We rarely think about our prospects problems when we cold call. Its just easier to focus on our product or service. Naturally, its really tempting to make cold calling all about us and what we have to offer, rather than 부동산양도세계산기 about the other person.
In this new cold calling approach, we think about the potential client. We especially look at problems theyre having, and we build our conversations around that. This is the most effective way to do cold calling, and heres why:
1. Potential Clients Listen Better
In the old traditional sales mindset, weve been trained that the best way to make a sale is by talking about us, our company, our product, and the benefits it can offer to potential clients.
Well, the problem with this approach is that its all about you. The standard pitch – “Im so-and-so, Im with such-and-such, and we do such-and-such…” is about who you are and what you do. The moment the people youre talking with realize that youre making the conversation about you, they tune out and turn off. We all do this in our everyday life when were confronted by someone who talks on and on about themselves.
2. We Avoid the Numbers Game
The new cold calling approach walks away from the “numbers game.”
The numbers game is the belief that if you call enough people, some of them will listen to your presentation and that some of those who listen will buy.
However, when we focus on solving the other persons problems, we break out of that grim scenario. Its no longer about how many people you call and pitch. Its about your ability to connect and build trust within each one of those calls.
This is because youre focusing on something (a problem) that others can immediately relate to. Rather than offering a long pitch and rolling the dice, hoping that someone will respond positively.
3. Trust and Integrity Become Part of the Process
Most cold calling approaches try to slip in the back door by using strategies and techniques designed to “get the sale.” Sometimes these techniques feel manipulative. Sometimes theyre annoying to the potential client.
For example, theres a cold calling approach thats based around intricate questioning techniques. Its designed to get at potential clients pain and lead them into a sale. The problem with approaches like this is that the goal is always to get the sale, not find out the truth of whether theres a fit between you and your prospect.
In this new way of cold calling, were focused on the other person and their problems. Were looking for opportunities to assist, and were doing it with the highest of integrity.
This approach to cold calling doesnt use influence techniques in any way. It speaks straight to the customers problems in a non-threatening manner. All you have to do is focus on the truth.
4. Problem Solving Feels Better than Selling
When you follow the new cold calling approach, you become a problem solver rather than a salesperson. This is the most powerful shift you can make. From this place, youre building trusting conversations. You are speaking to the problems of your prospects rather than pitching your solution. You are thinking from their perspective and engaging them in their world.
Most of us like “fixing things.” Theres a greater sense of fulfillment in discovering whether we can help someone fix a problem. Were engaging some of the best character traits we have as people, and that feels good. Our days end with a sense of satisfaction rather than frustration.
These are just a few good reasons why problem-focused cold calling works best. Youll find opening conversations will become effortless. You will also attract peoples attention because youre addressing a specific problem that is of concern to them. Prospects wont look at you as a “salesperson.” Youll stand out, because most people who sell are trained to just promote their service or product. Moreover, youll eventually discover an overall sense of ease permeating your cold calling day.