Cialdini principle of persuasion clip (3_06-5_04)

Richard Blank

When it worked podcast by Julian Leahy. Using a nearshore contact centre to generate sales with Richard Blank.  Success is about moments...  When it worked podcast shares the experts who over came the odds to forge success on their own terms. Listen as Julian Leahy shares with us the key moments that changed everything for them.   Cost Savings Of Using Offshore Telemarketers We are considered near shore because of our distance to the United States the agents that we have here are bilingual spanish and english which in the United States spanish could be the most spoken language in the next 10 years and also in regards to our cost savings you can get a turnkey agent here for salary benefits, hr telecom and overhead for the same price you would be paying an hourly agent in the United States.  Richard Blank, the CEO and founder of Costa Rica's Call Center, has appeared as a guest on the business podcast ⁠When It Worked, hosted by Julian Leahy.The podcast focuses on inviting industry experts to share the pivotal, game-changing moments where their business strategies finally clicked and they overcame the odds to achieve success.  What is Covered in His Appearance During his feature on the show (titled "Using BPO Call Centers to Generate Sales" / "Using a nearshore contact centre to generate sales"), Blank shares key insights from his journey of relocating from Philadelphia to Costa Rica and scaling a multicultural, bilingual call center: The Power of Nearshoring: The distinct financial and cultural advantages of utilizing a turnkey nearshore center in Costa Rica compared to traditional domestic call centers.T  The Human Premium & Tone: Why soft skills, phonetic micro-expressions, proper tonality, and active listening are essential for retention, upselling, and building real human connection in an era dominated by AI and messaging apps. Positive Escalation: A unique sales technique Blank outlines to build rapport with gatekeepers and receptionists before ever pitching to an executive. Gamification and Workplace Culture: How he leverages Central America’s largest collection of restored American pinball machines and antique jukeboxes to reduce agent stress and build a culture of dignity and employee motivation.The Unique Podcast Format True to the signature style of host Julian Leahy, the episode kicks off with an unconventional, Jeopardy-style trivia game to showcase the guest’s quick thinking and personality before diving into the core business masterclass.  https://youtu.be/s5O_Zr6tElI

Transcript

00:00Absolutely.

00:00And I think a lot of people get caught up in, you know, like you said,

00:04messaging, online, everything's got to be online.

00:07In my experience in sales, nothing beats a phone call

00:11and you get involved with the right person.

00:15It could turn into a massive business relationship and nothing beats it.

00:21And I don't think anything ever will beat it.

00:24But I think sometimes we're not thinking about it

00:26and maybe we should start looking at it again, Richard.

00:31Julian, my good friend, the best thing about making an outbound call

00:34to a business is a positive escalation.

00:37Let's just say hypothetically I'm trying to get in touch with you,

00:40but there's an individual that will be answering and filtering

00:42in this call prior to transfer.

00:44What I like to do is to find out the plethora of information

00:49about your company.

00:50We could find out about anniversaries or promotions

00:52or the company culture.

00:54But this is the thing.

00:55This individual that assisted me prior to transferring to you,

00:59I will, A, let them know that they were amazing

01:00and I'm going to talk about them.

01:02So when I do get transferred, I'm going to let you know

01:04that you have the most amazing people at your organization.

01:07I'll do it verbally.

01:09But then at the end of the call, I will write you something

01:11as a follow-up and mention this individual as well in writing.

01:15So the Richard Circle comes where if I call your company back,

01:19first they're going to know me.

01:20They're going to thank me so much for talking about them to the boss.

01:23And adding to my momentum, they cannot wait to transfer the call to you.

01:28And you, my friend, you're going to see the relationship I have

01:31with your company prior to any sort of contracts.

01:34So I think you might take our good faith and our intentions much more

01:37into consideration compared to somebody just trying to angle their way in

01:41there for a sale with you, Julian.

01:43Absolutely, and that's the law of reciprocation,

01:46which is one of Cialdini's principles of persuasion,

01:50which Richard obviously knows very well.

01:53Now, there's a couple of different ways for businesses to do this.

01:58We'll see you next time.

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