If you’re a regular reader, you know my thoughts on cold calling. For those of you who are new the neighborhood let me lay it out.
- Cold Calling is a function of marketing – not sales.
- It is not the most productive use of your time.
- If you find that getting in the “cold call zone” works for you – knock yourself out.
If you do choose to prospect in this fashion, it’s pretty easy to alienate the prospect in about 3 seconds. The commonality of these technique is that they from the the assumption that you can fool someone in talking with you before they learn you are a sales person. Trying to trick someone is akin to saying that you are smarter than they are – not the best way to begin a positive relationship.
Here are some surefire methods to alienate prospects instantly.
Number 5: Hi, my name is Felix. The company I work for is looking for a top [profession] in your area to partner with us.
Number 4: Hi John, my company is in a bit of a bind. We’ve acquired some highly qualified sales leads and don’t have anyone in your town to work them. Could you help us out by responding to these hot prospects?
Number 3: Hi John, my company is doing a survey of people in [industry] and I was wondering if you’d be interested in being a part of it.
Number 2: Hi John, Are you making the most money you can as a [profession]?
Number 1: Are you closing your eyes to a situation you do not wish to acknowledge, or you are not aware of the caliber of disaster indicated by the presence of a pool table in your community!