Since we have only nine to 15
seconds to get a prospect's attention during a cold call,
it makes sense to make the most of those precious few
seconds.
One way to do this is to specialize
- according to who you are calling. This requires
some preparation ahead of time.
Example: If you sell compatible
toner cartridges (less expensive than OEM) and are calling
a law firm, instead of saying "we can
save you a lot of money on your toner
cartridges and I'd like to quote you a price," be
more specific and specialize.
EXAMPLE
- selling imaging supplies:
"This is Mary Smith
calling from XYZ Printer Solutions here in Des Moines. We specialize
in working with law firms, helping them save up to 40% on
their toner cartridges. I'd like to ask a few
questions to see if this might be of interest to
you.
"How
are your toner cartridges being purchased now?"
Mortgage
company example:
"Good morning
Mrs. Jones, this is Kevin Chapman with
the ABC Mortgage Company here in Dallas.
"We specialize in providing low-interest mortgage loans for
homeowners in your area.
"I’m calling today to let you know about some refinancing options that
are available for your mortgage loan.
"We may be able to save you several thousand dollars, depending on your current
interest rate. I’d like to ask a couple of questions to learn if this would be of value to you.
"What interest rate are you paying now?"
You can create your own
attention-getting opening statement using the worksheet
below.
Good morning _____________________________________
I’m ________________________________________________
with _____________________________________________.
We specialize in working with ________________________
helping them to _____________________________________
so that they can_______________________________________
The reason for my call is that
We have a new _____________________________________
and I’d like to ask a few questions to see if this might be of some value to you.
How do you currently _______________________________
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