In Prospecting

Cold calling is very challenging, not to mention the rejection you’ll get because there might be a 70% chance that they’re going to say no. But what can you do to bring that down to a 50%? In this episode, I’m going to play another snippet taken from one of our past training to help you with prospecting.

The upcoming semester of the TSE Hustler’s League is happening in January where we’re focusing on how to build value with the prospecting to continue having solid relationships with them.

Strategies for effective cold calling:

  1. Understand the ideal customer.
  2. Find out the issues they’re facing that they don’t know about but are affecting them.
  3. Get the appointment

Too many salespeople are having trouble with this that’s causing anxiety, fear, and worry to creep in. Why? Because they’re used to the traditional model of cold calling where you get a phone book, make a call, and get an appointment.

The cold calling landscape has changed now. The best way to do this is to personalize your message.

The Golden Rule is…

Treat others the way YOU like to be treated.

And the way everyone wants to be treated is to be treated personally.

The Platinum Rule is…

Treat others the way that THEY would like to be treated.

What’s in it for them?

Don’t just go out there and broadcast your message. You should be able to convey what’s in it for them. Figure out a way to share to them that this is something for them. Stop pushing your own agenda and tailor your message to your customer.

Episode Resources:

The Power of Habit by Charles Duhigg

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