When you think of cold calling, you may think of a boring phone call with someone who is just trying to sell you on something right?
We get it, cold calling or cold outreach often gets a bad wrap so here are 6 do’s and don’ts of cold calling and cold outreach in general.
Bonus, Ed will share the most awkward networking call and what you can do to avoid being the person on the other end – stay tuned until the end for this one!
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Transcription for Real Estate Agents and Entrepreneurs
We’re going to be talking about the six do’s and don’ts of cold calling. But like we were just talking about before we started the show it applies to every industry and not just cold calling. We’re talking about being able to take these dos and don’ts we got six of them for.
Plus, we got some storytelling that you’re going to want to stick around until the end to listen to because trust me, you do not want to be this person but we wanted to share these tips with you because it applies, like we said, to all industries and to. All your actions, not just cold calling. So if you’re thinking, and I don’t, I don’t do a whole lot of cold calling.
I don’t like it and I don’t do it. That’s okay. This is going to apply to even your outreaches on email or to messages, the DMS, uh, any kind of outreach that you’re doing. These six dues and six don’ts are going to help you. So be sure to stick around. And then, as I said, till the end, we’ll be sharing some stories here.
So. What’s number one on the dues. So we’re going to start with the six dues, everyone. Awesome. Well, on the dues, I think is the most important for literally every element of your life. Uh, not even just business, but just being yourself. There’s only one. There’s only one of you. And so being yourself, showing up authentic, you hear us talk about it all the time and it’s because it’s that important.
Just be true to who you are.
The next one is going to be, be confident. So this is huge, especially for those of you who are trying to be on video or want to get more comfortable with video. It’s that confidence. And so this is a thing that carries over from your outreach to you showing up on camera and being able to share your knowledge and expertise.
You’re the expert. So show up, deliver and engage with your audience, whether it’s on video or on a call or on email or text, whatever it is, be confident. You’re the expert, you know what you’re doing? You know what you’re talking about otherwise, you wouldn’t be doing it. So be confident. Totally. And if you don’t fake it till you make it, I don’t know, man.
They don’t know if you’re not confident. So if you’re not feeling confident, just show up and say, you know what? I’m going to show up as if I’m confident, even if I’m not feeling it. Because of it, I was watching American idol, real quick, little tidbit, this weekend, and on it, they were talking about how this one person wasn’t feeling super confident in their song.
And so they just said, Hey, you get out there. And even if you’re not feeling it, like the crowd engages with that emotion, like you’re the leader of their emotion. And so you have to, you know, show up in such a way. And so even if you’re not feeling that you need to portray it to them, And so I was thinking about that.
Like, if you’re not confident that comes across in cold calling and in your marketing and everything. And so fake it til you make it and just show up, that’s all you can control is showing up as yourself. Uh, so what’s number three, Amanda, let’s jump into three, provide value. This is my favorite. This is so important.
You guys like. Gosh, I feel like they’re getting better as we go, but this one I think is so, so, so important. In addition to being who you are and being authentic and being confident, providing that value that makes it about them. And that’s really the ultimate goal of business, right. Is that.
Serving others. And so making it about them and being a resource to them and what they need, not just what you need. The conversation is different. It becomes less about sales and more about help and service. And that’s really when you hit the sweet spot in business and you stop having the sell and you just get to show up and be an educator, right.
Yes. Being an educator is huge, huge, so important. Number four is recognized that I know isn’t a failure. Listen, that F-word is not even in my book. As failure is not even a thing. it’s an opportunity. Like I look at that as an opportunity. And so when you get to know, don’t look at it as a failure, look at it as what, what you learned from that.
What did they talk about? What did they share with you that maybe you can use for working with others? And also know that maybe that time and place is just not right for them. Like we all do through different seasons in our business, and we all have different needs that ducted the same person today who doesn’t need your service.
And in six months, if you talk to them again, they’d be like, oh my gosh, where have you been with.
Maybe it’s a, I always tell myself it’s not a no, it’s a not yet. Yeah. And maybe it becomes a never, and maybe it becomes a no, but we don’t know that we don’t know what the future holds. Like I have a client who I was working with for a few months last year and we parted ways totally on good terms. He just needed to take a step back and focus on some other things in his business.
So he did. And he called me a couple of months ago. And so now we’re back in business again. And so it wasn’t like a, like I could have walked away from that scenario and been like, oh my God, I just lost a client. This is awful. I hate it because I do, I don’t, I love my clients. I love being a resource to them and I don’t love getting in their world and out of their world.
And I could have beaten myself up and viewed it as a failure. But why would I, because here we are not even a year later and we’re in business together again. And so. Oh, I love that you shared that story because that ties into your next bullet point here. But, what is key for people to understand is that.
Again, it’s really about not being focused so much on the sale. Listen, I still say this to myself and share this with others. This is something I did back in the day when I was working at Apple, doing the sales part of things. Don’t worry about the sale today. Worry about establishing and growing the relationship because that’s, what’s going to bring in those sales consistently.
Overtime. So really pay attention to that and understand. And, and I’ll tell you when I was working at Apple, there were people including my managers who were worried about my numbers when they were looking at the day-to-day stuff. And when I left there, I was the top performer with 1.7 mil out the door and the next salesperson wasn’t even close to a mill.
So. I say that just to remind you that, and I wasn’t about the sale. I was about my customers and helping them get what they needed, not necessarily what they wanted or thought that they needed. Because again, we don’t know until we start talking to the expert to understand what is it that we truly need and what is it that’s going to help us get to that next step.
You will have to take the time to have those conversations and unpack that. And that’s where the magic happens. And that’s where those long-term relationships come into play well. And you sent me up even better is that’s number five is focusing on that relationship building, which I think those beautifully with that.
No, because if you can continue to show up, deliver and engage. Guess what you’re doing, number three, now you’re providing value. Guess what you’re doing? Number two, now you’re being confident, right? Like, and I’m not saying keep selling when they’re like, ed, leave me alone. I’m not interested in your service.
But what I mean is if, if someone’s like, Hey, you know, Amanda, I love you. And I believe in you and I believe in what you’re doing and it’s just not going to work for me. Cool. And I’m going to keep showing up as a, as someone in your space. I’m not going to be like, Hey, are you ready for client care services?
I’m going to ask you how I can help you continuously. If I see you post something on Facebook that you need this recommendation. If I have it, I’m going to give it to you. Why? Because in your brain, it’s going to show up that I am helpful and I am helpful, but I’m being me and being confident and providing value.
I’m recognizing that Noah’s not a failure. And then I’m doing the most important thing and focusing on the relations. And here’s the cool thing. Maybe I will never work with that person ever, but maybe that person loves me so much and loves my attitude, loves my tenacity, whatever they love, who I am and what I stand for because I, when I call it care beyond the commission, right.
I went past just the money I wasn’t focused on. Oh. I only show up for my clients. I only show up for people who pay me. No, I show up. I just show up and guess what? As a product of that, when I focused on the relationship. They might know 10 other people who need me. So I ha I’ve had this happen before where I will talk to someone who we don’t get into business, but they pass my information alone, which is totally awesome.
Exactly. And that’s the beauty of coming from leading with value and just being a helpful resource. You’re the expert and you know, this stuff. And so the goal shouldn’t always be to sell the goal should be to be helpful because we know that conversations lead to conversion. That can be a sale that can just be, uh, being a guest on someone’s podcast or on their block.
Like there are so many things that come from having a conversation and building that relationship. So try not to be focused so much on getting that sale, getting that listing right now, even if you really need it, try to remind yourself of why you’re doing this and what you are to your people, which is recent.
Absolutely. And you said that in such a beautiful way, because you said, well thank you. I don’t know. I don’t know the exact words, but you were talking about going beyond just the sale because in real estate we call it being transactional versus relational. And when you’re transactionally focused, like think of what that agent feels like.
And once again, this applies to all industries. So think of what a very transactional used car salesman feels like versus like someone who’s like, okay, tell me why we’re getting a new. Like back four, five years ago when I was shopping for my car, had someone ask me that question, they would have been able to help me pick a car.
It was easy for me to tell the car I wanted, but I was in a really bad car accident. So being in a really bad car accident and then having to be thrust into car shopping immediately is really a weird emotional roller coaster. And so when I’m sitting down, if someone had asked me that question versus like, just trying to get me in a car, they would have heard my story and.
Why I wanted the safest vehicle I could put myself in and, you know, and so it becomes a different conversation. And then how much does that person now show up for me if I’m like, Hey, listen, I, my car was just total. What I was in this really bad car accident. It was awful. And I just need a vehicle now, but I want one that I feel safe driving in there going to be like, you know what?
Okay. Like I drive a really safe car, Honda CRV. One of the safest you can buy. And for a reason, they would have pointed me to something like that. But if I just had a used car salesman, they might’ve been pointing me to some race car or something. You need a faster via, you know, they don’t care about me.
They just want the sale. They just want the money and it feels. Yeah. And it will filter. Yeah. It will feel different after you purchase too. Like there, they’re going to get that sale for the day, but then you’re most likely not going to be a happy customer that is going to not recommend people to that place.
It’s not like it, from a real estate perspective. If I’m like at this is, this is probably going to be the best house you can find. Right here. We’re not going to find better in your budget. So I think we should ride on it. I know you don’t love it, but you’ll love it in time. Like, you know, this is your only option.
Yeah. I’m you might get swayed by that. Hopefully not, but you might get swayed by that. You might walk away and then every day you’re in your house that you hate it. You’re going to like cuss my name out. Like, you’re going to hate me as a proxy of connecting you into this. And so it’s so important for those reasons, which is why I think providing value and, and being a resource and focusing on the relationship is the only way to show up in business.
This is why clients care. This is why video marketing. This is why all of these things we keep talking about are so important because it shows those things. It gives you more value and more credibility, but it focuses on the person at the end of the day. And so that’s what. I didn’t set you up well for your point.
But that’s what I think is the most important thing in one way that you can not ruin the relationship is what ed, you can leave messages. So if you are connecting with people, obviously specifically cold calling, you can leave voicemails, right? And if you’re messaging people. Leave messages that are helpful, you know, like we’re all on LinkedIn.
And if you’re not, you should be because LinkedIn definitely has turned a corner over the past year and is continuing to grow just a side note there but start being more active on LinkedIn, but we all know. How many of us are on LinkedIn and we get those messages that just don’t feel real. They just feel like somebody made and they’re just selling, selling, selling.
They don’t even care. Facebook. Think of a, MLMs. And I was thinking about you because I know you like purple. Football’s like, and you’re like, do you know that I like a purple foot? Like, how do you know? I like purple football I’ve never met you. Right. That is so random. That is so random. The first thing that came to my mind, I don’t know.
So you want to make sure that you are again, Leading with value and understand that yes. The messages don’t worry about the dog. Yes, the messages, uh, are easier to fall to the wayside in terms of you’re on the computer. You’re not seeing the human, so you’re just coming up with whatever copy you can and hitting, send, especially cause you’re trying to do it as quickly as possible.
Yeah. But remember you have people on the other side of that screen, you have people on the other side of that message that is going to receive that. You don’t know, what’s where they’re at in their day, there, their feelings, whatever. So you don’t know how they’re going to receive that. And you always just want to make sure that when you hit that send button, it’s really coming from a place of value and that you truly are trying to help support them and not.
Hey, I need to sell today. Are you going to be buying from me? That’s what well, and the most common script in real estate is Hey ed, who do you know that wants to buy, sell, or invest in real estate that I can help. And a lot of agents think that’s a wonderful script because they think it’s not asking ed.
If he can, if he wants to buy seller investments, ask him who he knows. And then it’s saying help. What I think about when I think of messages? When you can leave an authentic message. That’s not sales like that. That’s not like, Hey ed, just calling to see who you knew that might want to buy seller invest.
Like when you can leave a caring message. Like my client care messages often sound something like, Hey ed, just calling to check in on behalf of whoever I’m calling, uh, just wanting to touch base, see how things are going. See if there’s anything you need that we can help you with. Anyways, feel free to call me back.
If you have a moment and want to. I’m not saying you have to call me back ASAP. I’m saying, Hey, there’s anything you need or want that we can help you with? Or you just want to touch base, give me a callback. I’m here for you. If not, no worries. I’ll give you a call in a few months, right? Yes. And so now the people that need something, they call me back and they’re like, Hey man, it’s so great.
You called, I actually was going to call them next week and ask for a painter recommendation. Well, now here’s, what’s even cooler is they get to follow up and see, you know, does that turn into a lead or do they just get to keep providing value? I, if you just listen to that, you need to replay that on the replay and mark that spot here in the episode, that was such a great message.
I would bring on the other side of that phone call or that message. I would love to get that because you were transparent. I knew why you were calling. I didn’t feel like it was just to sell me on something. And you stated all these things I’m calling on behalf of, so it made the connection of who you’re related to.
So, therefore, it’s a little bit warmer. It’s not very cold. And then you went into, Hey, call me back if you like, and just checking it like super casual and it just felt comfortable. Totally. Well, this is the beauty of client care, right? This is the beauty of follow-up. This is the beauty of nurture is because you get to be relationship-focused.
And so the field feels so different, right? This is why video marketing works because the feel feels so different. It doesn’t feel salesy. It doesn’t have that overt. Who do you know that wants to buy a seller? Invest. Tell me right now, right now. I don’t like that, nor do I, like when we’re talking about messages, how you said, you told me why you’re calling.
I don’t like it when you’re like, Hey ed, this is Amanda with, uh, Joe Schmoe’s office. Uh, call me back at your earliest convenience things. Guess what? My brain likes to start going. Okay. Why, why does Joe Schmoe want to talk to me? Who is Joe Schmoe? Like? Yes. And then I might start doing my research if I don’t know who Joe Schmo is, I’m going to do my research because I don’t just call random strangers back.
And I’m going to see Joe Schmo is a real estate agent or a car salesman. And then. Yeah, I don’t need a house. I don’t need a car. This happens on my client care check-in calls sometimes. So using that same script, some people still, because of the way some agents have shown up or salespeople in general, there’ll be, I’ll be like, Hey, just calling to check-in.
Hey, how are things going? Do you need anything? And they’re like, Hey, we’re good. We actually just bought our house a year ago, not looking to buy or sell anytime soon. Hey, totally cool. Love it. That you’re loving the house. Here’s why, here’s what, here are some of the things I can help you with. Right. So I backtrack it to tell them what help is so that they don’t think I’m calling to be salesy.
So I’m like, Hey, love that. You’re loving the house. Not trying to sell you on a house. What I am trying to see is do you need any connections for contractors? You know, are you guys we’re entering like right now, a lot of my calls are, Hey, we’re entering that spring in the summertime. Uh, for real estate clients, I’m entering that spring in the summertime.
And so just calling to see if you need any connections for contractors or anything like that, as you do your spring projects, I’m not even asking you for a sale. No, but in leaving the message, when you are slow and steady and consistent, that’s the key to leaving messages. But if you do all of those things, you’re transparent.
It’s still a touch whether they answer you or not. Yeah. Oh, that was so good. And tell them what help is. Yes, that is, oh, that’s so good. So because everybody, this is my best example of it. I say, cat, you might picture an orange Tabby. I’m picturing my black cat Malley. Neither of us is wrong. Right. We’re both picturing a cat.
We’re both, right. The problem is we’re not picturing the same cat. And so we’re not talking the same language. And so if I call and say hello, you’re thinking. Bye cellar invests because that’s how most salespeople show up. If I do, so then I’m saying, Hey, totally cool. You don’t move. Let me tell you some other ways I can help you because the purpose of my call is to help you not to sell you right now.
I’m coaching you. I’m educating you. And that pulls me out of that sales role and into that teacher trainer educator role, which. Where you want to be because you’re providing the value. You’re being the expert. Yes. Oh, this is so good. All right. We’re going to blow through these six don’ts and get you guys all of the six don’ts.
So we just covered six dues. Now we’re going to go into the don’ts and then share a quick story about, uh, you know, awkward calls and what not to do, uh, because it’s important. It’s it’s clear. That’s the cool thing is that while the call was so awkward and just weird for me, I, all I could think of was this is great content and I cannot wait to share it with my audience because it’s a teachable moment.
So that’s what we got coming up. All right. Number one on the six. Don’ts Amanda, what do we got there? This is perfect for what we were just talking about. Don’t take it personally. Just keep rolling with it. Check in be you don’t take it. That’s a big one. Number two is don’t jump straight into your pitch, please.
I beg of the yes. Yes. This is a big one. You know, again, we’re going to circle back to this here in a second, because this is tied into our stories, but just don’t jump into your pitch right away. Understand that it can come up in the conversation, but it shouldn’t be the conversation. Yes, absolutely.
Especially if it’s on a networking call or a call that people did not specifically say hitch me today, please. Totally. And if they do great, you can do that all day long, but if they don’t build the relational bridge, you have to build a relational bridge that can support the weight of the ask.
Permission marketing, Seth Godin. You have to have that. You have to ask permission. Yeah, it’s just that through relationship. There’s no other way. And that makes a huge difference. I will tell you, especially when you think about the call that I’m about to share because when you ask there’s you’re coming from a different place, the other person is going to be coming from a different place and be more willing to hear you out versus.
Barfing all over them with your pitch. Like then it’s just like, this is a mess. I don’t even know what you’re doing. I got to go get, well, this role is perfectly in the number three, because for me, when you do that and you set me up like that, I feel like you’re wasting my time. And so number three is don’t waste their time because if you’re like me and you start to waste my time, I get really frustrated.
Like, especially if it’s, it’s not something I asked for like the multilevel marketing people who will Facebook message me, who I’ve maybe loosely friends with, or maybe don’t even know. And they message me now, all of a sudden I’m like, Okay. I’m now having to spend time responding to you and we have no relational equity.
Like, I don’t know you now, my friends that I know. Cool. I’m going to support you guys. So absolutely. If I’m interested. Yes. But my point is, is don’t, don’t just jump right into the, uh, pitch and then waste their time and don’t keep lingering. If you know, they’re out, they’re out. Like, don’t just keep on it.
Cause man, and. Listen, if you’re all about yourself. You’re wasting your time. So that’s the whole point here is don’t waste your time or their time. You know, if you’re not thinking about them, think about yourself in that case and understand you’re wasting your time and your breath and basically your money.
So hopefully yeah, hundreds of money, right. I can always get more money. I can’t always get more time. And so, as far as I’m concerned, it’s more frustrating when you wasted my time. And then when you waste my money. Number four is don’t hang up without a follow-up again. If the person is totally not interested and whatnot, then you make those notes and maybe check-in 3, 6, 12 months, whatever.
But. If the conversation’s been going decent decently, and you’ve read the room correctly, then make sure that you schedule a follow-up. So then that way you can just check-in and have another conversation. This built a great practice for you with all your connections, whether you’re going to sell something or not, it allows you to be more consistent, which is what we talked about.
Intentional. An agent told me this once. And I thought it was the best way to look at sales and follow-up calls. And all of that is we’re every call we make, we’re just helping them take their next step. And so whether that next step is a phone call in three months, whether that next step is meeting us in person, this is when I was doing cold calling, but whatever that next step.
That’s the goal of our call, our goal isn’t to get them in for an appointment, because when you become so appointment-focused, you become cold. That’s not the goal, right. We’re trying to be people-focused but he said, well, if I’m just every call I make, even if it’s a cold call if I’m trying to just help you take your next.
You might not be ready for two years. I don’t need to get you in and waste your time. And, uh, any of that right now, right? Because you’re not like it’s worthless and it wastes my time. And so maybe our follow-up is a once-a-year thing, or maybe it’s a, Hey, I’m going to call and check-in in three months just to see if anything’s changed.
No pressure. And if you can do that consistently, you know, you’re showing up you’re, uh, providing value to them consistently. And if you’re not wasting their time, I think these go super hand in hand. Because whenever he would make check-in calls like that with clients who weren’t ready yet or not interested, he’d be like, Hey, and just calling you back, it’s been three months, like I said, I would, uh, I know you said it was about a year.
Just wanted to check-in. Is that still the timetable we’re working with? Yep. Okay. Great. Well, Hey, I’ll call you again in three months. Now he’s doing what he said he was going to do, and that’s that. Shows the client right then and there, this is the person I want to work with because he said, I’m going to call you every three months just to check-in.
And then he didn’t have pressure. And so he just helped him take his next step. He just checked in along the way. And then those are the people that sometimes six, 12 years down the road. Finally, reach out to him and he’s like, yep. And it’s like, Hey, you called every three months. Who else would I use?
Exactly. Same top of mind. That’s a big one. Number five, Amanda, where we got this is I guess basically what I just said, but don’t forget that it’s prospect focus and I’ll even change that one. Uh, from being the prospect is the focus to saying that it’s the person is the focus, because I think when we add a financial component to it, it loses a little bit of its humanity.
And I don’t think it’s intentional. I just think it’s like when we become so prospecting focused, we don’t have that care at the forefront. We have the money at the forefront. So I’m going to focus a don’t forget that the person is the focus. And so on that call, like in the college. It’s about them and their timetable.
It doesn’t matter what my bank account looks like. It doesn’t matter how much I want this sale or how much I want to be the top agent or salesperson, or none of that matters. What matters is, am I helping this person? Exactly number six is don’t try to overcome all the, uh, uh, concerns and objections. I guess you want to be helpful.
Yes. You probably know all the things and can do all the things, but remember what your the expert in and what you really are there to do to help that client. And then don’t be afraid to refer out for that client. This is a big, big one is that people need to understand. There’s plenty of business for all of us.
We can all be doing the same thing, but we all come at it from a different place. Or, or should be coming at it from a different angle. And so don’t be afraid to refer out for that. Absolutely. I would just say, learn what is a limiting belief or excuse, I guess, uh, for the client and what is true and true.
Like if I’m saying I don’t want to sell my house because this is the last house I lived in with my husband before he passed. And you keep using it as an objection, you’re going to lose me quicker than anything. Uh, but if I’m saying, I don’t know, I’m worried the market’s going to shift. Those are objections that you can overcome because you’re the expert in but if a client or person is saying no, and even if it’s not that extreme, right.
I gave you an extreme example. Maybe it’s like, I just love my house. I don’t think I’d find that. Maybe that’s so true and true to their core. And, and you keep coming back and say, Hey, I really think you can capitalize on your proceeds right now in this market. We should really talk about it. And they’re like, you know what?
I like this house. I don’t think I’d find better. Take them at their word. Like there’s a fine line of it. Yeah. You got to read the room, got to read the room. And so that’s the six don’ts. We did the six dues at the beginning. Now we’re going to wrap it up with our awkward phone call, a teachable moment. So listen, these are all teachable moments.
So this is why we share it. This is why we do it. Obviously, we’re not going to give any names, but last week I was on a call. Somebody scheduled time on my calendar to network with me. What do we do, right? We’re out here, we’re trying to network and just get to know people and see how we can best support each other.
And I had a feeling prior to the call that it was going to be a little off. I just didn’t know why, but I had that feeling. So get on the call, the person. That scheduled the call. Wasn’t the person who showed up first. So that was already weird. And then the other person who actually scheduled the call showed up and surprise.
It felt like I was dropped into a demo that I didn’t ask for and that I didn’t sign up for. For this call, like I literally, the call was supposed to be just, Hey Amanda, how’s it going? I met online. Like, you know, tell me a little bit more about you, where you at, what do you do that kind of call? Not. Hey, Amanda, you’re going to want to know about this product, this service, because it’s going to be amazing.
And do you want to sign up? It’s free to sign up. Would you like to also have us follow up with you here shortly? Uh, to please know my phone number is nine one one. Thank you. It was that kind of call and I will tell you, I immediately tuned out. I let it continue rolling. Cause I was like, this is good content.
This is a great experience to have because it’s teachable for all of us. Do I believe at least one of them was coming from a good place in trying to really share their business? Of course, like, I, I get it, like, you know, maybe they haven’t had the proper training. Maybe they’re, they’re just, they’re in that maybe they’ve had their proper training.
Like I’ve seen it be that slave driver of like, Hey, this is what we do. You know, like love orange theory. But they used to say, Hey, who are three? Like when you sign up, they would make you write down a few friends. And their phone numbers or whatever of people who might like orange theory. And I didn’t know what they were going to do with that information, but they called my friends and it’s weird because these people, nobody signed up for that.
And so I think it’s, I just think it’s so important to be transparent about the purpose of a call a hundred percent and, and be able to read the room. Yes. Listen, we were on a zoom. So you could see, I assume it was on your, I assume you were like, I’m not really sure why I’m here. It like, cause if that were like, I can’t control my face, it would have literally been like, I’m sorry, ed.
There might’ve been some miscommunication here. I am not really interested in your product. I’m sorry. Like, and then allow me that space to say I’m so sorry. We must’ve had a mishap here, so sorry. Enjoy your Tuesday. Yeah. And that’s the thing. There were facial expressions. There were also verbal comments in trying to help guide.
Cause of course, I’m always trying to help support all of our businesses when we were getting on a call, whatever, you know, again, teachable moments and. Again, I tried to guide them with, you know, this isn’t really a sales call. This is really to get to know each other. And I tried to ease it in there a couple of times and it just wasn’t, wasn’t clicking. And so I share this with you because it’s so important to realize whether or not that was their intent. That’s what happened from my side, the other person who came to a call under.
The circumstance under one. I can’t think of the right word, but then, what I expected was to completely different. And again, it felt like I was on a sales demo call for a service that I signed up for which I didn’t to learn more about their products, I didn’t even know what the product was or why they were bringing this up.
Like there was no entry into, Hey, Amanda, how’s it going? What do you do? Oh, awesome. Well, Hey ed, what do you do? Oh, great. And then have that conversation that warms things up. To then get into possibly on that call. Maybe not possible on that call into the service and the offer. Like there’s a way to go about it again with that permission-based, but also if you’re having a conversation with someone.
And it’s something you love and it’s what you do. And you’re an expert in, yup. It’s going to roll right off your tongue and be natural as the client. You might not even have to sell it at that point. Like I’m thinking of someone that you connected me with and we hopped on a call and I didn’t quite know why I was on a call with this person, but I was cool with it.
I was like, whatever, we’re having a call or chatting. And afterward, I was like, I need more of you in my world. How do I get more access to you? And this person just so happens to have a group. Program. And so instantly this person didn’t have to, whether that was the intent of her call or not. I do not know.
And quite frankly, I do not care because she showed up so authentic to who she was and provided such value. And it was such a great relationship-focused call the entire call. I’m like, I need more of this in my world. How do I get it? Right? And so I did the sale for her, right. She didn’t have to say, Hey, by the way, if you liked.
Right. Do you want to join my coaching program? I said, how do I get more access to you? What do I need to do? Tell me all the things. And she said, actually right now you’re making sales work for you and you’re not having the sell and you have the relational bridge. And then what did I do? I’ve told like 20 people about it, the see, and that’s the beauty of it.
And that’s why we talk about being authentic, being on video, being able to have conversations because. People buy from people they know, like, and trust it. That’s not just a line. That’s exactly what happens. And that’s why you’re seeing people. Use the video for their podcasting. Now that’s why we set this up from the start as a video podcast because we know that we like to see each other.
We like to be able to engage with our audience in multiple ways, whether it’s just audio or the video component as well, and all of the social media channels, and now the podcasting channels. And we’ll go too far into this, but everything is including video because they know. People like to have options for when they’re learning something and engaging with others.
And it’s over, uh, on search over 80% of all internet traffic is video-based and Spotify just opened up for everyone who has a podcast, the option to upload your video podcast for eight. So it’s like, that’s huge. And so we have to understand that. If we’re trying to really have relationships with people, whether they buy today or not.
That’s not the question. We’re trying to have relationships with people because we want to build that know-like trust. We want to be that resource. We want to be able to be that expert that people turn to when they need something. That’s what you have to do. You have to keep showing up. You keep delivering and keep engaging.
Even when it feels like no one else is around. Yup. So that was our six do’s and don’ts with a little bit of a teachable moment on what you want to call and what to do on a call. And, and that can all play, play a part in messages as well. Like we talked about calling, but translate that to whatever you’re doing in your business.
If it’s just email or text or whatever, switch out the word call and put that in there. It’s still. Well, it applies to your marketing, literally everything. So super, super cool a topic today. Yes. So if you need anything client care services, you’re going to reach out to Amanda. If you need video coaching, you’re going to reach out to me.
We’ll both point you in the right direction. Uh, whether that’s working with us or. That’s to be determined, right? That’s all up to you to reach out and us see what’s going to be the best fit for you and where you’re at with your business today. So you can reach out to us anytime on social, the link is also in the description and I think we’re all set on this episode.
Yeah. I’m good. All right. So we’ll see you all back here next week, Monday 8:00 AM Pacific right here on the same channel. If you need anything in between, reach out and we’ll see you later. Take care.
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Welcome. We are about to hit #3
#5 of the Do’s
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That message right there from Amanda…
“Tell them what help is”
An agent told me once..
Coming up, that awkward phone call you should avoid doing