Tip 1 – Luke warm calling
Stop cold calling and start warm, or luke warm calling. Cold calling is hard and difficult. Instead call people you have been emailing, or who you are connected to on LinkedIn etc.
Tip 2 – How to you get past the regectionist
Is about getting past the ‘regectionist’, or the receptionist (as they are sometimes called). This is my script “Hi can I speak to Simon please, it’s Steve”. It is as simple as that. There is often a thought in the receptionists head… Who is Steve? He clearly knows Simon! I should know him! I will put him through. It doesn’t work all the time, but it gets me through often.
Tip 3 – Have a script
Mine is something like this “The purpose of our call today is to do three things. Firstly, for you to give me an update on where you are? Secondly, to find out what challenges you currently have and thirdly to discuss how we can help you. Does that sound fair?”
The key message is ‘test your scripts’ to see if you can improve them.
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