Mirror the Compliment with Jeff Swan

In this episode of the Cold Calling Podcast, Jeff Swan helps Collin and Ed with the script for marketing leaders. To test it out, Ed connects with a prospect whose primary objection was that their podcast is doing really, really well. A trick he suggests is to mirror back the compliment on what the prospect is most proud of (in this case, their production) and ask if podcasting, in general, is a revenue driver or a branding exercise. This reveals what "camp" they are in terms of podcasting strategy and how best to approach them moving forward.

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