The cold call Gatekeeper is a menacing specter for the intrepid sales hunter.
Maybe that’s because most sales training treats the Gatekeeper as a quasi-mythical beast that must be slain in order to reach the prospect and set the appointment, viciously frothing and snapping to ward off intruders.
But these days, it turns out the Gatekeeper is a fairly mild-mannered adversary. While receptionists and assistants still exist, today’s decision makers increasingly rely on caller ID and voicemail as their defense against unsolicited calls. And the rise of the robot Gatekeepers creates a new opportunity to get a leg up on your competitors. Here’s how:
Maybe you’ve found it harder to connect with prospects on the phone in recent months (or years). Maybe it’s been a while since you set an appointment with a cold call. Maybe you’ve read about how email, social, and SEO are where it’s at these days.
Or maybe you just don’t like cold calling.
Whatever the reason, you may be wondering: is cold calling finally dead? The answer may surprise you…
I know my answer: the results aren’t always consistent.
Yes, dealing with resistant prospects can be challenging, frustrating, and unpleasant. But it’s all worth it for a steady stream of appointments.
So how can you create more reliable results? Science.
Specifically, you can use Robert Cialdini’s 6 Principles of Persuasion—the proven psychological triggers that increase the odds your prospects will say “yes” to your request—to boost your cold calling success. Here’s how:
You leave a lot of voicemails for your prospects. Want to get a lot more callbacks?
Try using basic psychology.
At our February gathering of Business Wise Insiders (our monthly networking and B2B brainstorming session in Atlanta, Charlotte, and Dallas-Fort Worth), we discussed the 6 psychological principles of persuasion from Robert Cialdini’s famous book, Influence...
...including an idea for how to use one of these principles to generate more callbacks. Here’s how it works: