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:
It’s another new year in sales, which means it’s out with the old… and in with the new.
Here at BWise, the “new” is represented by our newest Wise Guy, my 4-month old grandson Milo! (See the picture above—he’s smart, adorable, and the principal reason for the recent inactivity here on the Wise Guys Blog…)
In honor of our new arrival--and of the new approach every sales pro takes to his or her job in a brand new year—here’s a new twist on an old sales rule that will have you setting more appointments and closing more deals in 2016...