What’s worse? Making a cold call to someone who you are unsure as to the relevance of contact or to a telephone number without a pertinent starting point? Both offer dead ends of opportunity and both scenarios, alongside similar, can be avoided.
With a little bit of homework you can clarify these points and avoid the pitfalls of cold calling in particular. And not only can you avoid them but you can also gain valuable insight into what is on a particular targets mind. This puts you ahead of the game in terms of having a tangible conversation with the prospects and entirely avoids the cold approach.
We know we have covered this area before but it cannot be emphasised enough the importance of background activity prior to making a call. You sometimes only get one opportunity to converse with your chosen contact so make it a barn stormer of a call. They’ll appreciate the effort you have put in to ensure you are not wasting their time and are more likely to converse openly with you on the chosen channel you have approached them about.
Remember the saying – it’s not just who you know it’s also what you know. How you know the intelligence can also be a serious door opener but take care given that some intelligence should never reach the public domain. All companies are aware it happens so when approaching a prospect, word your initial conversation piece delicately so as to avoid any issues. If the intelligence comes from an open source ie. a business network then it can be treated as such but other that comes from more personal or restricted sources should be treated with appropriate care.
We hope this detail proves useful and thanks, as always, for reading.
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