<div class="bbWrapper">It looks like your doing great,<br />
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Definitely be punctual about waking up early. That needs to be a habit.<br />
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Also, make your bed every single day. You want to start with completing a couple simple task every morning.<br />
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Here's my two sense on some cold calling techniques<br />
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My new favorite tip is to get a customer to say No right off the bat it makes them feel like they have the control over the conversation.<br />
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How to give the person an opportunity to say No.<br />
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A lot cold calling Guru's say you never want to get a No. I found out through trial and error this is bullshit. The Gurus say you want an, Yes, Yes, and Yes flow. I use to think that too. Then I just started asking people curiosity questions, For example, Hey is this a good time for you to talk? As you can imagine most people will say No. Thus giving the person what they think is control over the conversation immediately. I then use a Script to turn that into value for the customer.<br />
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I use a couple of techniques as well one of my other favorites is labeling & Mirroring<br />
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Objections<br />
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I usually try to get two to three objections immediately out of the way. There only like 7 total objections.<br />
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<li data-xf-list-type="ol">The Brush-Off - Send me some Info.<br />
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<li data-xf-list-type="ol">Competition - We have a guy who does that.<br />
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<li data-xf-list-type="ol">Procrastination - Call me back In Next Month.<br />
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<li data-xf-list-type="ol">Budget - That's just too expensive right now. Or Let me talk with my wife my business partner etc.<br />
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<li data-xf-list-type="ol">Followup - Setting up another Call or appointment.<br />
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<li data-xf-list-type="ol">Avoidance - Not answer your calls, emails, or text.<br />
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<li data-xf-list-type="ol">The Gatekeeper - Well My tip is to sell the gatekeeper. Remember there name make them feel important.</li>
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Labeling<br />
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Using these in the script will help Validate someone's emotion by acknowledging it.<br />
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It sounds like _______________<br />
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It seems like _______________<br />
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It looks like _______________<br />
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Mirroring<br />
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Repeating the last (or critical) 3 words.<br />
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How to give the person an opportunity to say No.<br />
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Let's say for example you are a computer Specialist you help small business fix their slow computers.<br />
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You are calling the business owner his name is John.<br />
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Hey John,<br />
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My Name is Mack, I'm a Computer Specialist at Macks Computer Company, After I state who I am and who I work for I give them a second to process. John will probably mumble something. I then ask if now would be a good time to talk? Notice no value has been giving no value has been lost. The person who you just called probably doesn't even remember your name. At this point, there is no reason for you to say you do XYZ.<br />
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Most people say something along the lines of no not really. I'll reply John, It sounds like now, not really a great time to talk -- Labeling and Mirroring. when would be a better time this week morning or afternoon? Let them answer, Most people will give some excuse for I’m busy it's hard to know Objection(5). Or they’ll be like I'm not interested -Objection (5). At this point, they still probably don't know your name or what you do.<br />
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If they stated that there not interested. I would ask Hey real quick Before I hang up is your computer had any issues lately such as being slow or not loading websites?<br />
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This is a last attempt to generate interest.<br />
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If they say No it's okay. You're not trying to turn No into Yes’s<br />
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Back to the script: the morning or afternoon, Let's say John says morning, I'll be like great can I pencil in 8:45 Tomorrow Friday the 23rd? Use exact time and date. Generally, they will say yes. Now, this is important if you were to hang up 9/10 there not going to pick up. Why would someone pick up who doesn’t know your name or what you do. So this is where I start taking control over the conversation. I’ll be like oh hey real quick before I hang up John, has your computer been sluggish or slow lately?<br />
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Now that there more comfortable they will be more likely to open up. John, may say something like this yes it's been very slow lately it takes forever to load websites and programs. It keeps telling me that I need to update windows and pay for this program called WinRAR.<br />
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Then I'll mirror and label what they just told me (Remember Mirroring is repeating that last three critical things they said.)<br />
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John, "it seems like" you're having problems with slow Websites programs and windows.<br />
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(Mentally John will be like Yes this guy gets it.)<br />
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I will follow up with two to three other questions about their business. For example how many computers they have. Is it Mac or PC. What is there biggest pain points using their computers? I call these the value questions, save these for later. I like to have my biggest questions answered. I save these questions later for when I'm negotiating the deal.<br />
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Then I go for the Lock-In.<br />
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Lock-In is one of the most critical parts of the call. It allows you get the follow-up meeting or call. <br />
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Here are just two rough examples:<br />
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1. John, it was great speaking with you. It sounds like your having a rough time with problems XYZ. I'll give you a call tomorrow at 8:45 am so we can get this all sorted out. Any reason you wouldn't be able to speak? - This is called a lock-in<br />
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2. John, it seems like you need some immediate help with your issues XYZ. Instead of a call tomorrow I would love to stop by. We offer a free diagnosis for your computer. - This is also the lock-In because your now meeting in person. <br />
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Hope this helps.</div>
