We rarely think about our prospects problems when we cold call. Its just easier to focus on our product or service. Naturally, its really tempting to make cold calling all about us and what we have to offer, rather than about the other person.
In this new cold calling approach, we think about the potential client. We especially look at problems theyre having, and we build our conversations around that. This is the most effective way to do cold calling, and heres why:
1. Potential Clients Listen Better
In the old traditional sales mindset, weve been trained that the best way to make a sale is by talking about us, our company, our product, and the benefits it can offer to potential clients.
Well, the problem with this approach is that its all about you. The standard pitch – “Im so-and-so, Im with such-and-such, and we do such-and-such…” is about who you are and what you do. The moment the people youre talking with realize that youre making the conversation about you, they tune out and turn off. We all do this in our everyday life when were confronted by someone who talks on and on about themselves.
2. We Avoid the...
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