The cold call sequence

Get their attention

Say something that get their attention. This may be something simple.

Good morning Mr. Williams.

Do not use gimmick openers. These are pretty well-known these days and are more likely to be experienced as an insult to their intelligence.

Mr. X. If I told you a way to halve your tax and double your income, would you be interested?

Identify yourself

They will want to know who you are, so quickly and simply introduce yourself and your company.

My name is Peter Jones from Carlsbridge Associates, the largest executive placement firm in the city.

Do not try to gain credibility by telling them how wonderful you are. This will only lose, not gain, respect.

My name is Peter Jones, six-times consultant-of-the-month from Carlsbridge Associates.

Tell them why you're calling

Give them good reason to continue to converse with you by explaining clearly why you are calling.

The demand for top executives in the city has doubled in the past year and I'm calling to find out if you have been affected.

Again beware of falling into a promotional pitch that turns them off rather than gets them excited.

We can solve all of your executive problems with our superior portfolio of services, from assessment to sourcing and in-place coaching.

Qualify them

Before you move on, you need to know whether it is worth your spending more time with them. You thus need to do an initial qualification. Whilst you may well do further qualification at a later date, a quick qualification now will sort out those who you have no hope of selling to.

Can I ask if you may be seeking good executives this year?

Quick links

The cold call sequence

Get their attention

Identify yourself

Tell them why you're calling

Qualify them

Move to the next steps

See also

Site Menu

You can buy books here

Quick links

Disciplines

Techniques

Principles

Explanations

Theories

And

Site Menu

Quick links

Disciplines

Techniques

Principles

Explanations

Theories

And