Warm-Up Your Chilliest Cold Calls With The Congratulations Approach

I know how hard it is to develop new business if you don't have an original sounding hook.

That's why I love what I call THE CONGRATULATIONS APPROACH. It can instantly heat-up the chilliest cold calls.

Whenever I read a newspaper or a business or trade publication, I keep my eyes peeled for names of “comers,” heads of small to middle sized firms that are making a splash in their respective ponds, large or small.

For instance I happened upon an article in FORTUNE that mentioned the owner of a Midwestern distribution company. With a few clicks, I was at the firm’s web site, doing a quick study of its products and positioning.

Then, I called, opted for the company directory, entered the President’s name, and within seconds THE MAN, HIMSELF answered the line.

I introduced myself as president of my own firm, and quite enthusiastically I said:

“Congratulations on the FORTUNE article!”

“Which article?” my contact wondered.

“The one that talks about equipment leasing.”

“Oh, right, that one. I haven’t seen it yet.”

And not one to miss an opportunity, I asked, “Would you like me to fax you a copy?”

“Uh, yes, sure, that would be great!” my once reluctant but now suddenly grateful and enthusiastic prospect replied.

Before leaving the line, my new friend clicked onto my web site and affably agreed to engaging in a more detailed conversation in a day or two about my consulting programs.

I think there are at least a few lessons from this type of cold-calling:

(1) When people become “public figures” they tend to appreciate that they’re going to elicit attention;

(2) When you can genuinely compliment someone on an achievement of THEIRS they’ll tend to be all ears, and

(3) They’ll respect your approach to them, and generally be much more patient in hearing your initial pitch.

So, cold-calling can be warmed-up considerably, if you’re willing to manufacture your own hot prospects through a little research.

Article Source: http://www.content.onlypunjab.com

Best-selling author of 12 books and more than 1,000 articles, Dr. Gary S. Goodman is considered "The Gold Standard" in negotiation, sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com.

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