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How not to make a cold call

When I receive cold calls, the salesperson will often ask me if I see the potential benefits 'for myself'.


Example:


"Hi, we've been doing some work with SMEs and can save them XX £'s per year, can you see how that could be of benefit to yourself?"


They haven't connected the issue to me. I haven't been asked one question. They just assume I may benefit by generalising on the challenge. No research, no insight and no personalisation. So I'll respond with:


"er no not really."


It's really just an annoying and generic call.


Last week I had to give one caller a couple of tips, as it was just too painful to listen to.


Tip 1 - introduce yourself and ask for permission to speak briefly. This is common courtesy and brings your prospect on side.


Tip 2 - use my name, it feels more personable and has been proven to quickly build rapport.


Tip 3 - identify a challenge then ask a pertinent question to see if I either have it or can relate to it.


Cold calls are only hard if you do them wrong. If you need any more pointers feel free to contact me directly.


#sales#coldcalling#clientrelations




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