Letting Your Prospect Breathe While Cold Calling

When we place a cold call we often expect the call to go a certain way and when the conversation sways of track we try our best to re-focus the call. I am sure this is because you have more calls to make…or you are trying to stay focused on the sale. Whatever your reason is you must understand that is a natural thing for your call to sway off track.

Think about the last conversation you had with a friend...you called them to chat about one thing and ended up talking about many other things…right? This is a simple natural thing when engaged in conversation.

The new mind-set teaches you that natural conversation is a more positive way to communicate with a prospect. It teaches you that sometimes in cold calling the sway of the conversation is ok. The new mind-set teaches you to make your goal helping the prospect solve their problems…and listening to the problem is part of the process.

The conversation may:
Lead to a new topic
Cause the client to become emotional
Cause the prospect to vent (ranting…on the topic)
Cause the prospect to grow silent

You must be able to be ready for these things as you place your cold calls. Remember your goal is to have a good conversation with the prospect on the other end…no matter how it turns out.
Accepting the fact that your product or service may not be a match with the prospect may be a reality. When we force it anyway we merely get a negative response. The prospect will shut down or put up a wall to evade our attempts at contact.

Defending our products or services also send the wrong impression and sometimes cause the prospect to become suspicious of us and our company ruining any future contacts we or fellow co-workers have with the prospect and their contacts.

The more natural your conversation is the less threatened or pressured the prospect will feel. Your comfort level also plays an important roll in how the prospect will respond. The more laid back you will get a more positive or truthful response from the prospect. Understanding that the prospects we contact in our cold calling are people like you and me is an important view to remember. Simply think of the prospect as you and think of how you would react to or have reacted to a cold calling experience this will give you a better understanding of your prospects position in cold calling.