CONVIDADO REVELA TÉCNICA ABSURDA PARA CONSEGUIR CLIENTES VIA TELEFONE E EMAIL

Summary

This transcript outlines a strategy for cold calling in sales, particularly within the marketing industry. It describes how to engage potential clients through a more personalized and compelling script, focusing on elements like curiosity, security, vanity, and desire. The approach uses psychological tactics to improve connection, elevate awareness, and create urgency in decision-makers, all while maintaining a professional yet engaging tone. The speaker also highlights the importance of differentiating from competitors by understanding their market and addressing their pain points. The goal is to drive actions and secure meetings with decision-makers.

Takeaways

• 😀 Cold calling requires a script that grabs attention and engages the listener right away to increase the chances of passing through the secretary and speaking directly with decision-makers.
• 😀 Successful sales scripts incorporate elements like curiosity, security, and belonging to appeal to the prospect's emotions and motivate them to listen and act.
• 😀 The key to differentiating yourself in sales is to highlight what sets your service apart, such as offering exclusive methods or insights that competitors don't.
• 😀 Applying psychological insights, such as leveraging human desires (greed, vanity, etc.), can help build a connection with prospects and influence their decision-making.
• 😀 The AIDA (Attention, Interest, Desire, Action) formula is effective for structuring sales messages, whether for calls, emails, or advertisements.
• 😀 Understanding your prospect's mindset and challenges, such as lack of awareness about the importance of Google rankings, is crucial for tailoring the conversation and making them aware of their needs.
• 😀 A successful cold call involves sparking interest by highlighting opportunities or gaps in the prospect's business (e.g., their competitors being ahead in search rankings).
• 😀 When engaging decision-makers, it's important to create a sense of urgency by demonstrating what they stand to lose (e.g., potential clients or revenue) by not taking action.
• 😀 Using strategies like curiosity, exclusivity, and personalized analysis can significantly increase the likelihood of securing a follow-up meeting or sale.
• 😀 Personalization and social proof (such as mentioning how your product benefits similar companies) play a significant role in making the prospect feel secure and confident in your service.

Q & A

What is the main objective of the cold call script described in the video?

The main objective of the cold call script is to pass through the gatekeeper (like a secretary), engage the decision-maker, and ultimately secure a meeting by using psychological triggers such as curiosity, greed, vanity, and security.

How did the script improve the success rate of calls?

The new script increased the success rate from 1-2 out of 10 calls to 6-7 out of 10 by appealing to psychological elements like curiosity, belonging, and security.

What psychological triggers are used in the script?

The script uses various psychological triggers, including curiosity, greed, vanity, security, and envy. These triggers appeal to human desires such as wanting to succeed, gain more clients, and beat the competition.

How does the script handle gatekeepers like secretaries?

The script bypasses the gatekeeper by using the concept of a 'partnership' or 'collaboration' to create a sense of importance and urgency, which encourages the gatekeeper to pass the call along to the decision-maker.

What is the significance of using the concept of 'partnership' in the script?

The concept of 'partnership' makes the call sound less like a typical sales pitch and more like a mutually beneficial opportunity. This creates a sense of curiosity and urgency in the gatekeeper and decision-maker.

What role does the 'consultative sales' approach play in the process?

The 'consultative sales' approach helps in building a relationship by first understanding the prospect's pain points and needs, and then presenting a tailored solution. This contrasts with a simple sales pitch, which is more transactional.

How does the script use the concept of 'elevating consciousness' during the call?

The script elevates the prospect's consciousness by making them aware of a problem they may not have realized, such as their company not ranking highly on Google. This makes the prospect more receptive to the solution being offered.

How does the script generate 'interest' and 'desire' in the prospect?

Interest is generated by presenting a clear, tangible opportunity (like showing how many people are searching for a service the prospect offers), and desire is fueled by demonstrating how the competitor is benefiting from this opportunity.

Why is focusing on the 'ego' and 'super-ego' important in the sales approach?

Focusing on the 'ego' and 'super-ego' helps in addressing the internal motivations of the decision-maker. The 'ego' wants to protect their image and status, while the 'super-ego' aligns with societal expectations, driving them to want to appear successful and competent.

What is the significance of using 'envy' as a psychological tool in the script?

Envy is used to create a sense of competition. By showing how the prospect's competitor is outperforming them, the script taps into the natural desire to surpass rivals, thus creating urgency and motivation to act.