Friday, October 30, 2009

The Cold-Calling Hook

This is just too amazingly easy!

I have spent an hour cold-calling companies, by first calling the CEO and in under one minute – as I promise them – get the name of someone else at the company. I call THAT person and say "I was just chatting with {your CEO's name here} and she suggested I get in touch with you. Do you have a minute?"

The phrase "shooting fish in a barrel" comes to mind.

Thus emboldened I embark on my 9 follow-up calls scheduled for today. One harried executive replies "It's our quarter-end, not a good time; try to reach me mid next week" and I thank him and hang up.

I record that text in the memo field and set the follow-up date for next week.

He has given me a hook when next I call: "You asked me to call you once your quarter-end was complete. Is this a good time?".

If he remembers saying that, he pretty well has to acknowledge my call.

If he does not remember that, his options are to acknowledge my call or call me a liar, and since he doesn't know me, he is unlikely to do the latter.

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