Here are 3 common cold calling techniques that you should probably avoid:
Mistake #1: Center the conversation around yourself and what you have to offer
In the old approach, you introduce yourself, explain what you do, and suggest a benefit or feature of your product. And then you close your eyes and pray that the other person will be interested
Unfortunately, the moment you stop talking you usually hear, “Sorry, I’m busy,” or “Sorry, I’m not interested.”
You see, you’ve started your cold call by talking about your world and what you have to offer. But realistically, most people aren’t all that interested in you. When you talk about your company and your product, it’s just another advertisement to them. You haven’t engaged them, so they often just “turn the page.”
Prospects are much more interested in themselves and what’s important to them. So if you start the conversation by focusing on their world, they’re more likely to interact with you.
So instead, talk about an issue or problem they may need solving. Focus on them rather than on what you have to offer. And see where it takes you.
Mistake #2: Be confident they should buy your product or service
In the old cold calling mindset, you’re taught to focus on the sale and be completely confident that what you’re offering is something the other person should buy.
The problem with this approach is that you haven’t asked them to determine this along with you. So think about it – in the old mindset, you’re really deciding for someone else what’s good for them. I know this isn’t intended, but that’s exactly what comes across to your prospects.