Focus on the Other Person When Cold Calling
When you start your cold calls by talking about your product or service, most people “shut down” right away. You’re talking to someone who doesn’t know you, and you’re trying to get them to step into your world. Instead, try stepping into their world. Think about what matters to them. Put yourself in their shoes.
The best way to do this is to think about what kinds of problems they may be having. For example, let’s say you provide invoice management systems. You might start with something like, “I’m just calling to see if you’d be open to exploring new ways to solve revenue loss from unpaid invoices.”
Now you’ve started your cold call by focusing on the other person’s issue right away. You’re not talking about yourself. You’re “tuned into” their problems and difficulties. This feels really good to them, and you’ll more likely share an open, trusting conversation.
When you don’t have strategies and “pitches” built into your cold calling agenda, you can be a real person talking to another real person. Now there’s an opportunity explore together in a more trusting way whether what you’re providing is a fit for them. And the difference will astonish you.
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, cold calls, sale rejection, sales techniques, Sales Tips, Sales Training
