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Five Star Phone Strategies

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by Dave Tester

5.0(4 reviews)

8 episodes

Updated Daily

Accepts GuestsHas Sponsors

Podcast Overview

Book Appointments, Increase Sales, Win Back Upset Customers, and Get Great Reviews

Language

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Publishing Since

12/1/2021

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Recent Episodes

April 19, 2022

When They Are Busy, You Are Busy Too

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 or another. This is why it’s important to constantly prospect. I walk through some calls and how to deal with the different scenarios. Along with a lot of other valuable cold call information. Episode Highlights: [03:44] Keep it brief and just say, "hey Magnolia it's Dave". Then call back. [05:35] Some people will take your call and some won't. There are sales laws like all customers will leave you. [07:40] It's not always easy to bounce back from an angry call, but it doesn't happen that often. I make 60 to 80 calls a day and only get about 1 Angry Jim every 3 to 4 months. [08:36] The automated operator is the Robo Killer. You still have to dial twice, but just say hey it's Dave like you're an old friend calling. [10:26] Hey, it's me Dave, did I catch you at a bad time? When they say they're busy, you tell them that you are busy too or doing the same thing as them. [14:55] A new example of how to listen for noises. Listen for intent to understand and bond. You can still get the question in. [21:47] In the next 60 days, I'm going to do 4 minutes of stand up at an open mic. Then I'm going to go to karaoke and sing. I'm going to get comfortable with being uncomfortable. [23:13] The telephone is a tool to get a hold of a prospect and set up an appointment. If it's an inbound call, the purpose is to convert that lead. Links and Resources: <ul> <li style="font-weight: 400;" aria-level="1"><a href= "http://www.godavetester.com">Contact Dave</a></li> <li style="font-weight: 400;" aria-level="1"><a href= "https://www.amazon.com/Dialing-Strangers-Overcoming-Hangups-Producing/dp/1938332059"> Dialing Strangers</a> <a href="https://www.godavetester.com/contact">Email Dave for a Free Copy</a></li> <li style="font-weight: 400;" aria-level="1"><a href= "https://www.godavetester.com/contact">Get Free Stuff</a></li> <li style="font-weight: 400;" aria-level="1"><a href= "https://www.amazon.com/dp/B08MSQP8L2/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1"> Fearless Communication: How to Energize Your Team for Success on the Phone</a></li> <li style="font-weight: 400;" aria-level="1"><a href= "https://www.godavetester.com/post/listening-for-noises-podcast-episode-2"> Listening for Noises [Podcast Episode 2]</a></li> </ul>

March 30, 2022

Turning A One Star Google Review Into A No Review

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 review and deal with an angry customer. I share a technique to use when you don’t know the answer to a question and show practical examples of these techniques on actual customer calls. Episode Highlights: [03:42] 65% of customers want value. That means they're not only concerned with price, they went to Google and read our reviews. [04:23] How would you recommend us? I'll send you a link to leave us a review. How'd you hear about us? A great example of this. [06:20] You can increase sales by following the book or taking my training. [07:16] People want to give reviews. You just have to ask them. [07:49] A snippet of an unhappy customer. When somebody asks you a question, say "great question you must be asking for a reason." [10:02] It's about facts and not feelings. Would you be willing to give us a chance to make a second impression? Repeat back the irritants. I understand, and I am listening and I am taking notes. [12:21] It's all about tone and tempo. That's why I say that I'm listening and that I'm taking notes. Most people want to be heard so break down the issues word for word. [15:11] What would you have liked to have seen happen? Make it a coaching moment. [15:43] Calling a gentleman who gave a one-star Google review and asking him to take it off. [16:34] We try our best, but don't always do our best. What do you think should have happened? Will you give us a second chance? I appreciate the feedback, would you be willing to take the review off? I'll give you a free oil change. [20:17] They're not mad at you. Listen with the intent to understand. What would you like to see happen? Would you be willing to? We try our best, we don't always do our best. Links and Resources: <ul> <li style="font-weight: 400;" aria-level="1"><a href= "http://www.godavetester.com">Contact Dave</a></li> <li style="font-weight: 400;" aria-level="1"><a href= "https://www.amazon.com/Dialing-Strangers-Overcoming-Hangups-Producing/dp/1938332059"> Dialing Strangers</a> <a href="https://www.godavetester.com/contact">Email Dave for a Free Copy</a></li> <li style="font-weight: 400;" aria-level="1"><a href= "https://www.godavetester.com/contact">Get Free Stuff</a></li> <li style="font-weight: 400;" aria-level="1"><a href= "https://www.amazon.com/dp/B08MSQP8L2/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1"> Fearless Communication: How to Energize Your Team for Success on the Phone</a></li> </ul>

March 16, 2022

Using Robocop And Who Do You Know That I Should Know

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? Links and Resources: <ul> <li style="font-weight: 400;" aria-level="1"><a href= "http://www.godavetester.com">Contact Dave</a></li> <li style="font-weight: 400;" aria-level="1"><a href= "https://www.amazon.com/Dialing-Strangers-Overcoming-Hangups-Producing/dp/1938332059"> Dialing Strangers</a> <a href="https://www.godavetester.com/contact">Email Dave for a Free Copy</a></li> <li style="font-weight: 400;" aria-level="1"><a href= "https://www.godavetester.com/contact">Get Free Stuff</a></li> <li style="font-weight: 400;" aria-level="1"><a href= "https://www.amazon.com/dp/B08MSQP8L2/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1"> Fearless Communication: How to Energize Your Team for Success on the Phone</a></li> </ul>

8 total episodes available

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What is Five Star Phone Strategies?: Book Appointments, Increase Sales, Win Back Upset Customers, and Get Great Reviews
How often does this podcast release new episodes?: This podcast updates daily.
Where can I listen to this podcast?: This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
Does this podcast accept guests?: No, this podcast does not typically feature guests.

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