamak, ihsan etmek |
| scrape fiil | /skɹeɪp/ | kazımak |
| symptom isim | /ˈsɪm(p)təm/ | semptom, belgi |
| flock isim | /flɑk/ | sürü, davar |
| continuity isim | /ˌkɑn.tɪˈn(j)u.ə.ti/ | süreklilik, devamlılık |
| mechanic isim | /mɪˈkænɪk/ | mekanikçi, makineci |
| quiz isim | /kwɪz/ | bilgi yarışması |
| broker isim | /ˈbɹoʊkɚ/ | komisyoncu, simsar |
| pipeline isim | /ˈpaɪpˌlaɪn/ | boru hattı |
Duyacağınız deyimsel fiiller
| Kelime | Anlam |
|---|---|
| find out fiil | anlamak, ortaya çıkarmak |
| put together fiil | birleştirmek, bir araya getirmek |
Tekrar etmeye değer cümleler
Videodan, günlük konuşmada yeniden kullanabileceğiniz kısa ve tam cümleler:
- 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?
Bu videodaki dil bilgisi
Konuşmacının en çok kullandığı yapılar, videodaki sözcüklerin aynısıyla:
| Yapı | Videoda |
|---|---|
| Koşul cümleleri if + cümle, will/would + fiil — bir koşul ve sonucu | if you want to commit, I'll waive · if we can, we'll invite |
| İlgi cümlecikleri who / which + cümle — bir kişi ya da şey hakkında ek bilgi | margins, which is · million, which is · enough which is |
| Present perfect have/has + fiilin üçüncü hâli — geçmişte olan ama şimdi de önemli olan bir eylem | I've said · you've gotten · has already struggled |
Dikkat edilecek telaffuzlar
Konuşmacı you're, I'm, don't gibi kısaltılmış biçimleri 51 kez kullanıyor. Bunları duyduğunuz gibi kısa söyleyin.
- “sh” ve “zh” sesleri: insufficient /ɪnsəˈfɪʃənt/, illusion /ɪˈl(j)uːʒ(ə)n/
- Uzun kelimeler — vurguyu doğru yere koyun: volatility /ˌvɑ.ləˈtɪl.ə.ti/, insufficient /ɪnsəˈfɪʃənt/, continuity /ˌkɑn.tɪˈn(j)u.ə.ti/, importantly /ɪmˈpɔɹ.tənt.li/
Türkçe konuşanların zorlandığı sesler:
- /w/ — dudaklar yuvarlak, /v/ değil: waive /weɪv/, quiz /kwɪz/, anyways /ˈɛn.iˌweɪz/
- Kelime başındaki ünsüz kümesi — araya ünlü eklemeyin: scrape /skɹeɪp/, flock /flɑk/, quiz /kwɪz/, broker /ˈbɹoʊkɚ/
- /æ/ — “e”den daha açık: erratic /ɪˈɹætɪk/, mechanic /mɪˈkænɪk/
Bu videoyla nasıl çalışılır
- Videonun tamamını konuşmadan bir kez dinleyin ve bilmediğiniz kelimeleri not edin.
- 0,75× hızla başlayın, cümle cümle tekrar edin ve kolaylaşınca normal hıza dönün.
- Kendinizi kaydedin ve orijinaliyle karşılaştırın; upfront, donate, scrape gibi kelimelere özellikle dikkat edin.
Gölgeleme Tekniği Nedir?
Gölgeleme, başlangıçta profesyonel tercüman eğitimi için geliştirilen ve çok dilli Dr. Alexander Arguelles tarafından popüler hale getirilen, bilim destekli bir dil öğrenme tekniğidir. Yöntem basit ama güçlüdür: ana dili İngilizce olan bir sesi dinler ve hemen yüksek sesle tekrar edersiniz — konuşmacıyı 1-2 saniye gecikmeyle takip eden bir gölge gibi. Pasif dinleme veya dilbilgisi alıştırmalarının aksine, gölgeleme beyninizi ve ağız kaslarınızı gerçek konuşma kalıplarını eşzamanlı olarak işlemeye ve yeniden üretmeye zorlar. Araştırmalar, telaffuz doğruluğu, tonlama, ritim, bağlı konuşma, dinleme anlama ve konuşma akıcılığını önemli ölçüde geliştirdiğini göstermektedir — bu da onu IELTS Konuşma hazırlığı ve gerçek dünya İngilizce iletişimi için en etkili yöntemlerden biri yapar.