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July 01, 2013 at 12:30 AM
Call me crazy, but when a salesperson rings to try to sell me something, I usually don’t hang up. I listen and respond to his inquiry, and then I make suggestions on how he can improve his approach.
For most professionals, cold calling is the prospecting strategy of last resort. Who wants to call someone up to be lied to, cursed at or hung up on? Still, many of my clients are in businesses where some cold calling at some point is a necessity. And most of the others need to be comfortable calling referred prospects.
Do people hate to receive calls at home? Do busy managers and executives hate to be bothered by callers trying to convince them to buy their products? The answer to both of these questions is yes…but also no. At least, not entirely.
“If I were calling you to tell you that you had just inherited a million dollars and I needed to arrange for you to pick up the check — and there weren’t a lie or catch involved,” I ask in my workshops, “would you be angry that I interrupted your dinner?” My attendees always say no.
“If I were calling you at your place of business with a low-cost, truly guaranteed way to make more money while simultaneously reducing your overall expenses for the future,” I ask, “would you be upset that I got past your ‘gatekeeper’ to reach you?” No comes the answer.
