Opening Statements

Opening Statements:

First impressions are crucial in all aspects of life, and never more true when cold calling someone.

You never get a second chance to make a first impression.

Make a strong first impression that leaves the recipient wanting to hear what else you have to say. 

The reason we all remember the line Good morning Vietnam is not only because Robin Williams was so funny but because it was such a different opening statement to what we are used to receiving on the radio.

It was positive  and memorable. Robin Williams read the audience very well and understood what was needed to be different and to match the occasion.

Now there is no way I am advocating and recommending you go and do the same on your phone calls but there is something to be learnt from that story.

For example in order to be slightly different and to be upbeat you can replace the typical  “how are you today” with something more memorable such as :

• How is your Tuesday so far
• How’s the day treating you
• You sound like you are having a good day
• Hoping your having a good day

ALWAYS listen to the answer. Far too many salesman call me and don’t wait for me to answer this greeting, they just go straight into their sales pitch. I find this rude and puts me right off.

Do not mention any information on your products too early without mentioning the results which they bring . Mention the benefits and end result - not the service. Don’t try to sell them the product in the first sentence. This will not convince them at all and will only convince them that you are not worth listening to.

You need to build a rapport with them and understand what they want/require before moving to the next level (value statements).

Small talk – only if you are comfortable with it. Don’t open a can of worms. Remember you are in control of the conversation so choose your words wisely.

Here are my Top 10 Sentences to avoid:

1.“Just” – just calling to ask, just a minute of your time, just wanted to know,…

2.“I wanted to introduce myself..” – It is simpler and more straightforward to say “May name is David Garcia..”

3.Anything negative or embarrassing – Don’t tell them they have hard to pronounce or unusual names or that they are hard to reach.

4.“As you know we are the top provider..” – Assumptions like this make you look haughty.

5.“Are you the person there in charge of..” – You should have done your research.

6.Don’t ever apologize for taking their time and don’t ever thank them for taking your call.

7.“calling to check in / touch base..” – Be clear what your call objective is and don’t shy away from this.

8.“As you can guess this is a sales call” – Its awkward and shows you are nervous about what you are doing.

9.“I am not trying to sell you something” – This is a lie and if you believe in what you offer then there is never any reason to be untruthful.

10.“Do you have a few minutes to talk” - If he doesn't, be assured he will tell you anyway.

Bonus = 11.  “show..and ..tell” – These are bossy words that should be avoided. It is more productive to simply show them the demo or tell them about the feature benefits rather than to say what you will do.

When I started following these rules I immediately saw positive results. I received less hang ups, engaged my prospects quicker and generally felt more comfortable holding conversations. The recipients reacted positively to me and seemed to be far more responsive.