Just make the call
A caller named Dan Martel demonstrates an unconventional cold-calling strategy to connect his 20-year-old friend Tejpal with engineering firm leaders for mentorship and advice. The approach emphasizes persistence in reaching out to busy executives, with the insight that decision-makers often work late and prefer immediate conversation over email exchanges.
Summary
In this transcript, Dan Martel is shown coaching or demonstrating a cold-calling technique aimed at connecting a young aspiring engineer named Tejpal (age 20) with established engineering professionals who own firms. The strategy involves identifying target companies (Google is mentioned as 'engineering firm number one') and calling directly rather than sending introductory emails. The caller explains his reasoning that if it's after 5:30 PM, the executives are likely still working because they're CEOs deeply invested in their companies. When Dan successfully reaches someone, he uses a concise pitch: he introduces Tejpal as a young, up-and-coming engineer seeking to connect with people in the engineering field, and asks if Tejpal could email some questions and potentially have a brief 6-minute phone call for advice. The contacted person responds positively and wants to engage immediately rather than wait for an email. Dan emphasizes this point to Tejpal, noting that busy people prefer taking action now rather than scheduling communication through email.
Key Insights
- Calling after 5:30 PM targets CEOs who are still working late, indicating their level of commitment and investment in their companies
- The pitch focuses on connecting a young engineer seeking advice rather than asking for a job, framing it as a low-stakes mentorship request
- Busy professionals prefer immediate conversation over email exchanges, wanting to engage in real-time rather than schedule asynchronous communication
- Persistence in direct outreach ('just call everybody') is presented as the core strategy rather than relying on warm introductions or formal channels
- A concise 6-minute phone call positioned as 'no expectations' advice-seeking makes the ask feel manageable and low-commitment for busy executives
Topics
Transcript
[0:00] I'm trying to get him more into like engineering. What is a place that an engineer would go to? >> So, if you want an engineering firm, then who would you need to learn from? >> Somebody who is also in engineering and has his own [music] company. >> Where do you think I'm at right now? >> Google. >> Engineering firm number one. Call. >> 5:30. >> Bad attitude. They're going to answer cuz it is after 5:30 [music] and they're working late cuz they're the CEO. >> That's what I believe. >> So, go through, just call everybody? >> That's what I'm doing. How's it going? So, you're an engineering firm? Dan Martel. I'm calling because I…
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