I don't mind phone calls from people prospecting for business. Fair is fair: I prospect by phone, too.
But be aware that I know why you're asking me if I've ever heard of your company. You're giving me an early chance to get "no" out of my system, while I unwittingly authorize you to tell me more.
So if I opt out of the script and cut to the chase by asking what's for sale, don't dodge. Don't say, "Nothing is for sale... I just want to inform you about..." We both know that the reason you're informing me is that you hope I'll buy something.
One of the most effective openers I have ever used for B2B calls is, "Brace yourself: this is a sales call." This uncommon candor rarely fails to draw a chuckle, followed by, "Go for it."
I've won my fair share of new clients that way.
Steve Cuno
But be aware that I know why you're asking me if I've ever heard of your company. You're giving me an early chance to get "no" out of my system, while I unwittingly authorize you to tell me more.
So if I opt out of the script and cut to the chase by asking what's for sale, don't dodge. Don't say, "Nothing is for sale... I just want to inform you about..." We both know that the reason you're informing me is that you hope I'll buy something.
One of the most effective openers I have ever used for B2B calls is, "Brace yourself: this is a sales call." This uncommon candor rarely fails to draw a chuckle, followed by, "Go for it."
I've won my fair share of new clients that way.
Steve Cuno
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