Poke the Bear for Aunt Flow

Once upon a time, Claire Coder had her period while attending class at Ohio State University.

She rushed to the bathroom only to discover there weren’t any gasp tampons.

At that moment, Claire decided that no woman should have to experience that.

So she dropped out of college and founded Aunt Flow.

Her mission? To ensuring everyone has access to menstrual products.

If I were an SDR for Aunt Flow, this would be how I’d start a cold call.

“Hi, Lisa. Josh Braun. We’ve never met, but I was hoping to speak with you briefly. Do you have 2 minutes?”

“Thanks. You’re probably aware that House Bill 156 requires school districts make menstrual hygiene products available, at no cost to students.”

Poke the Bear
“Just out of curiosity, how are you currently supplying menstrual products to students?”

Then I would shut the front door.

I’d peel the onion to understand how they’re getting the job done without having an ulterior motive.

I wouldn’t let the popcorn burn.

Instead of trying to extend the cold call as long as possible (burning the popcorn), I would pull back.

When the call reached a high note (the prospect is asking questions or expressing interest), I would say:

“I know you weren’t expecting my call, and I promised to be brief. Would it make sense to huddle up later this week so you can review your options?”

The philosophy?

Ditch the pitch.

Poke the bear.

Let go of assumptions.

Be curious without having an agenda.