The REAL Reason Most People SUCK at Cold Calling...

Summary

This video delves into the art of cold calling, focusing on techniques to engage prospects and navigate gatekeepers. Key strategies include disarming the prospect with casual language, using specific phrases that prompt 'no' responses to lead to 'yes', and framing the conversation in a way that feels familiar and non-threatening. Through real-world examples, the video showcases how these techniques can be adapted for industries like real estate and recruitment. The speaker emphasizes the importance of building rapport, easing resistance, and subtly guiding prospects toward positive responses to close more deals.

Takeaways

• 😀 The key to successful cold calling is disarming the prospect early by making the conversation feel low-pressure and non-salesy.
• 😀 Use phrases like 'I’m not sure if it even makes sense for us to talk yet' to soften the approach and lower the prospect’s defenses.
• 😀 Ask questions that encourage the prospect to say 'no,' as 'no' is often a safer and more comfortable response, leading to a 'yes' later on.
• 😀 Introduce yourself using familiar phrases, such as 'I’m holding a copy of your property tax records' or 'I have your recent ad in hand,' to create familiarity and catch the prospect’s attention.
• 😀 Disarm the prospect by showing that you’re not sure if you’re speaking to the right person or if it even makes sense to talk, which piques curiosity.
• 😀 When speaking with a gatekeeper, try phrases like 'Should I have you transfer me over to [person's name] and leave a message?' to avoid direct confrontation.
• 😀 In sales, it's important to be patient and take the time to understand the prospect's situation before pushing for a sale or further conversation.
• 😀 In cold calling, building a gap of trust and respect is essential before diving into more assertive questioning or statements.
• 😀 Utilize psychological tactics like framing your questions to make the prospect feel comfortable rejecting an idea, such as asking 'Would you be opposed to this?' instead of 'Are you open to this?'
• 😀 Acknowledge potential issues the prospect might have, like hiring problems or missed opportunities, without immediately offering a solution to make them feel heard and understood.
• 😀 Tailor your approach based on the industry you're calling, using relevant examples and scenarios that resonate with the prospect, whether you’re in real estate, recruiting, or other sectors.

Q & A

What is the main strategy behind cold calling that the speaker emphasizes?

The main strategy emphasized in the transcript is disarming the prospect by using phrases that make them feel comfortable and in control. The speaker suggests using techniques like asking if they would be 'opposed' to a conversation rather than directly asking if they're interested.

How does the speaker recommend dealing with gatekeepers?

The speaker recommends asking gatekeepers to transfer you to the decision-maker and leave a message for them, rather than directly requesting to speak with the person. This approach is less intrusive and increases the chances of a successful transfer.

Why does the speaker suggest using the word 'opposed' in conversations with prospects?

The speaker uses the word 'opposed' to encourage prospects to say 'no' instead of 'yes.' This is based on the psychological principle that people feel safer saying 'no,' which eventually leads to a 'yes' once they've relaxed and feel more in control of the conversation.

What does the speaker mean by 'giving them the milk a little bit before the meat' in cold calling?

This phrase refers to providing prospects with enough information to pique their interest without pushing too hard for a direct response. It means offering them a small piece of valuable information (the milk) before asking for something more substantial (the meat).

How does the speaker approach real estate cold calling for distressed properties?

The speaker suggests referring to property tax records when cold calling distressed property owners. This creates credibility and relevance, while also giving the caller the opportunity to ask if the owner would be 'opposed' to discussing a potential sale.

Why is it important to ask if the prospect is 'opposed' or 'against' something rather than asking if they are 'open' or 'interested'?

The speaker highlights that people are more comfortable saying 'no' to phrases like 'opposed' or 'against,' which feels less committal than saying 'yes' to something like 'open.' This approach leads to a more natural progression to 'yes' later in the conversation.

How does the speaker explain the importance of using familiar phrases in cold calling?

The speaker explains that using familiar phrases, such as referencing something the prospect already knows (like a recent ad or tax records), helps to break the ice and avoid sounding like a typical sales pitch. This makes the conversation feel more genuine and less intrusive.

What is the purpose of 'disarming' the prospect during a cold call?

Disarming the prospect means lowering their defenses and making them feel more at ease. By expressing uncertainty, such as 'I'm not sure if this makes sense for us to talk yet,' the caller reduces the likelihood of an immediate rejection and creates a more open conversation.

How does the speaker suggest handling a situation where the prospect is not immediately available?

If the prospect is not immediately available, the speaker advises asking if you should leave a message or have the gatekeeper transfer you to voicemail, which allows you to leave a message. This approach is non-confrontational and increases the likelihood of a follow-up.

In the recruitment example for truck drivers, how does the speaker break the ice with the prospect?

In the recruitment example, the speaker starts by referencing a specific ad that the company posted, making the call feel more relevant and less like a cold call. This strategy is intended to make the conversation feel more familiar and engaging right from the start.