Keep your opening to a Cold Call short.
We see a lot of companies spend an inordinate amount of energy trying to cram lots of great reasons why the target should meet with them into the opening script. The result is that they become too long. Back on May 20th, we covered the concept of how to build the right opening.
Because the appointment making call doesn’t really begin in earnest until the target says no, we recommend keeping the opening very short. How short? Here’s a rule of thumb: when delivering the opening, if we feel uncomfortable and start rushing through it before the target hangs up on us, it’s too long.
Check back through our blogs over the past two plus years for some ideas on writing a good opening and how to conduct the call.
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
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