How can we make cold calls “work” when we’re talking to someone we haven’t met, about something they may not need? Well, it’s really simple. First we look at how to relate to them rather than hoping they’ll relate to us and our solution.

When we approach cold calling with a question about what their needs are, potential clients respond much more readily to the idea of talking with us. In the software industry you might sell software to improve the productivity of an organization. What you want to do is focus on the problem that you solve specifically.

What most software salespeople do in cold calling is say, “Hi, we sell software to help improve productivity.” But that doesn’t really identify the problem it solves. You have to focus specifically on an issue. So, for instance, the software might solve a problem with lost paper-based documents. That’s a very specific issue. In this case, I might call and say,

“I’m just calling to see if your company is having issues with lost paperwork because of manual paper-based filing systems.”

See how specific that is? It’s very directed to the problem in their world. This is in contrast to, “I want to see if your company is looking to buy some software or looking to improve productivity,” or something similar.

Until next time,

Keep  calling and keep it conversational…

Ari Galper, founder of Unlock The Cold Calling Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit http://www.UnlockTheGame.com

Tags: Cold Calling, cold calling techniques, cold calling tips, cold calling training, sales rejection, sales techniques, Sales Tips, Sales Training

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