Here are three common cold call techniques you should probably avoid:
Mistake # 1: Focus on the conversation around you and what you have to offer
The old approach is to introduce yourself, explain what you are doing, and suggest product benefits and features. Then close your eyes and pray for the other person’s interest
Unfortunately, when I stop talking, I often hear “I’m sorry because I’m busy” and “I’m sorry because I’m not interested”.
You see, you started your cold call by talking about your world and what you have to offer. But in reality, most people don’t really care about you. When you talk about your business and your product, it’s just another ad for them. They often “turn pages” because you don’t hire them.
Prospects are more interested in what is important to them and to them. Therefore, when you start a conversation focusing on their world, they are more likely to interact with you.
So instead, talk about the problem or the problem to be solved. Focus on them, not what you have to offer. And see where it takes you.
Mistake # 2: I’m sure they should buy your product or service
The old way of thinking about canvas is to focus on selling and be completely convinced that what you are offering is something that others need to buy.
The problem with this approach is that you didn’t ask them to understand this with you. So think about it-in the old state of mind, you really decide what’s good for someone else. I know this isn’t planned, but that’s exactly what’s happening to your prospects.
So instead of being confident and enthusiastic, just stop and think about the other person. Relax in real-life conversations, rather than moving on to compelling strategies and marketing. Put them in their place and invite them to explore with you if what you have to offer is right for them.
Others can really see the difference. You invite them to see if they can help solve the problem. This allows for a much better connection from the beginning and significantly reduces its immediate rejection.
Mistake # 3: When someone disagrees, try to overcome it
One of the reasons why canvas creation over the phone is so difficult is that you may not be familiar with the person or your business. When you make that first call, you don’t know much about their problems, problems, budgets, and time constraints.
Perhaps not everyone will benefit from your product or service.
In reality, your business or product is not suitable for everyone. Still, when someone disagrees (such as “no budget”), the old cold-call mindset is “overcome,” “bypass,” or “override.”
But when you do that, you put others on the defensive. What they said is rejected. And this is where rejection can occur very suddenly.
Therefore, it is best to listen to their concerns and continue to determine if what you are offering makes sense to them. There are some great phrases you can use to validate points without closing the conversation.
You have now discovered the top three canvas mistakes that people often make. See if you can escape those old self-disturbing thoughts. When you do, you will find that people are more and more involved with you, and there will be less immediate rejection that you are very accustomed to.