Preventing hang-ups when cold-calling - Tip # 3
Hump day! Hope your week is going well - this one is short, so here is tip #3:
Ask a thought provoking Question:
The third part of preventing a hung-up on a cold-call is to come up with a question, this is harder as it must fall into the following logical parameters:
- Must be broad enough for them to know the answer, but yet narrow enough that it relates to your product/service.
- Has to be an open-ended question, but again not too open ended that other person would have to spend more than a minute answering you
- Something that they would feel compelled to answer.
Now the above is more subjective than objective, but try to internalize the points above to see what I mean by them. Once you've done that, you will start to realize this is more scientific as you are going to develop a hypothesis and then test it out till you get the right questions. It doesn't have to be a long complicated statement, perhaps between 1-3 words can get the right question. Good luck!
I would add that the question must engage the receiver and wow them. Often this would involve doing some quick research on Google or LinkedIn and catering the question to their business. As a receiver of many cold calls, I appreciate those that take the time to know my business. To often I hear, "does my product(s) sound like a fit for your business." I would rather hear, "our products are a fit for your business because of XYZ." This will open a dialogue and if they say no..we use product XYZ, then you can state how your product is superior.
ReplyDeleteLike searching for a job, give me your strongest, engaging 30 second elevator pitch and don't blend in with the crowd.
James - great to hear from the other side of the fence on what you would like to hear from someone that is soliciting your business. What you are saying also goes back to a previous blog of mine on starting from the bottom up (which is this link: http://cold-caller.blogspot.ca/search/label/how%20to%20begin%20a%20cold-call). So try to call the lower level guys who are more open to sharing insights about the company than the senior people, once you have the info then you can prepare the 30 second elevator pitch.
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