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How to Talk On The Telephone with a Growth Hacking Lead

by Larry Chiang on May 15, 2015

Larry Chiang’s 5th book, “What They Don’t Teach You At Stanford Business School“, is a sequel to his mentor’s, Mark McCormack’s book, What They Don’t Teach You At Harvard Business School. What They Don’t Teach You At Stanford Business School quotes Mark McCormack’s book in every chapter and even launched at Mark McCormack’s, IMG’s, “New York Fashion Week”. What They Don’t Teach You At Stanford Business School went from runway release on 09-09-09 right on to the NY Times bestseller list in under an hour! Initially, Chiang used his mentor’s book, What They Don’t Teach You At Harvard Business School, to start a company as an engineering major. Duck9, at Illini Tower, helps students get a FICO credit card credit score over 750. Prior to the NY Fashion week book launch party, Chiang did an H.L.S. keynote causing Harvard Business School to write: “What They Don’t Teach You at Stanford Business School“. Confused?? Well, his latest post in Harbus was done #shirtless as a yogi, “Setting an intention to win SXSW, THIS 2016 SXSW“.

“Fashion Week (Sept 10-20) is like #LeadGen in Las Vegas. Cuz they’re cool places to launch new deals.”
— Larry Chiang
NOTE: This post sits on top of intermediate “Startup Marketing ” content. It assumes a base level of ENGR145 startup marketing knowledge.
By Larry Chiang
After the umpteenth time of hearing this phone issue, I had to write this piece.
When you ‘growth hack’, it’s pretty easy to get good fast. Almost no one is out there selling. You know, because you used to be one of those people that hid behind a computer, dabbled in efforts to go viral and bookmarked a page a month to read. If you haven’t started selling, start like this:
Larry Chiang (@LarryChiang)
Perhaps explore my “pop up internship” series to dabble in 7 hr stints to try-do-practice “sales”. U keep 100%. #growthhacking

When you do #EUTWMPPM ( well, people will ask you to call them. These are common pitfalls, what to pay attention to and how things might turn out.

It’s a pitfall to assume that an intense request to talk on the phone is bad. When you growth hack decently well, people will track you down to pay you. When two CS majors sell more baseball cleats than Derek Jeter, someone from corporate is going to do what corporate (non growth hackers do: Book a conference call to talk.)
Talkers wanna talk to the growth hackers that DO. Like #cs183DO.  So, when they email…, these are mistakes to avoid:
It’s a mistake not to match intensity, cadence and enthusiasm. I’ve this theorem that they don’t want to talk. They just want to put a voice to the growth hacks they see. They wanna put you through some of the most basic business litmus tests known to executives
– Can you callback from a cellphone that is US based
– Can you make and keep an appointment 3-14 days in the future.
– Does your telephone background noise show that you’re not on a factory floor.
– Is your cellphone number legitimately attached to some legit service
You might be running SEO circles around them. You might be doing more lead gen than their team of 500. But, you’re going to need to talk on the phone like a pro.
Here are some tips to speaking on iPhones using the “Telephone” app preinstalled 😉
– Text 2-3 min before you call the scheduled call.
– Book scheduled calls at weird times. For example Mon@7:35AM. FRI @5:05pm. Or a lunch at 1:50pm Evvia. (Real world meetings are a different article for CSmajorCRO growth hackers)
– speak on the telephone with a headset.
– scream into the phone. Old people are literally deaf. To show how deaf old people are, I took a crew of ENGR145 students on to University Ave. We just listened to cars. The cars in the morning were all filled with execs in cars on speakerphone that sounded like teenagers bumping BiggieSmalls. LOUD.
Don’t believe fossils are deaf!? Next time you’re in a boardroom, count how many times the old male exec says “Excuse me” bc they can’t hear
– so on phone calls, speak loudly.
– On phone calls, bug out after 7-10 min. The goal of talking isn’t to talk. The goal isn’t to trade information. The goal is to just see if you can be on the same page, in the real world, in the same time-space continuum for 7-10 minutes.
Stephanie Sy growth hacked on the telephone selling for the Stanford Daily before she growth hacked for Wildfire. Using the telephone to sell, helped wildfire sell on fB, which helped wildfire get sold to Google for millions.
Execs have been burned by flakey smart people. These execs need to hire, pay, network with the cs majors that can
– update their progress
– email updates like they’re a FedEx pack
– take and give feedback
– be reachable on telephone when the exec wants to choke you
– execs that hire is growth hackers want “One throat to choke”. They like to preview the fact that they’re mad via telephone. They like paying growth hackers that “give good phone”
ENGR145’s two anchor videos move you to the right on the entrepreneur bell curve
Is a bit ly I memorized that links to
CEO of Duck9
Stanford University’s Founding EIR (Entrepreneur in Residence)
Duck9 = Deep Underground Credit Knowledge 9
c/o UCMS Inc
2021 Midwest Road / 3rd FL
Oak Brook IL
650-283-8008 (cell)
Founder of “What They Don’t Teach at Business School” for CNN iReport:
Author, NY Times Bestseller
“What They Will NEVER Teach You at Stanford Business School about EUTWMPPM @SXSW” comes out 11-11-14
52 Cards. Two Jokers. What They DO Teach You at Stanford Engineering
Emergency swings and cutting deals as an 9 year old

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