Many of you are cold calling–or introductory calling, as I opt to consider it–to set new commercial enterprise appointments with potentialities. With the intention to correctly set new business appointments, it is crucial to decide the purpose of your initial cellphone name. Lots of you would say that your intention is to close the sale. And this is proper–final is your ultimate purpose. Ultimate, however, is not the purpose of your first smartphone name. That is a crucial difference! While making introductory calls, your purpose is to set the appointment and simplest to set the appointment.
Every business has its own sales cycle. Getting in the door is step one. If your prospect does not know you, your company, your product or service, then she will never buy from you. So, how do you accomplish step one and get in the door?
On an introductory call, you are not selling your product or service, you are selling a meeting. You want your prospect to give you 10 to 15 minutes of their time so that you can introduce yourself, your company, your product or your service. And that is it! At this point, you are not asking the prospect to do anything but give you time. You are not asking her to buy anything, change vendors, commit to or change anything that she normally does.
Approaching your calls this way changes the entire conversation. Suppose your prospect tells you that she already has a vendor. So what! You are not asking her to change vendors, you are asking her to meet with you so that you can introduce yourself, your company, product or service, and that way, in the future, if her situation changes, she’ll know you, she’ll know the company, product or service. Certainly, it never hurts to have a backup source! This is entirely reasonable! (By the way, if your prospect already has a vendor, that makes her a qualified prospect–she buys what you sell!)
If you think about introductory calling in this manner, the entire tenor of your conversation with your prospect changes. There is less pressure, both on you and on your prospect. It makes your manner more relaxed, and it relaxes your prospect and allows them be open to what you are saying. This works. Once you are in the door, the sales cycle can move forward