THE BEST COLD CALL I EVER RECEIVED

The best cold call I had ever received.

It was from Kendra Warlow formerly at Gravy Solutions.

Here’s a transcript of the conversation.

Me: “Hello.”

Kendra: “Josh, it’s Kendra with Gravy. I didn’t expect you to pick up. I’m going through the Starbucks drive-through right now.”

Me: “What are you getting?”

Kendra: “A Caramel Frappuccino. I make it taste like a Twix bar with add-ons.”

Me: “Ha! What can I do for you?”

Kendra: “I know you have a few courses. Are you using internal resources or an outsourced recovery team to recover failed payments?

Me: “I use Stripe for that.”

Kendra: “It sounds like you’re frequently running a failed payment report in Stripe.”

Me: (Secretly thinks, “Hmm, I’m not sure.) “Actually, I’m not doing that.”

Kendra: “That’s pretty common (normalizing reduces pressure). If you’d like, I can send you instructions on how to run the failed payment report in Stripe so you can see if this is even an issue.”

Me: “That sounds good.”

As promised, Kendra emails instructions. I ran the report—no failed payments. But if I ever bump into this issue, the only company I’m calling is Gravy.

Why?

I trusted Kendra because she didn’t assume I had a problem.
In other words, she put my best interests before hers (booking a demo).

In a world of similar products, trust is why people choose you.

The shift? Transaction —> Trust