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Cold Calling Winning Attitude

Written by: Willa Schecter

Article Overview: While cold calling, as well as in all communication, 3% is verbal and 97% is non verbal. It’s all about your attitude.

Cold Calling Winning Attitude

When your attitude is “My goal is to add value but without knowing more about you I have no idea if I can. The best way to find out is to meet to see if there are any synergies” the prospect will be more inclined to meet you or at least agree to have further discussions.
An attitude of “I don’t know” vs. an attitude of “I want to get a meeting and convince you that my produce/service is the best so I can get a sale”.
If the prospect smells an attitude of you wanting to get something from them (and rest assured they will) they will be reluctant to meet. They will be concerned that you will try to “sell” them something and that they will be at the receiving end of a pitch.
This sounds so simple, but it’s extremely difficult to master. That’s why 2 people can say the exact same thing on a cold call and one will get lots of meetings and the other won’t.


Testimonials to the power of an “I don’t know” attitude:

I called a business owner twice but caught him at bad times. The third time I called within a couple of minutes he said "I think I know what you are after..."
I immediately responded by employing some of your advice. I said "I am not after anything yet. I don't even know if what I am doing for my clients would benefit you and you needs. If anything I am after a conversation to share our ideas with one another. Then we'll see if there is some foundation for discussing potential business together.”
He agreed to meet me Monday after work.


I utilized your..."at this point I realize you don't know me and I am not even sure that I can add value to your situation. However, I would like to meet with you for about 15 minutes or so, to show you what I do for other (business people) and see whether or not you would find value."
I have had good results with that.


CoachWilla

Related Articles
  Overcoming The Fear Of Cold Calling
  Stop By All That Business Your Are Driving By If You Want to Increase Sales
  Cold Calling Tips: Check Your Calling Attitude
  What Cold Calling Business Lead Management Can Do For Your Business
  Is cold calling right for my business?

Article Tags: 15 minutes, attitude, business owner, cold call, couple of minutes, exact same thing, pitch, synergies, testimonials, third time



Related Forum Posts
Re: How to develop sales contacts? - Everyone has the right idea here. Depending on your business, there are different techniques that you could use. For consultants and sales heavy businesses, there are three tactics that I have found especially useful in my business: 1. Attend Networking Events 2. Cold Calling 3. Referral Program 4. Affiliate Program (most successful) The affiliate program was successful for me, as I hooked up with a franchise consultant, and he gave multiple unit businesses that needed my credit card processing services. I highly suggest you hook up with a sales partner, and give him a cut of the monthly revenue.
Re: Direct Mail Postcards - Post cards would be really expensive to send from Japan...but one way to advertise that is not expensive from overseas is by Cold Calling using cheap VoIP equipment. I know Japan has a really good internet connection, so as long as you are willing to stay up late, it might be an option. I cold call from Thailand far, far away from any city using a CDMA wireless internet connection and have had pretty good results. I find tho, that cold calling works best for business 2 business (b2b), rather than b2c products. --matt
Re: Cold Calling - As long as people are out of jobs, you'll probably have a lot of people who say they want to work for straight commission, but if they don't get paid fairly quickly, they usually move on. We've run into that and went through about 500 people (whose resumes looked really good) until we found about 3 good resellers. People just don't want to work for anything. Or they do a good job getting the business but don't do the follow up necessary to make the sale......so they move on thinking they need money NOW. Our business requires all cold calling as well. It's really tough for people to perfect that but there are a lot of good books out there. On is Cold Calling Techniques, by Stephan Schiffman
Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!! - Yes, you are right Mal. Attitude plays a big role in it. Robert
Elevator Pitch in 10 Words - "Winning Business Design For Aspiring Entrepreneurs Based On Their Idea"


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