Confessions of a Cold Calling Expert!
If you are like me you have been loving the glitz, glamour, and drama of the Sydney real estate show on Amazon Prime known as Luxe Listings.
The stars of the hit series, Gavin Rubenstein, D'Leanne Lewis, and Simon Cohen.
One of the episodes I enjoyed the most was where Gavin gets the team to do Cold Calling! Here is a man at the top of his game and he is preaching the merits of Cold Calling! We speak the same language.
Here is my story - Confessions of a Cold Calling Expert!
Richard Beaumont, Editor of Real Estate Juice Magazine speaks candidly with Odile Faludi – Starting Customer Conversations Specialist, looking for answers!
How did you come to start your business as a Starting Customer Conversations Specialist?
For many years I was working three days per week on an exclusive contract with management consultants doing business development. About six 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. View testimonials HERE
Cold calling is part psychology, part personality, and part product/service. Indeed, if we can simply remember people are people first and 'not' their title it shifts the game.
I would always try to enter through the heart space. After that, the rest is semantics. In most cases, it's all about desire, need, and want. If you can tap into any of those three things you can start a great conversation. Then back it up by your knowledge and brilliant track record of you and your company.
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 or late into the evening. 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 are even more inspiring!
So is cold calling a dirty word?
Cold Calling is only regarded as “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, 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. What type of mental preparation is needed?
Techniques and strategies are put in place to give the professionals discipline just like an elite athlete in training. There are 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 are no shortcuts, focus to succeed, and proper education.
Just remember Elon Reeve Musk, South African-born Canadian-American business magnate, engineer, inventor, and investor. He got his first big break by "Cold Calling" and provided thousands of jobs for many people through his businesses prospering!
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 it… 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 who they are. 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 to 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.
Is it important to constantly mention their name?
Sprinkle their name into the conversation in a natural and warm manner. Don’t say it excessively.
Should I have a certain tone to my voice?
An authoritarian voice, someone who sounds important is always a good way to go. Strong but not overly loud. Tonality should consist of: Certainty, Self-confidence, Belief, Sincerity, and Care!
Should I set a calling target? e.g. 100, 150
Aim for 5 quality calls per hour, engaging and having a conversation that lands on a call to action. I.e. set up a zoom meeting, a follow-up email, or a preferred time to speak again on the phone. Quality always trumps quantity. Be prepared for Objections. Remember an Objection is just a question with TENSION!
Some people say that cold calling is dead. How do you respond to that?
It is dead for amateurs for sure. For those who are top of their game, it is alive and well and those who are picking up the phone and speaking effectively are making a small fortune. Those who are not, are missing out!
Speak to Odile today on 0425 250 677 to organize a lunch and learn session for your team! Remember, this is a tax-deductible expense and such an important way to bring the team together on a regular basis!
Prefer face-to-face learning or group training that is possible!
Any questions please ask - I am here to help you!
Buy an Online program with Full free consultation and private one-hour training session at https://courses.odilefaludi.com.au/
Knowledge is never a disadvantage!
Best always,
Odile Faludi,
Starting Customer Conversations Specialist
Mobile: 0425 250 677
Email: odile@odilefaludi.com.au
Website: https://www.odilefaludi.com.au/
Visit LinkedIn https://www.linkedin.com/in/odilefaludi/
