Remember the old show Robocop? There's phone software called Robokiller that I've been running into lately. Google assistant also makes an attempt to screen phone calls. I'm going to share my Robocop method or how to get around Robokiller, Google Assistant, etc, when making calls. I also share examples of these calls and share why my method is so effective.
I also talk about the double call method and listening to the recipient's voice mail message. I share examples of what to listen for and how to match tone and temple with one of the four types of prospects. I also go back to the tried and true method of listening for mistakes and breaking the ice with a pattern interrupt. I round things out with an often overlooked method of getting referrals that really works and is very easy.
Episode Highlights:
[01:56] In 1987, there was a show called Robocop. I've noticed that I've run into something called the Robokiller when I'm making phone calls.
[03:46] When dealing with the Robokiller use their first name and yours. An example of this would be Bill, this is Dave. Don't try to sell to the gatekeeper. The secret is to not say too much.
[05:36] The Google Assistant wants to know what you're calling about. Just say hi Doug, this is Dave. Use the technique Robocop less is more.
[08:21] Treat the prospect how they want to be treated. Also listen to the voicemail, because that gives you a clue about the recipient's personality.
[09:07] The dominant person sounds like a big old bass drum and the influencer is laughing and giggling. You can pick up on the tone and tempo of their message. The people who are steadys need you to be soft when you respond and embrace silence. The fourth member is compliant, and they follow the rules.
[10:07] Focus on tone and tempo when you listen to their voice message on your first dial. You need to be prepared with the double dial and understand whether they are dominant, an influencer, a steady, or compliant.
[11:15] Be bold and brave. They'll probably answer after the double dial.
[12:17] Listening for mistakes. Use a pattern interrupt to get them off track. Don't say what everyone expects. A couple of examples of pattern interrupts.
[15:41] 64% of your customer base wants to refer and recommend you, they just don't know how. 20% of your customer base is thinking about leaving you. This is why I always encourage people to make phone calls. You can learn more in my book Fearless Communication.
[18:39] This week's tip is who do you know that I should know. When following up, always ask who do you know that I should know.
[20:28] A customer sharing the importance of asking the simple question of who do you know that I should know. Don't miss out on that opportunity with your current and past customers.
[22:28] Today we talked about looking for a mistake. Getting past that Robocop. What do you do? Less is more. Who do you know that I should know?
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