Engage Your Cold Calling Prosect

Coney wrote, "The toughest part is cold-calling a Middle-Market CFO or CEO and saying something on the phone that will get you an appointment. I’ve tried saying, “Hi, my name is Coney XXXXX , I’m a lender for XYZ Bank, the Xth largest bank in the U.S.. I’d like to come by and tell you more about the bank and also learn more about your company.” That doesn’t work. They could care less about learning about XYZ Bank and since they have an existing bank, they don’t want to take the time to tell you about their company unless there’s a good reason—like they’re in the market for a bank. How do I engage them and get them interested in meeting with me?"

We'll cover this great question that gets to the heart of the matter -- this week.

I know you said your prospect could care less about learning about XYZ Bank -- and you are absolutely right. Let's drill down on that very thought.

Many sales pros feel as though they MUST announce their company name when making cold calls. There is absolutely no need to do so.

Don't let the simple power of that statement slip by you.

There really is NO NEED to state the name of your company when you are cold call prospecting.

In fact stating your company's name can cause a mental switch to flip in the brain of your prospect -- a switch that says, "I don't care, I''m waaaaay busy with other things, goodbye."

So, begin the process of "engaging" with your prospects by doing this immediately, STOP saying who you work for when you make your cold calls. Take that phrase out of your cold calling script immediately if not sooner!

Visit: www.coldcallingexecutives.com

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