Mistake #2 – Tell the Target all about what we can do for them

Remember, they don’t think they need what we’re selling, so why do we think this approach will work? Instead we should tell them about the results someone else got from using what we sell. (All of us – ok, maybe just most of us – think that others know some little secret we don’t that’s made them more successful than us.)

As this technique is too long to describe in this Blog, I’ve published a supplemental Blog which follows directly. If you’d like to read a more robust article about how to write Powerful Cold Call Value Propositions, click this link http://www.caponipg.com/Newsletters.htm and select the July, 2008 Newsletter. You’ll find a simple three step process to writing powerful reasons to get together.