I have found that many brokers say, "I am not afraid of hearing No", "I don't fear cold calling". Maybe putting it into terms of fear isn't really the best approach to take. After doing some searching I think cold call reluctance is the main term we are dealing with. One company has gone out of their way to point out 12 ways of reluctance, and having a test for them. Either way we are dealing with the idea of inertia.
I remember reading in QBS, some people are motivated my golden retrievers or gold medals. Some people move ass when there is a dog after them, and some people stride after a goal. Some are mixtures no doubt. But knowing what makes us move is the fulcrum to activity and then to sales.
Here is a good article I saw because it addresses the intro which is probably one of the most goofed up parts of a cold call.
Ending Cold Calling Reluctance
Ending Cold Calling Reluctance
(end half)
Cold Calling Formula
The secret to the cold calling formula is how you do each step. Here's an example:
The only thing your prospect will likely hear at the beginning of the call is your results. When you are cold calling someone, you are interrupting them in some way. Their attention is elsewhere. When they hear the results that you offer, you will get their attention IF they are interested in those types of results.
Then immediately get into probing for problems, and amplifying the consequences. Once you are there, you will stir up their motivation and desire to talk further about your product or service.
Stop using lengthy introductions in your cold calling. If you get that slightly uncomfortable or nauseating feeling in your stomach while delivering your phone "pitch", it is because your pitch is too long. The longer your pitch is, the more you are "at risk" because you do not know how the message is being received.
Shorten your cold calling opener to just the essential results that you provide, and then get right into probing for problems. You'll sell more this way.
I remember reading in QBS, some people are motivated my golden retrievers or gold medals. Some people move ass when there is a dog after them, and some people stride after a goal. Some are mixtures no doubt. But knowing what makes us move is the fulcrum to activity and then to sales.
Here is a good article I saw because it addresses the intro which is probably one of the most goofed up parts of a cold call.
Ending Cold Calling Reluctance
Ending Cold Calling Reluctance
(end half)
Cold Calling Formula
- Very Briefly Introduce Yourself and Your Results.
- Ask Questions To Uncover and Amplify Problems and Opportunities.
The secret to the cold calling formula is how you do each step. Here's an example:
"Hello, this is Shamus Brown calling."
"I help people to get higher investment returns and I was just calling to see if your investments have increased 20% or more for the past 3 years.
"Oh, they didn't increase... they declined by how much?... hmm, sounds bad to me, but I am not you - is that kind of performance OK with you?"
This follows the simple format outlined above. Very briefly introduce yourself and the results that you provide for your customers. This is one of the keys to making cold calling easier."I help people to get higher investment returns and I was just calling to see if your investments have increased 20% or more for the past 3 years.
"Oh, they didn't increase... they declined by how much?... hmm, sounds bad to me, but I am not you - is that kind of performance OK with you?"
The only thing your prospect will likely hear at the beginning of the call is your results. When you are cold calling someone, you are interrupting them in some way. Their attention is elsewhere. When they hear the results that you offer, you will get their attention IF they are interested in those types of results.
Then immediately get into probing for problems, and amplifying the consequences. Once you are there, you will stir up their motivation and desire to talk further about your product or service.
Stop using lengthy introductions in your cold calling. If you get that slightly uncomfortable or nauseating feeling in your stomach while delivering your phone "pitch", it is because your pitch is too long. The longer your pitch is, the more you are "at risk" because you do not know how the message is being received.
Shorten your cold calling opener to just the essential results that you provide, and then get right into probing for problems. You'll sell more this way.
