Cold calling the right way

God    Sales     Christin Comaford, cold calling, leads, mixergy, sales, tips

The biggest challenge I find with doing sales is contacting leads. I find it somewhat unnatural to ‘manipulate’ and ‘maneuver’ to turn a ‘no’ into “sure I’ll give you a chance to introduce your product/service”. There’s a solution that makes so much sense.

Was listening to Christine Comaford on Mixergy today and she bought up a good point and technique for handling leads. It’s a waste of time and energy trying to make someone who doesn’t want to buy into a customer. It’s better to find the right type of customers that do want to buy. Here’s her amazing tip:

1. Put your product or service into a benefit statement and ask if they are interested.
   i.e. “Are you interested in making money off your website while you sleep?” If no then say thank you and good bye. If yes go to 2.
2. Ask for a meeting time
   i.e. “Would you be able to meet for 45 minutes where I can explain to you how my service can make you money while you sleep?” If no then say thank you and good bye, they are not serious. If yes go to 3.
3. Ask for the decision makers
   i.e. “Will you be able to get all the decision makers there? And if the product/service is able to meet the needs I promised, would you be able to make a decision then?” If no then say Thank you and good bye. If yes then set a meeting.

This technique makes so much sense. This is natural and easy. You are not trying to manipulate the person. As well you prime them and is able to get all the decision makers in one spot. This is absolutely brilliant.

The goal is to find the right type of customer instead of trying to convince the wrong type of customers, you can do it but there is a lot of resistance. Also be careful, the script may not be right so you’ll have to playing around but the idea is there.

See the interview here.