Infocusselling’s Blog

May 8, 2008

Cold Calling When it is Warm

Cold calling–those two bone shivering words that 98% of all sales people hate. The goal is to build a networking, referral, and alliance base so that you can avoid making cold calls. If you haven’t yet built that, stay tuned for tips on how or email me for insight right away.

Today I want to talk about cold calling when you already know the other person. “But that’s not a cold call!” you object. Sure it is. How many times has someone that you have met called you, and in the conversation you realize that you don’t know exactly what they do or the results gained by their customers? If it has happened to you as the answerer, it has also happened to you as the dialer.

Today’s tip on cold calling your warm prospects is to purposefully use your framing statement in your call to bridge from pleasantries to why you are really calling–which is to get an appointment to talk with someone who you already know specifically about how you can help them. Since you know the person, you can use that to your advantage. “Joe, you know that we keep business owners out of the secret IRS jail (your multi-purpose framing statement), but we have never talked about how we might be able to keep you out of that jail. Could we spend a few minutes next Tuesday or Thursday talking about that?”

Try this for a week. Call people you know and maybe even those you tried to sell a year or more ago, and start over. Your framing statement is your best line, so lay it on them. It beats starting at A and working towards Z and I bet you will find more appointments and more sales.

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