Fear of rejection? Getting blocked by gatekeepers and voicemail? “I’ll just email instead.” We all know how much everyone hates e-mail spam. Even so, many salespeople are still sending introductory emails to decisionmakers. But is that an effective sales technique?
When we’re only focused on making the sale, this is not a natural meeting place for both people. We look at cold calling as an opportunity to assist. Helping people is one of the best character traits we possess.
Some words are better than others. Some words are stronger and more evocative than others. When you are on the phone with a prospect, you have about 10 seconds to grab and hold your prospect’s attention. If you do not do that within that first 10 seconds, your call is more than likely over.
If you run your own business, sales and cold calling is part of your weekly, if not daily routine.
But how do you get your prospect to return you call if you keep hitting voicemail?
There have been many, many books and articles written about the art of creating rapport with prospects. Usually what it boils down to is being as like the prospect as you can be without mimicking or imitating them. When you are able to do this well, your prospect will see you as being like them. That prospect is then more likely to feel comfortable with you and want to spend time with you and do business with you.