Cold calls or even a warm call you need to make sure you put your best foot forward. You need to make sure that you are using the best possible methods to get them to stay on the phone with you to hear why you are actually calling them.
If someone won't even stay on the phone with you long enough for you to tell them why you are calling them then you haven't even had the chance to see if they would want to talk to you about what you solve for. That stinks. It is a really stinky feeling to not even get past the first hello, hi, who is this....not even get to the point of being able to tell them who you are and why you are calling.
We all know those types of calls...
The ones where they say things like:
- Okay, pitch me now.
- You have 30 seconds to tell me why I should listen to you.
- No we don't need that. Click.
- Hang up.
- Please stop calling me.
- Don't call me again.
- You have called 10 times in the past 3 days...
To avoid those types of situations I would suggest that you start off your conversation when that person picks up the phone in the best way possible.
My answer to everything is simple. Be more human in your prospecting and be more human in your sales process.
Start with the cold call or connect call.
When someone picks up the phone you have the chance to either keep them on the phone or not. Here is how you can keep them on the phone just a little bit longer so they can actually hear you out on why you are calling in the first place.