"Sales Prospecting Techniques: Opening the Call"

by Mitch Maloney
(Germantown, WI 53022)

At the beginning of every cold call I am quick to introduce myself, company, and purpose for cold call.

Then, I ask the person who answered for his/her name and for the name of the one who makes the decisions for the product I'm selling.

Getting to the point quickly shows respect for the time of the person on the other end of the phone and gets that person to focus on passing me along to a key decision maker.

Does it work all the time?

No, but more so than not it positions me as a person who respects peoples' time; and who has potential solution(s) to a business problem that this company is quite likely experiencing.

suggestions for opening a call

by karmen
(oklahoma)

What is the best way to open a prospecting cold call that will grab their attention and make them want to talk to me?

"The Art of Cold Calling: Opening Lines"

by A Cold Caller

We often use what I refer to as the "blonde opening." I can say this because I am in fact, blonde.

Here is how I might start a cold call:

"Can you help me?" Or - "I need some help, please."

The idea is to trigger an automatic response from the prospect - to help a caller in distress. We're looking for the prospect to say something like, "Sure how can I help you?"

Then, we cold callers should be ready to ask other questions like:

"I am trying to understand the marketing plan for xxx your company.

Do you work on that?

When is it developed?

What is your mix of media?

Who is your target market?"

--- The goal is to ask questions. Be prepared to go on and on with those questions--

The prospect who is interested in our product/service will eventually ask us a question.