How did you come to start your business as a Starting Customer Conversations Specialist?
For the past six years, I have been working three days per week on an exclusive contract for management consultants doing business development. About three years ago, our CEO said, “You should really teach people what you do on your two days off. You are really good at not only opening doors but minds.”
Therefore, I commenced coaching small groups of professionals and I haven’t looked back. I have gone from strength to strength.
So much so that, recently I completed coaching 100 recruitment consultants Nationwide from a highly recognized company that has been around for 45 years. I also have trained extensively Real Estate Sales Agents from the Eastern suburbs of Sydney. I have seen phenomenal results with my techniques and strategies for opening doors. Some agents were getting no appraisals when I initially met them. Following my training their average became eight appraisals per week.
Do you get a lot of work satisfaction from what you do?
I absolutely love it and can often be found sending emails and making calls on the weekend. It’s not work to me. I love what I do and to see people prosper is very rewarding. Because Cold Calling is something the majority of people dread doing, the rewards when they succeed is even more inspiring!
So is cold calling a dirty word?
Cold Calling is only regarded “dirty” when you don’t know what you are doing. If you are adding value when you call someone, it’s a pleasure to speak to another human being. If you are wasting someone’s time by being unprepared and unknowledgeable, yes it’s a nuisance.
There is a lot of fear, which leads to procrastination when it comes to getting on the phone to contact a total stranger to ask if they want to sell their greatest asset and if so, through you. What type of mental preparation is needed?
Techniques and strategies are put in place to give the agent discipline just like an elite athlete in training. There’s no excuses you train in the rain. You make those calls no matter what. Focus is an acronym, it stands for, “Follow one course until successful.” There’s no shortcuts. Focus to succeed and proper education around understanding the skills of having a good conversation are essential.
Script or no script?
What’s the difference between a good movie and a bad movie? The script. Your dialogue is essential to providing a hook to engage the listener. You don’t read the script… you toss it, once you have made it your own. Your personality is your best friend when you know how to use it.
How important is researching your potential targeted call?
Very important, I never call a prospect until I have checked out their LinkedIn profile, Googled their name and have a fair understanding of their business by checking out their website. There is no excuse for ignorance. If you call someone randomly and unprepared, you will get a poor response. You need to build rapport and that comes through familiarity.
Should I rehearse or just wing it?
Better to rehearse and look like a fool in front of a colleague than burn a lead. Always practice and fine tune your pitch. Steve Jobs would rehearse if he was talking to six or 600 people. He was always prepared and mentally rehearsed responses to questions he knew would be asked. Preparation will always be the key to your success.
What is the best way to introduce myself and lead into the purpose of the call?
Hi my name is {X}, and I am hoping you can help me. Help is the most powerful word in the English language. 99% of the population will say yes how can I help you? The 1% that don’t … you don’t want to know. Now that you have the person’s attention – go ahead and ask a question. Get them to speak – start the conversation.
Most people are wired to say No, doesn’t matter what you say, they say No. Your reply to this should be, “Do you know why you are saying No?” Perhaps, if you give me a minute to explain you will understand what I am offering you and why it is such a good idea. I actually want to help you!”