It does happen at times, so always be ready

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Hopefully, this little lesson will help you think differently and adapt more readily when you hear your next potential client say “no.”






Treat the call as a warm call, not a cold call
Since you’ve done your research & perhaps sent relevant material to the prospect already, you are connecting with someone who you know may benefit from your conversation.

Also, keep a light, casual tone, similar to how you would speak with a personal friend. Smile. People can actually hear you smile, and it improves your comfort level.

Don’t forget that the first call is often used to confirm they are the right person to talk to, or to ask for a referral if they are not the right person. There’s nothing to be tense about.

Gatekeepers are our friends
Many “gurus” will teach you to be stern with the gatekeeper, command authority, and scare them out of their wits.

This may work once with the gatekeeper, but after philippines telegram data they catch an ear load from their boss, it will never happen again.

Besides, gatekeepers are real people. Treat them as such.

Win gatekeepers’ trust by being authentic & genuine. Ask their advice on how they think you should proceed.

Make them feel valued. They will work with you, not against you, if you treat them with respect.

Less specificity, more puzzle piecing
Imagine you’re a savvy detective working on a hot case.

Ask questions to piece together the puzzle of mapping the organization and uncover who you should be talking to. Be curious.

Lastly, have your clear benefit pitch (why change, why now, why you) ready and waiting in the hopper, just in case you’re connected to the decision maker on that first call.