The Secret to Cold Calling

Today's episode is all about cold calling! When you cold call someone, only two things can happen, one, they answer the phone, two they don't so you have to leave a voicemail. Don't try to sell someone on an answering machine, your objective should be to get them to call you back. Stimulate their interest.

• Stimulate interest: connect emotionally to stimulate their curiosity
• Transition interest: provide collateral or information to transition the curiosity to allow you to share a vision
• Share a vision: utilize the information provided in the previous step to prove reason, impacts, and capabilities to share a vision
• Manage and develop a vision: 80% of the work is to manage and develop the shared vision through signed contract, execution, delivery, and expectation management
• Thrive: when your customers sell for you.