Many people when they cold call, focus holy and solely on pitching their solution before they even know if there's a fit between them and their prospects problem. And this makes no sense at all and can destroy a lot of initial perceptions in your cold calls.
Well - that is, if the person on the other end of the phone lets you.
And that's the problem with old cold calling strategies, isn't it? Your prospects know right away that you want to sell them something. And they're usually just not very interested in talking with you about it.
People put up shields when you primarily talk about your product or service. They sense you're only interested in making a sale - not in what's important to them.
So it makes sense to move away from that old, tired cold calling approach. Focus instead on building a conversation with the other person. You'll become more personable, and your prospect will know you're interested in their world.
So lets take a look at 4 important keys to building a great cold calling conversation:
1. Create an Opportunity for Dialogue
A really great conversation starter is, "Hi...maybe you can help me out for a second?" When you ask people for help, it's not a sales technique. You're genuinely asking for assistance. You're looking for input to some questions you're going to be asking just a little later.
You know, when you open your cold call with this question, people almost always respond by saying something like, "Sure, how can I help you?" That's a normal human reaction.
So now you can continue with your question. It might be something close to "I'm just giving you a call... to see if you'd be open to different ideas around reducing revenue loss from vendor overcharges?"
Now you've opened a dialogue. And even better, you're focused on the other person's world, not on your own.
2. Speak Naturally
Remember to talk in a very relaxed, casual tone. Most people get over-enthusiastic when they make a cold call. It sounds really artificial, and prospects identify you right away as someone who's trying to sell them something.
So talk in a low-volume, non-hypey tone of voice. Just be yourself. That's the way conversations work in our regular world. And it's also the best way to have a conversation in the world of cold calling.
3. Stay Interested in the Conversation, Not the Sale
Here's the hard part about building cold calling conversations: you can't have a sales agenda, even if you think you're pretty good at covering it up.
If you're still following the old traditional cold calling mindset, it'll be nearly impossible for you to stay genuinely involved in the conversation process. Instead, you'll always be thinking about how you can move things forward into a sale.
And most prospects feel that. They sense your agenda, and they react with at least a little suspicion. Remember, your prospects don't even know you yet. They don't know you, and they don't trust you yet. So it's important for you to talk with them without trying to maneuver things into a sales outcome.
4. Focus on Their Problems
So if you're not going to talk about your product or service, what do you talk about?
Well, you focus on the other persons problems. You focus on their problems, and invite a discussion about whether or not your solution might solve one or more of them.
Most people respond warmly and readily to conversations around their issues. It's the best way build a trust-filled connection.
It's important to realize this isn't just another sales technique. It's a crucial step to creating an honest interaction in your cold calls. When your prospects realize that your goal isn't to persuade them to buy your product, but rather to understand their world better, they'll relax more. A productive, genuine conversation can emerge from that place.
So think about the possibilities of building a conversation rather than making a cold calling sales pitch. You're a real person, talking to real people. You'll be talking with others rather than talking at them. Everything is less artificial. And others are more willing to welcome you into their day.
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Adam Price is a professional online business networker, sales trainer and author around effective referral networking & internet marketing. Learn how tap into the powerful online world of networking, sales and trust building by visiting:
http://www.law-of-attraction-and-success.com/SalesSuccess.html 
