Typically, collection agencies call companies to see if they can be hired to collect invoices that are unpaid. They usually talk about their services as opposed to making their cold calling focus on the problem. The client is looking to bring in more revenue from invoices that aren’t paid.

So an approach might be, “Maybe you can help me out for a second?” The reply is once again, “Sure, how can I help you?”

“I’m just calling to see if your company is still having issues with unpaid invoices.” And the response probably will be, “Well, yeah, we are. Who’s this?”

You can then respond in a very relaxed tone, “This is John. I’m with XYZ Collection Agency. I’m just calling to see if you’d be open to some new ideas on how to better solve that problem.”

This is just an example of how to make your cold calling relevant to the other person and his or her needs. Practice this simple technique, and you’ll find that your cold calling conversations become more relaxed. You’ll no longer have to shift into an artificial “salesperson” role.

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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