Closing a sale over the phone for HighTech

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hi everybody welcome back I'm Rachel ina your business and marketing success coach and we're back with Kate yeah I'm Jay Carnegie I'm the founder of KC media and I am a peer coach for entrepreneurs and today we have an awesome background big shout out to Lok Street Brewery Shanghai friends we have my very favorite beer which is called the jealous mistress which is valerian and at portside Pilsner another one of my faves so thank you for the backdrop here and we've got an awesome topic today so Rach what's our topic okay so it's all about know how to close more sales over the phone the phone is about son stick around that's what we have coming right out welcome back to another awesome episode and Rachel I have to say it's so fun doing these videos with you you know it's really nice people ask me about you know what does it take to be an expert and I say just know your craft insight now so this topic that we're gonna be talking about today is something that I think you and I both do really well so why don't we love yes I would say it's one of our experts yes over the phone okay first and foremost Kate's gonna go into like the foam guys I mean I know it sounds old-school marketing and I know you guys you know you've watched my channel it's marketing automation online and that's amazing but guys the phone is not dead it's not so it's not that it's not at all yeah and I want to give a direct examples so whether it's you know in the marketing side of things so how to land a sale or on the PR side of things how to land a media pitch okay yes yes 100% in my I know in my world okay um the the best way to do it is on the phone yeah and you know why the number one reason is because it's harder to say no to people on the phone and you make it more personal that's here so when X very true it is think about it I mean yeah if you're trying to say no to someone it's very easy to do it via email via text yet there's no personal no interaction right now okay thanks but if you're on the phone we call this looping even if they say no or they like no you can loop it back around to a new conversation you can loop about you keep the conversation going building that connection with people right that's the biggest thing and and to just give a direct example because I know yeah when you're watching this you're saying great that's all well and good but how does it work okay last week two examples banned right away so I was able to get one of my clients an editorial piece in an awesome magazine for you know that features condo living and that sort of thing and it was you know going back and forth via email with the editor and finally me saying can we set up a call just just let's set up a call and I started off with you know thanks so much for taking my call I understand how busy you are I understand the time it you know your time is valuable yeah and so that's the first thing you want to do you always want to acknowledge knowledge that that other person is very busy too and they have agreed to take your call and then it was you know what I also really appreciate what it is you know you guys do as an editor ace to be in the news I totally got it I know how this industry works you know break down the barriers oh okay oh where did you used to work and then I taw break down the barriers yeah yes you know and and then I say okay well you know here's the deal my clients are really looking to have an editorial piece here I know it's usually a paid piece but and then you know you get in to the negotiation side of things and keeping it very real and yeah but are there to help people want to help you just have to ask yeah you know and and I did I said listen I don't have a budget for this piece right now but that doesn't mean I don't have a budget for something else down the road with another client and I'd be happy to bring them to you would you consider doing me a favor for this and in return I'll come back to you and association yeah and and you know what it works and I did it twice in 198 bail it is not Weiss in one week from the phone yeah and I did something similar I got two clients in the last two weeks and one was a big one when there was a smaller one hey it all counts and the biggest thing that I say when you get on the phone is like you mentioned it to is building that connection and one tool or tactic that I use to help just break the ice a little bit it's really kind of ask questions oh yeah ask questions because like the people want to know that you're listening you know do you mean like people gonna know that you're engaged and like whenever I do my calls like I hate the word sales call because I don't even call it a sales call it's like a connection call it is like build that connection if it's the right fit and if it leads to the right if it leads to the sale and if it's a right fit for both me and the other person on the line it's going to naturally trickle down to that sale it really is and it almost always if it doesn't get that direct sale right away you are way closer to it than you ever are via email or tech over social media because of the personal connection yeah you know like I said it's it's really hard to say no to somebody when you know you're you're connecting with yeah right and and people do they want to help and if they can help you in a certain way yeah why not yeah so use that phone guys like pick like get used to it and honestly I mean I would say phone but I like you think of the phone Indian guys what I use oome yeah I use dude I do a video call that's another thing actually and you have video calls that's a big one if my business is bad - it's like talking people all over the world I get on video calls and it's like we're in the same room yes so again like even the voice phone yes it works but if it's video it's like triple it is there than that face to good it's almost like sitting down for a meeting right like then again you're face to face it's harder to say no it is you said and you know and and your authentic and as long as you are yours no real yeah this is what we talked about I was able to say hey I'm having a hard time here I don't have a budget but this is what I can offer down the road right because it's the truth and as long as you're honest and you know you're authentic and vulnerable yeah and just yeah show it like it is people relate to that yeah and they can also sense it too like if you're sailing oh my god yeah if you're feel but he wants to be a used-car salesman okay no I'm like when I get on my calls and call them sales calls it's like I just want to help these people yeah in some way like I want to help them and even if they don't end up buying you know on that call or whatever it's okay because you know what I'm helping them it's gonna trickle on to other people maybe that person even if you don't get that sale on that call they could refer you oh right they could maybe follow up with you maybe they're just not ready now but maybe a month down the road there are gonna be ready so obviously to have a follow up system after the call go big for sure and again it's still it's just all about that connection and once you've made it I've taken calls you know five months ago and had someone pulled call me up the other day to say hey I just can't get that call out of my head and what we talked about and you know I said oh great want to remind me what we were this was so long ago but I must have made an impact because they're calling me back now they really want to do some work and it was all because I answered the call and that's another thing cold calling and it's something none in the media side of things I've done it my whole life that was there was no let's set up a call this whole set up a call thing is so new to me in the real business world I call it yeah in the media world it's you are just calling for interviews there is no like any setup it's like you call if they don't pick up you move on to the next contact then the next contact right so the bonus of cold calling people is that you will get an element of respect from them right away because you've you're gonna like shock a little bit but hopeful in it but you know you're not on their number yeah I know you know exactly who you're calling yeah you've reached out you saved them an email you know many times they get that oh you know what I'm actually glad you called because now I'm not gonna have to email you back you know and it's you know it's and it's it's a skill that I think is really lost on our generation and I mean my kids don't even yeah they don't even know what this is it's if they can't see right and like if they can't but I want to see their face yeah well sometimes when you're dealing with intergenerational businesses you got to go old-school you've got to pick up the phone because there is a very big target market out there that still appreciates that and will answer the call yeah and I mean to the point scheduling obviously if you're targeting like businesses and whatnot like you have to be valuable for time however cold calling like you can you can just I mean if you just get that sense of like like if they're shocked a little bit that's okay yeah people are scared to cold call I think because it's like I don't know why you were scared it's just this like oh you're why because they're scared because someone might go you know what I'm done talk to you right now right you know you say great you know what I totally appreciate that would it be possible to send you an email as a follow-up or hey do you have another time that we can shot but as long as you get them with your hook right away don't hi I'm Stella hey I'm Kate Carnegie I'm the founder of KC media and I can get you more media attention than anyone else boom [ __ ] yeah yeah cuz you need to spark them right away or else we're gonna be I don't have time all right oh no ton but that's a good point because actually cold calling and calls in general is video or pick up the phone call it actually saves you time it really versus going back and forth in an email or whatever like that call you have that person for you have that person's attention while you hopefully yeah I'm gonna but and it's like okay and get their attention you know but you're right and this like especially with cold calling your hook needs to be like family right away and like strong like this is what I do I want to help you ma'am this is why I'm the best this is why you should take my call correct yeah yeah so and be confident that yeah I'm very confident and yeah and they can sense fear so don't be scared get on the phone use it whether it's video or old-school handheld it is a thing yeah and it's a very valuable skill to have and if you have any questions about you know kind of how to prep for that phone call or the video call feel free to put a message down below we both are checking them you know we're both here to help and we both have very specialized areas that we work in and he our media you got the most rare marketing media marketing they are marketing media you name it so we're we're here to out guys like makes you subscribe make sure you were rolling out videos every single day so we're so pumped and we're gonna answer questions and we'll see you on the next bug