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Using Robocop And Who Do You Know That I Should Know

Release Date: 03/16/2022

Five Star Phone Strategies

I kick off the show with a call with Angry Jim. He's tired of being called, but I love him. Can't we all just get along? What do you do when dealing with the Google Robo Killer? I'm also going to play my secret Robo Killer call. The Robo Killer is software that prevents calls from getting through. I’ve talked about double dialing, but write down that less is more when dealing with the Robo Killer. Always go with the philosophy of less is more. Don't attempt to sell to the gatekeeper. I also talk about the sales laws such as eventually all customers will leave you for one reason...

Turning A One Star Google Review Into A No Review

Five Star Phone Strategies

An easy way to increase sales is to get the right phone strategies down. That’s what we do, and I’m going to show you some techniques where you can do the same. When you get a customer call and ask how they heard about you, many will answer Google. Some people are just searching for someone to do the work at the lowest price, but 65% are looking for value. They determine value by reviews. I’m going to talk about why we ask how'd you hear about us? I’m also going to share some examples of how to get that dreaded one-star Google review removed. I also show you how to ask for a...

Using Robocop And Who Do You Know That I Should Know

Five Star Phone Strategies

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...

Is That Code For Go Away And Take Notes Please

Five Star Phone Strategies

Have you ever wondered if someone's polite response was really code for just go away? That's what I'm talking about today in secrets for working the telephone. Is the prospect playing me or putting me off? I don't mind postponing the sale for the future, but I'm not crazy about being blown off. As always, the mission of the show is to give you value. If you were better off after listening to this show than you were before, then think about giving us a five-star review. What you're reading and listening to will determine your wealth. The best way to network is to add value. This show will...

Tone and Tempo

Five Star Phone Strategies

Tone and tempo make all the difference when making calls. In fact, 93% of communication on the telephone is all about tone and tempo. In-person communication is done with body language, but those all-important phone conversations are based on tone and tempo. Today, I go over actual calls to emphasize what I'm talking about. I also talk about essential keys to phone communication, like slowing down and embracing silence. We listen to understand, not to respond. By listening, we can notice the person's personality type on the other end of the phone. Are they dominant, an influencer,...

If You Like What We Do Tell Others If We Can Ever Do Anything Better Tell Me

Five Star Phone Strategies

I kick this show off with a recording of one of my biggest phone fears. What if somebody's mad at me? This one is hard to get over. No one wants the person on the other end of the line to sound angry. I go over methods to make calls the right way and sound like a sales professional not a telemarketer. We also go through a call where I thank the customer, ask for a five star review, and use subtle methods to learn more. I also share a technique to get the customer’s email. I also talk about the importance of having a script and including if you like what we do tell others if we can ever...

Listening for Noises

Five Star Phone Strategies

Listen closely when you are on calls. Background noises, sound effects, and names can all be clues used to understand your potential customer better and build rapport. I have my coaching students go through a training where they listen to sound effects. These sounds offer subtle clues that can help make a sale or land a positive review. 93% of communication on the phone is tone and tempo. What are the background noises? Is the person on the other line talking fast or talking slow? In this episode, we go through some recorded calls and what to listen for and what to do with this...

Asking Your Customers for Google Reviews and Following Up

Five Star Phone Strategies

Over 85% of prospects will go to your website before they call you or decide to move forward with your service. What do they look at? Reviews. I like the sweet spot of reviews where there are many five-star reviews, but not every single review is a five-star review. Having customer testimonials of how you’ve resolved or corrected a problem is also extremely valuable. According to Google, 70% of consumers are willing to give feedback and reviews after receiving a service. That’s seven out of ten people who are willing to provide feedback or leave a review. The most common reason...

More Episodes

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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