Leave it to a New Yorker to be antisocial, but I pretty much never ask “How are you?” when I prospect.
You probably think it’s because it’s typically a red flag that you’re trying to sell them something, right?
That’s partially why but there are two bigger reasons;
First, I want to break the typical pattern where reps follow a set “cold calling protocol”.
In doing that, I throw the recipient off guard and avoid the stimulus/response that many of you face.
It’s a bit of a pattern interrupt.
The second (and main reason) why I don’t ask is because it wastes valuable seconds that I could be using to demonstrate that the call is relevant;
Especially during the first few seconds of a cold call when it matters most.
And yes, I believe asking someone “How are you?” demonstrates good manners but for the last few years, I’ve replaced it with;
I noticed that ___________
The “I noticed that _______” phrase allows me to come right out of the gate and grab the recipient’s attention.
Why?
Because I fill in the blank with something I noticed about their company, industry, competitor(s), challenges, opportunities, etc.
That’s the stuff they actually careabout and if I only have a few seconds to grab their attention;
Being relevant is going to keep me from taking a bullet more effectively than wasting those seconds on asking how someone is doing.
A typical cold call usually starts with “How are you?” followed by possibly some chit chat, and then cutting to the chase with a statement about what their widget does;
I lead with something that will IMMEDIATELY get their attention (and lower their guard) within the first few seconds.
Give it a try and better yet;
Give it a try and tape your end of the conversation so you can view the “game tape” later!
Would You Like My Opening Statement Template?
My Opening Statement template is one of 10 different templates I’m going to share during our 10 Ways To Start A Cold Call With IMPACT (And 5 That Absolutely Suck) webinar.
Here’s what I’m going to share;
- 10 Cold Call Openers That Get A Decision Maker’s Attention (WITHOUT Being Cheesy)
- How To Master The Art Of “Pattern Interrupts”
- How To Dramatically Reduce The Probability Of A Phone Objection
- 5 Phrases To Avoid At All Costs
When?
Thursday, September 2nd from 11:30 am – 12:45 pm EST
Here’s what you’ll get;
(1) 60-75 minute webinar
Webinar replay
10 opening statement templates
How Much?
$99
Please click HERE to join us!
