[This transcript has been automatically generated by a digital software and will therefore  contain errors and typos. Please kindly take note of this and only rely on the digital transcript for reference.]

00:00

Hello, hello, welcome to detect your business show the best place for actual entrepreneurship advice. So guys in today’s digital age, do you think that cold calling is dead? Well, apparently not. And we have already Faludi, an expert in cold calling who’s joining us today, and she will teach us the proper way to cold call. With a years of experience and a fearless but friendly approach, she’s able to help her clients secure deals with millions of dollars.

 

In today’s episode Odoo shares why cold calling is not dead. Her key techniques are quickly establishing rapport with a prospective client and her best advice on how to approach to cold call.

 

So guys, if you ever received any value from the show, they don’t deserve to get your support. The best way you can do this is to subscribe to the show, leave a review on Apple podcasts and to share the show with somebody who will find it useful as well. And if you’d like to stay up to date with the latest episodes, tools and resources, then make sure you log on to Ted to.com is t Ed teo.com. And now let’s dive right in. Hey, yo, do you thank you so much for joining me today. Such a pleasure to have you here.

 

00:59

Thanks, Ted. I’m excited. Me too.

 

01:03

So ODU let’s start with a very simple icebreaker so we can get to know each other better. Could you share with us who is ODU Faludi where she is in working?

 

01:12

My mind when I’m not working? I’m always working because my working is my hobby and my passion. So I’m always switched on I’m I’m never really switched off.

 

01:26

It’s fair, most entrepreneurs are like that. So Oh, do you please share with us your story? How did you become an expert in cold calling? Could you connect the dots for us?

 

01:35

Thank you look, I was in the shoes of a lot of your listeners out there. I was doing business development. I was an on an exclusive contract with project managers. And I would be doing the calls every day getting your appointments at C suite level. So CEO, CFO, CEO, anyone with the title of C in the C suite level.

 

And I was ringing a lot of the top 200 ASX listed companies not knowing anyone. And out of the 200 ASX listed companies, I got about 80 appointments for our CEO from the project manager to visit a CEO from one of the big corporations.

 

 So a couple of years into the role. My CEO, who also was my mentor, he said and an incredible leader. He said to me I do what you do is unbelievable.

 

You’ve taken it for granted, but the average person doesn’t know how to knock on a door. It is true. Could you teach this? Why don’t you write a course and teach it to people. So I only work for them three days a week. And on the other two days, I started rolling out my course. And then he dangled a carrot. He said no deal. I’m going to make it part of your KPI. You write a course you roll it out. And if you make money, I’m going to give you a pay rise

 

03:27

over the equipment.

 

03:29

I had the ultimate revenge Ted. I cold called people to get them into cold calling workshop. And I found that in six months, I had sold out eight workshops. And I was already making per week more teaching cold calling then I was in my day job. So I turned around to my boss and I said hey, I’m making 1000s of dollars more in this teaching program. And he said to me ideal. You should go and do that full time.

 

04:09

Wow, what a great

 

04:11

what an incredible leader for someone. He lost me through giving me the challenge. But he wanted me to step into my greatness.

 

04:21

Yeah, he really groomed you to help you be the best version of yourself. And this was even at a great expense of losing a great employee like you. But it’s really like you said the mark of a great leader. I’m really glad to hear that you met someone like that along the way in your corporate career. So audio This is perhaps the most important question for this whole interview. In today’s age of digital communication is cold calling dead.

 

04:44

That is the most common ask question and it’s a big myths that I would like to debunk. Cold Calling is not dead for people who can do it. If you’re an amateur disturbing someone a debit dinner time with some rubbish, then it’s dead. However, business to business, it’s very much alive. And it’s about adding value, right from the word go. When you start that conversation, I work with hundreds, if not 1000s of people every year, and those people are hitting the phone. And more successful than those who don’t. Most entrepreneurs will say to you, they got their big break through a cold call, or

 

05:36

you could you share with us what kind of training and maybe services do you provide for your clients? And maybe more importantly, could you share how cold calling Has she made a significant impact on the business as well?

 

05:46

Okay, so great question again, Ted. I, I train people one on one private training over zoom or in person anywhere in the world because of zoom. I do group workshops, and I have online training. So one of the most memorable workshops I did was a live calling session, the boy in the room, very much like the movies you’ve saved. And I got everyone to bring the prospect lead sheet, the list, your list is the foundation of your success, who you’re gonna call.

 

And it doesn’t mean just ringing up through the phonebook. It means a targeted list of people you’ve done some research on, bring your list, and we’re going to call alive. In this day, we had four people ringing and it was in a printing company. And they did very large catalogs for expos. So each print job would be anywhere between 50 to $100,000. Because I would get millions of brochures to hand out at the expos. In one day, these four executives hit the phone. And they increased the sales pipeline by a million

 

07:16

dollars. Was it something that they expected? Or you know, did he expect to be able to do this mistake

 

07:23

called me? He was really skeptical. He said, You know, I, I don’t think you’re gonna have much success. And he was absolutely blown away, because between the four of them, they got about 20 appointments. Now, that might not sound a lot. But each appointment had a value of anywhere between 50 and $100,000. If they got the deal, multiply that by 20. That’s increasing a lot. So even if you’ve got 10 20% to have that sort of return for one day of calling is fantastic.

 

08:11

Oh, wow, this is really impressive. Now Adi, let’s talk a little bit about the process working towards the cold call. I’m sure a lot of research had to be done before you actually pick up the phone to speak to the person when you call call them, right.

 

08:24

This is a gray area because people go to extremes. When I say do research and relevance. I’m saying 20 minutes you Google their name, you go on their LinkedIn profile. You look at their activity feed you check out what they’re commenting on what they’re following. What’s the vibe, are they positive, are they negative, you go on to Facebook, you’d go onto their website, you see what projects they’ve all won have they won any awards, you see charities they follow? Talking Points.

 

It is a 20 minute overview of a human being. It is not spending two days researching on every minutia about that company, full time students make no money. It is not income producing, it is getting a bit of familiarity, so that you can sound like you sort of know what that person does. And it warms up the court. So the entry point could be simply I noticed that you were an ambassador of XYZ charity. I did their fan run on the weekend. It was fantastic. That’s it.

 

09:42

Those are great tips shared by you guys. Now to take a step back. This is actually really great advice for any interview that you’re going to do just spending that 20 minutes to really learn about a person before you meet them. And to actually use that information to try to reach a connection can really help you stand out.

 

So whether you’re applying for a job or whether you’re meeting a potential client is a really great technique to help you bridge the gap and make a connection. Now back to you or do you what are some of the most common mistakes from your experience that your clients tend to make when it comes to cold calling?

 

10:10

They make it all about them. They pitch they do a sales pitch from the moment the caller picks up the phone. And it’s just like a verbal vomit. It’s awful. Awful. Awkward. Yes. Very. They start off with Hi, how I you know, point asking a complete stranger how they are, you don’t know who they are? Do you really care? So it sounds? It sounds so unauthentic? So not genuine and people just got good or bad. They just want to get rid of you at that

 

10:50

point. Yeah, I know what you mean. Talk from

 

10:52

your heart. What do you feel when someone picks up the phone? And you’ve got a live call? Don’t you feel appreciation that it didn’t go to voice message? Why wouldn’t you say how you feel? Hi, john, thank you for taking my call. I really appreciate it. Isn’t that a nicer way to start the call on that humble approach? Rather? Hi, john. How are you? They’re just like, Who are you? And what do you want? So that’s a really big mistake.

 

Also, you need to give before you ask for something. So what do I mean by that? You have to give in that first 30 seconds something of value. Hi, john. My name is Ted. I’m calling from x y Zed. I’m wondering, did you see on the weekend in the newspaper, The article about x y Zed. I know that this is something that’s important to you pique curiosity. He’s either going to say yes, I did see that article. And then you can say, what did you think? Or he’s gonna say haven’t seen it? Could you tell me more about it?

 

12:11

More? Do you Those are great tips. In fact, when I receive a cold call, since it’s so intrusive, and jarring, I always tend to think about is this even a call with my time, especially in today’s day and age where data breaches in companies are actually getting increasingly more and more common? I am sure I’m not the only one who’s thinking, how does this person I should get my number?

 

12:30

So I always make a joke. If someone said, How did you get my number? I would go here, I hate cold calls to I and then I and then I say, Look, I’m going to be completely honest with you have jumped on your corporate website. I checked you out. I noticed your number was there. And I hope you don’t mind I’ve taken the liberty of calling you. The reason for my call

 

12:56

is and that will allow for a smooth transition. So would you like to ask you what are the top three tips that you can share with listeners today on how they can actually improve their cold calling game?

 

13:06

I know it sounds really basic Ted. But positivity cells. Starting off with a smile. People think I’m on the phone, no one could see me I’m in my pajamas.

 

13:20

I hear your voice. I’m

 

13:21

in lockdown. Why do I need to smile? I don’t feel happy anyway. What positivity, positivity sells and what conversation is, it’s an energy transfer. Energy is the most important thing you can give to someone your energy. It’s like jump starting a car that’s died. That immediate pop. So when you speak to someone, and you’re smiling, and you’ve got a sparkle in your eye, and you’re so excited about what you’ve got to share, and how much you’ve got to give. Without overflowing that you’re too much. You sprinkle that conversation with that energy.

 

And people can feel it, it becomes a connection. Wow, this person so passionate. So that’s the first thing. The second thing, you should always compliment the person you speak with. Make sense? Leave your ego at the door and stroke this. So what’s an example? Hi, hi, Ted. I just went on your LinkedIn profile. I was so impressed. One of your customers is Tesla.

 

14:52

Oh, thank you for noticing.

 

14:54

I’m so impressed. Wow. Can you tell me how you did that. stroking ego make someone feel good. conversation is about leaving that person in a better place than when you first, when they first picked up that phone call, they put down the phone and they feel happy.

 

15:17

When they really feel good at the end of the whole process or to speaking with you,

 

15:20

they feel good. Oh, I’m being noticed. Someone actually noticed my achievement, they took the time to find out who I am. Isn’t that nice? Yes, of course, it’s

 

15:31

very nice to be recognized. It’s not

 

15:33

rocket science, it’s about being a human being that is actually paying attention. So turn your attention to your intention. What’s your intention? To get to know

 

15:49

someone? Hmm, great tip? Or do you know what’s tip number three,

 

15:52

always make sure that you have a clear purpose in mind. So clarity. You need to think about before you pick up that phone, why am I calling this person? Why? And what do I want to achieve from this call? So what do I mean by that? clarity equals cash, the clearer you are, the more you’ll get from the call. So do I want to get an opportunity to set up an appointment? Face to face? Do I want to follow up phone call? Do I want a zoom meeting?

 

Do I want to send an email? Do I want to send a report? What What is the goal? And what will be my call to action? Because you are not going to hang up that phone until you’ve got the next step. Whatever the next step is,

 

16:58

yes, it’s very important to know what you hope to achieve from the call now or do you I know you’ve written quite a few times in your articles that you should not actually be looking to close a sale or the call itself? Could you share a little bit more about this?

 

17:10

Well, a relationship is built over many touchpoints unless you’re selling charity, for example, where that is order taker, I’m reading from charity x y Zed, we’re raising funds for x y Zed, your small contribution could put food on a tear on the table of this family for the next seven days, would you like to help that that you can sell over the phone then in there.

 

However, most people in business, they’re trying to build a relationship because they don’t want one sale. They want repeated sales. So what you’re trying to sell over the phone, in most cases is an appointment, an appointment to meet that person and start the relationship. So you’re doing a 510 minute call to set an appointment. Nothing more,

 

18:09

guys, so as Odoo this shed, the first call should not be about closing the sale is about closing an appointment, because what you really want is to build a relationship. So close an appointment, meet the person at their convenience and build a relationship. And who knows, you may actually have a long term repeat customer. So Odoo did any tips on how you can actually conduct a follow up with the person that you’ve just called.

 

18:31

I always like a three way call a three way

 

18:36

would you mean by that. So

 

18:39

it adds a lot of credibility to introduce a third person into the meeting. And to really leverage off your team with their strengths with their age with a demographic. So if you’re pitching to a millennial. So I’m 59 and I’m pitching to a millennial. Well, a millennial might not really relate to me because I’m their mother, and they don’t want to do business with a mother. So let’s say I wanted to sell a product that was relevant to a millennial,

 

I would set up a meeting. And I would bring someone similar age, who’s works in the business who could come to the meeting with me so that there’s someone relatable organization that they can do business with. I open the door, and then I create an opportunity for a team member

 

19:41

CAC and so creates the ability for the potential customer to find a person that they can relate with and have a better conversation with and I still think it has a certain level of trust and authority because now the client will be thinking okay, this Coco I’ve met industry introducing me to other team members, so They’re probably quite serious about doing business with me.

 

20:03

It shows validity, it shows credibility, it shows that you’re not just a one man person, you’re not a scam. And there’s actually a team, there’s a support system

 

20:15

agree, or do you have a question, though? So when if I am a call caller, and I’m actually making calls to my prospective clients? Should I have a script prepared before the conversation, notwithstanding the fact that of course, I need to have some research done to actually have the ability to make that rapport with them very quickly? Or should I have a script prepared?

 

20:33

This is such a debated topic. So the late Steve Jobs, Steve Jobs, it didn’t matter if he was talking to six people in a meeting, or 600, he would always have a script, he would always be mentally rehearsed for what he was going to say. And always, what would be his response to questions and objections. So he was the trained performer, no different to an actor. In our jobs, we are actors, we come to work, we put our business head on, we go home, we put on our family hat. We’re a father, we’re a mother, whatever it may be.

 

 

 You need the script, because it’s your GPS. It keeps you on track. So you don’t go down a rabbit hole and lose the listener. If you can imagine in the conversation, there are points of interest, exactly like a rope, like a road trip, places that you would want to stop on the way to your destination. You wouldn’t miss a look at would you?

 

A famous look at if you’re doing a drive. Your conversation needs a road map. Places where your pause to listen, places where you will ask questions, places where you will respond to objections.

 

All of that needs scripting. However, you don’t read it. You mentally wear her sit, you make it your own. You’re spontaneous. You laugh, you show your wit and show your personality. But you have the directions of the conversation.

 

22:31

Because the last thing you really want is for the script to cause you to come off as very rehearsed or metallic and inauthentic. Because that really will not help you in your case when you’re calling somebody.

 

22:41

No, you’re not be robotic, as if you can imagine your SEO in the conversation. Key points. Key targeted words to make you think yes. Next point, next point, next point, this first call should be 510 minutes no longer. So you got to get to the point. You got to keep moving the conversation. You’ve got to have that energy.

 

23:08

I couldn’t agree more. You have to have the energy when you’re speaking with somebody on the phone. So Oh, do you could you share a little bit more about the causes that you have available online right now?

 

23:16

Absolutely. So if you go to my website or deal faludi.com, you will see that there’s a wonderful program. It’s called 10 ways to get 10 appointments per week. And it’s not going to be with Darlene 100 numbers a day, I’m going to teach you how to get 10 appointments per week, which is a game changer in any business. As well as that I’m throwing in and free our consultation over zoom, after you’ve done the course to address any of your challenges, even work on your own script. So that’s an amazing program.

 

 If you like micro learning very short audio, you can go to the Udemy platform. I’ve got two programs just Google my name, Odile Faludi. And of course, you can email me and I can train you and your team in six hour workshops. And it’s team building. And together you can work as a team and that I love doing those team trainings. I’ve trained people all around the world on zoom from to buy to England, to the USA to Singapore, it works well

 

24:39

so do you could you share your email with the listeners if they want to get in contact with you?

 

24:43

My email is very simple. Odile od i l e at od od i l e. Faludi, if we Fred h l u di.com.au.

 

24:58

What do you so if the listeners only remember one thing from today’s conversation? Well, would you like it to be

 

25:04

energy? How do you What’s your posture? When you pick up that phone? Are you confident? Are you the heart surgeon? Are you going to save someone’s life today? Or are you the GP that just bought builds on every corner with no appointment? Nothing against the doctor. Alright, but it’s your posture. Sales happens twice. You have to buy your product and service first and believe that it’s amazing. And then you

 

25:39

onside, sell it to someone you haven’t

 

25:42

bought. If you haven’t bought your product or service in the first place. And think it’s incredible. You can’t sell it. You’ll never be able to Ansel it. Buy first sell second,

 

25:59

Weiss words. So are you thank you so much for joining us today. It’s been such a pleasure to have you here. I certainly learned a lot about the art to call calling. Thank you.

 

26:08

Thanks for having me, Ted, please reach out to me. I’m ready to speak with you. God bless you all and take care.

 

26:15

So guys, thank you for joining Odoo and I on today’s interview, I certainly learned a lot about the cold calling process. Cold Calling is definitely not dead. Now guys is one thing that I want you to know before we start cold calling anybody have a look and consider if there any legal restrictions that may apply to cold calling in your respective country. While this will definitely differ depending on the jurisdiction that you’re in. You want to make sure that any cold calls that you make are in compliance with the law.

 

 So do consider seeking your own independent legal advice to help you answer this question and to make sure that any cold calls that you make are legally compliant. Now guys to stay up to date with all the latest episodes Tuesday resources that make sure to log on to tatio.com that’s tt.com. And even better yet, sign up for our newsletter and you’ll hear from me directly. And as before, if you’ve received any value from the show, then I’d love to get your support.

 

The best way you can show this is to subscribe to the show, leave a review on Apple podcasts and to share the show with somebody who will find it useful as well. That’s all for me today. I’ll see you next time.

 

[This transcript has been automatically generated by a digital software and will therefore  contain errors and typos. Please kindly take note of this and only rely on the digital transcript for reference.]

00:00

Hello, hello, welcome to detect your business show the best place for actual entrepreneurship advice. So guys in today’s digital age, do you think that cold calling is dead? Well, apparently not. And we have already Faludi, an expert in cold calling who’s joining us today, and she will teach us the proper way to cold call. With a years of experience and a fearless but friendly approach, she’s able to help her clients secure deals with millions of dollars.

 

In today’s episode Odoo shares why cold calling is not dead. Her key techniques are quickly establishing rapport with a prospective client and her best advice on how to approach to cold call.

 

So guys, if you ever received any value from the show, they don’t deserve to get your support. The best way you can do this is to subscribe to the show, leave a review on Apple podcasts and to share the show with somebody who will find it useful as well. And if you’d like to stay up to date with the latest episodes, tools and resources, then make sure you log on to Ted to.com is t Ed teo.com. And now let’s dive right in. Hey, yo, do you thank you so much for joining me today. Such a pleasure to have you here.

 

00:59

Thanks, Ted. I’m excited. Me too.

 

01:03

So ODU let’s start with a very simple icebreaker so we can get to know each other better. Could you share with us who is ODU Faludi where she is in working?

 

01:12

My mind when I’m not working? I’m always working because my working is my hobby and my passion. So I’m always switched on I’m I’m never really switched off.

 

01:26

It’s fair, most entrepreneurs are like that. So Oh, do you please share with us your story? How did you become an expert in cold calling? Could you connect the dots for us?

 

01:35

Thank you look, I was in the shoes of a lot of your listeners out there. I was doing business development. I was an on an exclusive contract with project managers. And I would be doing the calls every day getting your appointments at C suite level. So CEO, CFO, CEO, anyone with the title of C in the C suite level.

 

And I was ringing a lot of the top 200 ASX listed companies not knowing anyone. And out of the 200 ASX listed companies, I got about 80 appointments for our CEO from the project manager to visit a CEO from one of the big corporations.

 

 So a couple of years into the role. My CEO, who also was my mentor, he said and an incredible leader. He said to me I do what you do is unbelievable.

 

You’ve taken it for granted, but the average person doesn’t know how to knock on a door. It is true. Could you teach this? Why don’t you write a course and teach it to people. So I only work for them three days a week. And on the other two days, I started rolling out my course. And then he dangled a carrot. He said no deal. I’m going to make it part of your KPI. You write a course you roll it out. And if you make money, I’m going to give you a pay rise

 

03:27

over the equipment.

 

03:29

I had the ultimate revenge Ted. I cold called people to get them into cold calling workshop. And I found that in six months, I had sold out eight workshops. And I was already making per week more teaching cold calling then I was in my day job. So I turned around to my boss and I said hey, I’m making 1000s of dollars more in this teaching program. And he said to me ideal. You should go and do that full time.

 

04:09

Wow, what a great

 

04:11

what an incredible leader for someone. He lost me through giving me the challenge. But he wanted me to step into my greatness.

 

04:21

Yeah, he really groomed you to help you be the best version of yourself. And this was even at a great expense of losing a great employee like you. But it’s really like you said the mark of a great leader. I’m really glad to hear that you met someone like that along the way in your corporate career. So audio This is perhaps the most important question for this whole interview. In today’s age of digital communication is cold calling dead.

 

04:44

That is the most common ask question and it’s a big myths that I would like to debunk. Cold Calling is not dead for people who can do it. If you’re an amateur disturbing someone a debit dinner time with some rubbish, then it’s dead. However, business to business, it’s very much alive. And it’s about adding value, right from the word go. When you start that conversation, I work with hundreds, if not 1000s of people every year, and those people are hitting the phone. And more successful than those who don’t. Most entrepreneurs will say to you, they got their big break through a cold call, or

 

05:36

you could you share with us what kind of training and maybe services do you provide for your clients? And maybe more importantly, could you share how cold calling Has she made a significant impact on the business as well?

 

05:46

Okay, so great question again, Ted. I, I train people one on one private training over zoom or in person anywhere in the world because of zoom. I do group workshops, and I have online training. So one of the most memorable workshops I did was a live calling session, the boy in the room, very much like the movies you’ve saved. And I got everyone to bring the prospect lead sheet, the list, your list is the foundation of your success, who you’re gonna call.

 

And it doesn’t mean just ringing up through the phonebook. It means a targeted list of people you’ve done some research on, bring your list, and we’re going to call alive. In this day, we had four people ringing and it was in a printing company. And they did very large catalogs for expos. So each print job would be anywhere between 50 to $100,000. Because I would get millions of brochures to hand out at the expos. In one day, these four executives hit the phone. And they increased the sales pipeline by a million

 

07:16

dollars. Was it something that they expected? Or you know, did he expect to be able to do this mistake

 

07:23

called me? He was really skeptical. He said, You know, I, I don’t think you’re gonna have much success. And he was absolutely blown away, because between the four of them, they got about 20 appointments. Now, that might not sound a lot. But each appointment had a value of anywhere between 50 and $100,000. If they got the deal, multiply that by 20. That’s increasing a lot. So even if you’ve got 10 20% to have that sort of return for one day of calling is fantastic.

 

08:11

Oh, wow, this is really impressive. Now Adi, let’s talk a little bit about the process working towards the cold call. I’m sure a lot of research had to be done before you actually pick up the phone to speak to the person when you call call them, right.

 

08:24

This is a gray area because people go to extremes. When I say do research and relevance. I’m saying 20 minutes you Google their name, you go on their LinkedIn profile. You look at their activity feed you check out what they’re commenting on what they’re following. What’s the vibe, are they positive, are they negative, you go on to Facebook, you’d go onto their website, you see what projects they’ve all won have they won any awards, you see charities they follow? Talking Points.

 

It is a 20 minute overview of a human being. It is not spending two days researching on every minutia about that company, full time students make no money. It is not income producing, it is getting a bit of familiarity, so that you can sound like you sort of know what that person does. And it warms up the court. So the entry point could be simply I noticed that you were an ambassador of XYZ charity. I did their fan run on the weekend. It was fantastic. That’s it.

 

09:42

Those are great tips shared by you guys. Now to take a step back. This is actually really great advice for any interview that you’re going to do just spending that 20 minutes to really learn about a person before you meet them. And to actually use that information to try to reach a connection can really help you stand out.

 

So whether you’re applying for a job or whether you’re meeting a potential client is a really great technique to help you bridge the gap and make a connection. Now back to you or do you what are some of the most common mistakes from your experience that your clients tend to make when it comes to cold calling?

 

10:10

They make it all about them. They pitch they do a sales pitch from the moment the caller picks up the phone. And it’s just like a verbal vomit. It’s awful. Awful. Awkward. Yes. Very. They start off with Hi, how I you know, point asking a complete stranger how they are, you don’t know who they are? Do you really care? So it sounds? It sounds so unauthentic? So not genuine and people just got good or bad. They just want to get rid of you at that

 

10:50

point. Yeah, I know what you mean. Talk from

 

10:52

your heart. What do you feel when someone picks up the phone? And you’ve got a live call? Don’t you feel appreciation that it didn’t go to voice message? Why wouldn’t you say how you feel? Hi, john, thank you for taking my call. I really appreciate it. Isn’t that a nicer way to start the call on that humble approach? Rather? Hi, john. How are you? They’re just like, Who are you? And what do you want? So that’s a really big mistake.

 

Also, you need to give before you ask for something. So what do I mean by that? You have to give in that first 30 seconds something of value. Hi, john. My name is Ted. I’m calling from x y Zed. I’m wondering, did you see on the weekend in the newspaper, The article about x y Zed. I know that this is something that’s important to you pique curiosity. He’s either going to say yes, I did see that article. And then you can say, what did you think? Or he’s gonna say haven’t seen it? Could you tell me more about it?

 

12:11

More? Do you Those are great tips. In fact, when I receive a cold call, since it’s so intrusive, and jarring, I always tend to think about is this even a call with my time, especially in today’s day and age where data breaches in companies are actually getting increasingly more and more common? I am sure I’m not the only one who’s thinking, how does this person I should get my number?

 

12:30

So I always make a joke. If someone said, How did you get my number? I would go here, I hate cold calls to I and then I and then I say, Look, I’m going to be completely honest with you have jumped on your corporate website. I checked you out. I noticed your number was there. And I hope you don’t mind I’ve taken the liberty of calling you. The reason for my call

 

12:56

is and that will allow for a smooth transition. So would you like to ask you what are the top three tips that you can share with listeners today on how they can actually improve their cold calling game?

 

13:06

I know it sounds really basic Ted. But positivity cells. Starting off with a smile. People think I’m on the phone, no one could see me I’m in my pajamas.

 

13:20

I hear your voice. I’m

 

13:21

in lockdown. Why do I need to smile? I don’t feel happy anyway. What positivity, positivity sells and what conversation is, it’s an energy transfer. Energy is the most important thing you can give to someone your energy. It’s like jump starting a car that’s died. That immediate pop. So when you speak to someone, and you’re smiling, and you’ve got a sparkle in your eye, and you’re so excited about what you’ve got to share, and how much you’ve got to give. Without overflowing that you’re too much. You sprinkle that conversation with that energy.

 

And people can feel it, it becomes a connection. Wow, this person so passionate. So that’s the first thing. The second thing, you should always compliment the person you speak with. Make sense? Leave your ego at the door and stroke this. So what’s an example? Hi, hi, Ted. I just went on your LinkedIn profile. I was so impressed. One of your customers is Tesla.

 

14:52

Oh, thank you for noticing.

 

14:54

I’m so impressed. Wow. Can you tell me how you did that. stroking ego make someone feel good. conversation is about leaving that person in a better place than when you first, when they first picked up that phone call, they put down the phone and they feel happy.

 

15:17

When they really feel good at the end of the whole process or to speaking with you,

 

15:20

they feel good. Oh, I’m being noticed. Someone actually noticed my achievement, they took the time to find out who I am. Isn’t that nice? Yes, of course, it’s

 

15:31

very nice to be recognized. It’s not

 

15:33

rocket science, it’s about being a human being that is actually paying attention. So turn your attention to your intention. What’s your intention? To get to know

 

15:49

someone? Hmm, great tip? Or do you know what’s tip number three,

 

15:52

always make sure that you have a clear purpose in mind. So clarity. You need to think about before you pick up that phone, why am I calling this person? Why? And what do I want to achieve from this call? So what do I mean by that? clarity equals cash, the clearer you are, the more you’ll get from the call. So do I want to get an opportunity to set up an appointment? Face to face? Do I want to follow up phone call? Do I want a zoom meeting?

 

Do I want to send an email? Do I want to send a report? What What is the goal? And what will be my call to action? Because you are not going to hang up that phone until you’ve got the next step. Whatever the next step is,

 

16:58

yes, it’s very important to know what you hope to achieve from the call now or do you I know you’ve written quite a few times in your articles that you should not actually be looking to close a sale or the call itself? Could you share a little bit more about this?

 

17:10

Well, a relationship is built over many touchpoints unless you’re selling charity, for example, where that is order taker, I’m reading from charity x y Zed, we’re raising funds for x y Zed, your small contribution could put food on a tear on the table of this family for the next seven days, would you like to help that that you can sell over the phone then in there.

 

However, most people in business, they’re trying to build a relationship because they don’t want one sale. They want repeated sales. So what you’re trying to sell over the phone, in most cases is an appointment, an appointment to meet that person and start the relationship. So you’re doing a 510 minute call to set an appointment. Nothing more,

 

18:09

guys, so as Odoo this shed, the first call should not be about closing the sale is about closing an appointment, because what you really want is to build a relationship. So close an appointment, meet the person at their convenience and build a relationship. And who knows, you may actually have a long term repeat customer. So Odoo did any tips on how you can actually conduct a follow up with the person that you’ve just called.

 

18:31

I always like a three way call a three way

 

18:36

would you mean by that. So

 

18:39

it adds a lot of credibility to introduce a third person into the meeting. And to really leverage off your team with their strengths with their age with a demographic. So if you’re pitching to a millennial. So I’m 59 and I’m pitching to a millennial. Well, a millennial might not really relate to me because I’m their mother, and they don’t want to do business with a mother. So let’s say I wanted to sell a product that was relevant to a millennial,

 

I would set up a meeting. And I would bring someone similar age, who’s works in the business who could come to the meeting with me so that there’s someone relatable organization that they can do business with. I open the door, and then I create an opportunity for a team member

 

19:41

CAC and so creates the ability for the potential customer to find a person that they can relate with and have a better conversation with and I still think it has a certain level of trust and authority because now the client will be thinking okay, this Coco I’ve met industry introducing me to other team members, so They’re probably quite serious about doing business with me.

 

20:03

It shows validity, it shows credibility, it shows that you’re not just a one man person, you’re not a scam. And there’s actually a team, there’s a support system

 

20:15

agree, or do you have a question, though? So when if I am a call caller, and I’m actually making calls to my prospective clients? Should I have a script prepared before the conversation, notwithstanding the fact that of course, I need to have some research done to actually have the ability to make that rapport with them very quickly? Or should I have a script prepared?

 

20:33

This is such a debated topic. So the late Steve Jobs, Steve Jobs, it didn’t matter if he was talking to six people in a meeting, or 600, he would always have a script, he would always be mentally rehearsed for what he was going to say. And always, what would be his response to questions and objections. So he was the trained performer, no different to an actor. In our jobs, we are actors, we come to work, we put our business head on, we go home, we put on our family hat. We’re a father, we’re a mother, whatever it may be.

 

 

 You need the script, because it’s your GPS. It keeps you on track. So you don’t go down a rabbit hole and lose the listener. If you can imagine in the conversation, there are points of interest, exactly like a rope, like a road trip, places that you would want to stop on the way to your destination. You wouldn’t miss a look at would you?

 

A famous look at if you’re doing a drive. Your conversation needs a road map. Places where your pause to listen, places where you will ask questions, places where you will respond to objections.

 

All of that needs scripting. However, you don’t read it. You mentally wear her sit, you make it your own. You’re spontaneous. You laugh, you show your wit and show your personality. But you have the directions of the conversation.

 

22:31

Because the last thing you really want is for the script to cause you to come off as very rehearsed or metallic and inauthentic. Because that really will not help you in your case when you’re calling somebody.

 

22:41

No, you’re not be robotic, as if you can imagine your SEO in the conversation. Key points. Key targeted words to make you think yes. Next point, next point, next point, this first call should be 510 minutes no longer. So you got to get to the point. You got to keep moving the conversation. You’ve got to have that energy.

 

23:08

I couldn’t agree more. You have to have the energy when you’re speaking with somebody on the phone. So Oh, do you could you share a little bit more about the causes that you have available online right now?

 

23:16

Absolutely. So if you go to my website or deal faludi.com, you will see that there’s a wonderful program. It’s called 10 ways to get 10 appointments per week. And it’s not going to be with Darlene 100 numbers a day, I’m going to teach you how to get 10 appointments per week, which is a game changer in any business. As well as that I’m throwing in and free our consultation over zoom, after you’ve done the course to address any of your challenges, even work on your own script. So that’s an amazing program.

 

 If you like micro learning very short audio, you can go to the Udemy platform. I’ve got two programs just Google my name, Odile Faludi. And of course, you can email me and I can train you and your team in six hour workshops. And it’s team building. And together you can work as a team and that I love doing those team trainings. I’ve trained people all around the world on zoom from to buy to England, to the USA to Singapore, it works well

 

24:39

so do you could you share your email with the listeners if they want to get in contact with you?

 

24:43

My email is very simple. Odile od i l e at od od i l e. Faludi, if we Fred h l u di.com.au.

 

24:58

What do you so if the listeners only remember one thing from today’s conversation? Well, would you like it to be

 

25:04

energy? How do you What’s your posture? When you pick up that phone? Are you confident? Are you the heart surgeon? Are you going to save someone’s life today? Or are you the GP that just bought builds on every corner with no appointment? Nothing against the doctor. Alright, but it’s your posture. Sales happens twice. You have to buy your product and service first and believe that it’s amazing. And then you

 

25:39

onside, sell it to someone you haven’t

 

25:42

bought. If you haven’t bought your product or service in the first place. And think it’s incredible. You can’t sell it. You’ll never be able to Ansel it. Buy first sell second,

 

25:59

Weiss words. So are you thank you so much for joining us today. It’s been such a pleasure to have you here. I certainly learned a lot about the art to call calling. Thank you.

 

26:08

Thanks for having me, Ted, please reach out to me. I’m ready to speak with you. God bless you all and take care.

 

26:15

So guys, thank you for joining Odoo and I on today’s interview, I certainly learned a lot about the cold calling process. Cold Calling is definitely not dead. Now guys is one thing that I want you to know before we start cold calling anybody have a look and consider if there any legal restrictions that may apply to cold calling in your respective country. While this will definitely differ depending on the jurisdiction that you’re in. You want to make sure that any cold calls that you make are in compliance with the law.

 

 So do consider seeking your own independent legal advice to help you answer this question and to make sure that any cold calls that you make are legally compliant. Now guys to stay up to date with all the latest episodes Tuesday resources that make sure to log on to tatio.com that’s tt.com. And even better yet, sign up for our newsletter and you’ll hear from me directly. And as before, if you’ve received any value from the show, then I’d love to get your support.

 

The best way you can show this is to subscribe to the show, leave a review on Apple podcasts and to share the show with somebody who will find it useful as well. That’s all for me today. I’ll see you next time.