From the course: Cold Calling: The First Seven Seconds
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Do your homework
From the course: Cold Calling: The First Seven Seconds
Do your homework
- [Instructor] So if we're using random questions to attempt forming a weak connection with the prospect, why not cut that, save time, not annoy the prospect and in fact, impress the prospect by respecting their time and doing some simple homework ahead of the call. Calling a prospect, even vaguely informed about their background or any mutual connections you have with them puts you head and shoulders above the competition that are just blindly dialing. In a recent study, 79% of decision-makers said that they're least likely to engage with sales professionals who lack knowledge about their company. The reason is simple. You're wasting their time and not respecting them if you don't have any prior knowledge. If you know whether the prospect is the decision maker or not, who they report to or who reports to them, what their role is within the business, if their business has made any changes recently, or if they have any plans in…
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