Exploring Natural Elements to Determine a Fit in Cold Calling
There’s nothing wrong with having an inner awareness of elements that you need to explore in determining a potential “fit.” Most of these will come up easily and naturally in the conversation, without any need for you to probe or dig. This is because your cold call conversation is always focused on your potential client’s world.
Remember, you can’t know whether it’s appropriate for you to help them until you’ve learned the truth about their situation.
So here are five things to consider when you’re cold calling:
1. The problem:
Do they have a problem that your product or service solves? Are they open to the possibility of solving it, and to new ways of solving it?
2. Their priorities:
Is solving the problem one of their top five priorities? Is it a priority in terms of their company’s strategy? Is solving it something they could do or should do – or is it an absolute must?
3. Money:
Can they afford to solve the problem right now? Is it in their budget? Are they open to making a “business case” for it?
4. Time frame:
When will they be ready to start working on solving the problem?
5. Decision making:
Does the person you’re talking with have the power to make the decision to solve the problem? What is the company’s decision making process?
So the overall thing to keep in mind is that you’re talking about them, and you’re inviting both of you to explore whether there’s a fit.
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 call, Cold Calling, cold calling techniques, cold calling tips, cold calling training, sales rejection, sales techniques, Sales Tips, Sales Training
