Yeah, we’re back to cold calling.
I know exactly why you hate him so much. It’s the introduction, breaking the ice, that complicates things. You really don’t want to make the call and the person on the other end of the line doesn’t really want to hear you.
So what should you do to a) make your life easier and b) keep your prospect on the phone? Try doing the following right at the start of each call:
1. Tell your prospect exactly how much time you need: 2 minutes, 5 minutes, 10 minutes. Whatever it is, be true to your word.
2. Make sure your prospect knows why you’re calling: to make an appointment, review something, provide information, or make a sale.
3. Tell your prospect why they should stay on the phone. Relate your call to something you’re familiar with: a past phone conversation you’ve had, or an information packet you mailed last week.
Getting your customers to engage with your call is paramount.
The sooner you can do this, the more likely they are willing to stay on the phone and listen to what you have to say. Are they too busy to talk? Set a better time to call back. Keep your phone calls quick and to the point.
Doing so will ensure that you don’t waste your prospects’ valuable time—or your own!
Cold calling is a difficult task, but it shouldn’t be with the right mindset and the right approach to your calls.
