In my last webinar titled “Taming The Beast, Mastering The Art Of Cold Calling And Prospecting” I covered many different aspects of truly mastering your game as a cold caller.

I addressed some of the limiting beliefs that come up for so many brokers around the topic of cold calling and we dissolved them 1 by 1.  I shared some of the top lead sources and how to best harness them.  I also shared on how to generate high quality leads if you don’t have the money for premium lead services right now.

In addition, I spoke about how to get past even the most difficult gatekeepers.  How to present yourself and how to address screening questions when they come up. 

And I spoke about how to introduce yourself and begin a sales dialogue powerfully when you actually connect with a decision maker – where the rubber truly meets the road. Getting their attention where others might not.

I’d like to share some language I covered about that with some more added to it.  Once you’ve called the prospect by his/her first name and given your brief elevator presentation on who you are at the very beginning, which should take no more than 20 seconds and get right to the point (which I’ve covered in the webinar):

The key is to use Bold Claims and Statements and to say something that will actually get this person’s attention.  Not the standard, generic statements that every other broker will use when speaking to these folks. You want to distinguish yourself here.

Instead of simply saying that your’e calling in regards to the local utility bill, some examples of introductions that I shared in the webinar that you can use are:

  1. “I’d like the opportunity to provide you with an assessment of your current energy practices in a way that could save your organization a substantial if not dramatic amount of money.  And the beauty is it will take very little time and it won’t cost you a penny.”
  2. “There is a strong possibility that you’re bleeding money every month in ways you shouldn’t be and you don’t even realize it.” PAUSE I’d like to see if that is indeed the case and if so, give you the opportunity to do something about it. The beauty of this it will take very little time and won’t cost you a red cent” 
  3. “You may have noticed in the news lately that there have been some dramatic fluctuations in the price of natural gas/electricity in a way that could have a major impact on your organization’s bottom line, and I’d like to share that with you briefly to make sure you’re protected if you need to be and open up a dialogue between the two of us. This won’t take long.”

You can rephrase #3 by simply asking:

“Let me ask you, have you seen/heard in the news lately what has been happening with the price of oil, natural gas, electricity as of late?” 

If they say “yes” then you follow with:

“Then you know that prices have been moving up/down rather dramatically lately…” 

And move into an explanation of how it relates to them and why it behooves them to explore possible options or solutions right now.

If they say “no” then you follow with

“Well then it’s a good thing that I’m reaching out to you today, because there have been some rather dramatic moves you should know about as of late…” 

And move into an explanation of how it relates to them and why it behooves them to explore possible options or solutions right now.

One other option is to refer to results you have been able to get for some of their competitors or other entities in their industry.  They don’t want to feel like they’re missing out (“herd mentality”) or that they are being out done by their competitors.

You can say:

“I’d like to briefly share with you some efficiency related solutions/savings we’ve been able to show some of your competitors/ other organizations in your industry, that we believe apply directly to you as well, that you’ll definitely want to hear about. It won’t take long and it won’t cost you a penny.” 

And then you move into your presentation.

Remember, get their attention and get right to the point.

Have a great, productive day and go close some business.  

Have a great day and I’ll see you on the next webinar this Thursday Dec 13 at 2pm EST. It’s titled “[Sales Seminar Series with Mitch Harris] Converting Sales Resistance and Objections Into Profitable Transactions“.

Best Regards,

Mitch Harris
The Samurai Of Sales