How to Build Great Relationships through
Master the foundation for cold calling success
Sometimes the finest solutions are the simplest.
Focusing on relationships when making cold calls is
one of them. It keeps us genuine, and eliminates our
dread of making cold calls. We're real people talking
about real things. We're interested in the conversation,
and it shows.
Most of us dislike putting on our "salesperson
persona" when we make cold calls. We think it's
needed, however, because we've been trained to make
the sale. And yet we're interacting with a live, breathing
person without having any real connection to him or
her. It often feels fake, and it often is.
This artificial role puts a great stress on us, and
sabotages our cold calling conversations. When we
aren't genuine, it's a red flag to the other person
that we have a sales agenda. This puts nearly everyone
"on guard." They've never met us and are
wary of possibly being manipulated.
Have you ever noticed that most cold calls break
down the moment we try to "move" things
along towards a sale? It's as if we're getting ready
for battle, and the tension pushes us along.
But the person we've called doesn't know us. The
momentum we're trying to impose puts him or her in
a defensive position. They're protecting themselves
from a potential "intruder" who might have
a self-serving agenda.
So how can we to shift into something more positive?
We begin by focusing on the relationship rather than
salesmanship. We call with the anticipation of meeting
someone new, and looking forward to a pleasant conversation
to find out whether we can be of service. This mindset
is subtle but powerfully felt by the other person.
Building relationships humanize our cold calling
conversations -- and ourselves. We are less artificial.
Cold calling conversations become more natural. And
people tend to respond with more warmth and interest.
The point is not to use the "technique of building
relationship" to improve sales. That's having
a hidden agenda rather than a relationship. Our goal
is to see if we can provide something that will benefit
the other person. If it doesn't, then we prefer not
to continue interrupting their day. That's a real
relationship, even if brief.
When we're being real people treating others as real
people, the difference is amazing. Both people are
both more at ease. We anticipate talking with someone
who may possibly have an interest in what we have
to offer. And if they don't, we've enjoyed our time
with him or her.
When others feel this relaxed mindset from you, they
are much more likely to welcome you into their day.
But if you rigidly follow a script or launch into
a mini-presentation, then your call is immediately
pegged as something initiated primarily for your own
gain. And that puts most people into resistance.
Here are 8 keys to building relationships in cold
1. Focus on the other person's needs rather than
on securing a sale
2. Surrender to the outcome of your cold call so
you can connect with your potential client at a human
3. View the human connection as an exciting journey
in which you encounter new and interesting people
4. Speak graciously and naturally as you would with
any new acquaintance
5. Remember it's about how you come across, not about
how many people you call
6. Allow the conversation to evolve naturally
7. Invite both of you to decide together whether
it's worth your time to pursue the conversation further
8. Use phrases that are non-aggressive yet very effective
So try this. Practice shifting your mental focus
from salesmanship into a place of relationship. You'll
find that your genuine enjoyment of the conversation
rubs off on the other person. They'll be less defensive
and more likely to share with you truthfully.
One of the best ways to build relationship is by
using phrases that carry the human element very well.
Start out by asking, "Hi, could you help me out
for a minute?" The most common response will
be, "Sure. What do you need?"
Your next question might be to ask whether they are
open to the idea of looking at different ways to,
for example, reduce their expenses. Most of the time
the reply will be something like, "Well, sure,
what kinds of expenses are you talking about?"
Now you are able to open the conversation between
the two of you and build an initial relationship.
It's easy and comfortable to continue from there.
When you do this, you'll experience so much success
and satisfaction that it will really change the way
you do business. And it will bring sales success beyond
About the Author:
Visit Ari Galper at http://freecoldcallingtips.com/
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