Quit Asking This Question During A Cold Call

by | 2 minute read

“How are you doing?” Opening a cold call this way may seem harmless but chances are, it’s making prospects cringe. This fallback phrase is overused to the point that its sentiment is lost on most. Even if you do truly care how the prospect, is, he or she likely will still think your inquiry is insincere. As sales trainer John Barrows blogged, “I understand what we’re trying to do by using this approach: We’re trying to build some type of rapport upfront. Unfortunately, this is a false way to build rapport …”

If you want to stand out from other callers, you need a strong introduction. And, if you want to build rapport, you need to get to the point. When answering the phone, prospects will want to know two things: Do I know this person and why is he/she calling? You can immediately satisfy both questions with a strong introduction. Barrows recommends using one of the following:

  • Thanks for taking my call.
  • Do you have a few moments?
  • The reason for my call today is…
  • Can you help me?

He considers these to be “power” introductions because they respectfully get to the reason for your call. Plus, they don’t employ a tired phrase that every other rep out there is using. A refreshingly honest and different call can do wonders for your pipeline. “My recommendation is to use this for every single phone call you make,” Barrows writes. “If you do, I promise your calls will be more direct, you’ll get people’s attention, and they’ll be engaged in the conversation far more often.”

Jessica Helinski

Jessica Helinski

Jessica is a senior research analyst for SalesFuel focusing on selling to SMB decision makers. She also reports on sales and presentation tips for SalesFuel and Media Sales Today. Jessica is a graduate of Ohio University.