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Business to Business Online Expos

Turn ‘Cold Calls’ into ‘Connect Calls’

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coldcallI don’t think I ever met a salesman that enjoyed making cold calls. In fact, it’s usually the entry level gig to any major sales position with a company.

I’m a salesman. I’m not gonna lie. Cold calling sucks. However, the name Cold Call doesn’t mean that you have to be cold with the person you’re speaking with. Get off the script and find a way to connect. A first time phone chat has a much better chance of converting into a future deal if the focus is on the company and person you’re calling.

Meaning, don’t call to promote your product, call them to fill a need [with the help of your product]!

Lew Hoff, President of Bartizan Mobile Apps wrote a recent piece about this on TSNN. Hoff recommends using their profiles on social media as a tool. “If you use Linkedin and Twitter your cold calls don’t have to feel like cold calls because you know something about them and can possibly relate on a human level. The prospect could be a neighbor, went to the same school, have the same hobby. Be open with the people when you call about having looked at their LinkedIn profiles. It helps break the ice. Plus it shows you’ve gone to more trouble than 90% of the other salespeople who call them every day.”

Great points, read the full story here.

Lew says Cold Calls like this are considered Connect Calls. And that makes perfect sense because you are making a connection early which dramatically improves your chances of closing the deal.

Go get ’em Tiger!

 

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