Cold Calling – Get the First Moments Right!
Work out a simple, easy-to-understand introduction for yourself
Remember that the person doesn’t know you or your company, that you’ve probably caught them in the middle of something so they’re distracted, and they may be processing emotions like impatience, confusion or irritation. All of this gets in the way of someone’s ability to hear you. Slow down and speak clearly and your name will get through to them.
Have a good reason for calling!
‘I want your business’ is not a good reason from your prospect’s perspective! Before you pick up the phone, get really clear ahead of time on what benefit your product or service provides, and why you’re calling now.
Wrong Way: ‘Hi, I’m John from Acme Handyman Company – we’re calling to see if you need any work done around the house.’
Right Way: ‘Hi, I’m John Smith, manager at Acme Handyman Company. We help homeowners save money on roof repairs and increase the re-sale value of their homes by doing strategic maintenance work. I’m calling because we have a special offer for new clients this month. Do you have a moment to talk?’
Speak with Confidence!
As professionals and entrepreneurs making cold calls, it’s easy to stay stuck in negative thoughts like: ‘I don’t want to bug them’ or, ‘I know they’re busy’ or, ‘they probably don’t need my services anyway’. When you’re focused on the negative, it comes out in your voice and you sound hesitant or apologetic – not attractive! Instead, think about how much you love seeing the positive results your product or service brings to people. Read through a couple of rave reviews from your happy clients, and remind yourself that you’re good at what you do.
Once you’ve got those first moments figured out, you’re ready to pick up the phone!