Approaching an initial phone call with a prospective buyer as a “cold-call” will only set yourself up for failure.
In fact, “The Sales Hunter” Mark Hunter takes issue with the term “cold-calling,” itself, and the negative connotations it carries. In a recent post for his Sales Motivation Blog, he argues that by treating your initial sales prospecting as a chance to share information that can benefit the person you’re calling, instead, you can remove much of the awkwardness associated with what might otherwise be considered a random call.
The key, Hunter suggests, is to make the call about the prospect. Your goal should be to have five unique benefit statements and/or five pertinent pieces of information that you’re confident they will find interest in. For more advice on how to reconsider your sales prospecting approach, read Hunter’s full article here.
Related Content from OpenView:
For more ideas on how to warm up your cold-calling, OpenView has more than a few crucial tips. First, watch this video, then head over to the OpenView blog to read this post on cold-calling do’s. And make sure to follow that up with this post on the don’ts.