Pick Up The Phone and Sell

CHAPTER 35THERE ARE NO COLD CALLS, SO STOP THINKING ABOUT THEM THAT WAY

People often ask me about how to make cold calls, and in my reply, I almost always include that I don't believe there are any cold calls.

I think we have a lot in common with the people we are calling.

This was true in normal times, before the pandemic, and it is especially true post-pandemic.

In fact, I think we have so much to talk about with prospects we don't know that we can talk for an hour about things we have in common before even getting to business.

So, let's review all the things we have in common with our “cold call” prospects.

Please keep these things in mind when it's time to call somebody you don't know.

You know a lot more about them than you think.

You can ask about all of these different areas in a casual getting-to-know-you conversation.

PERSONAL AREAS IN COMMON

In these areas, you can share first if you'd like and then ask the prospect about themselves. Or vice versa – whichever feels more comfortable.

• Family: You're both working to take care of your family and provide for them as well as you can. How is your family doing?
• Kids: Ask about somebody's kids, and you will honor them, and they might talk to you for 10 minutes or more about their children. Do you have kids? What are they doing?
• Home: You both have homes to take care of, no matter what kind of place you reside in. Here, you can volunteer something: We have been remodeling our master bath, and it seems to be going on forever ...