Two easy ways to establish credibility on an appointment making call.
What is the first thing that goes through the mind of a target when we cold call them? – “Oh brother, another stranger trying to sell me something they want to sell, that I don’t need, and interrupt me from my appointed task.”
Even if we do have something that could truly make their life easier, they don’t know us or trust us so we have no credibility – or as the kids like to say, we’ve got no ‘street cred’. So how can we create some?
It’s actually pretty easy. First, talk about what we’ve done for others, not what we can do for them. Second, talk about what others are saying about us. People will trust what others like them are saying, even if we’re repeating it, so use those two techniques when building scripts and value propositions.
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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