Get the Prospect’s Attention
The first element of a successful cold-call script is to get the attention of the prospect. Remember, he was not waiting for your call and was probably thinking about another subject when you called. Your first job is to break the prospect’s preoccupation with what he was doing so that he pays attention to you. You have seconds to accomplish this goal.
The easiest way to get someone’s attention is to state his or her name. Dale Carnegie, in his best-selling book How to Win Friends and Influence People, states that “A person’s name is to that person the sweetest and most important sound in any language.” Further, current studies indicate that people think about themselves 95 percent of the time. So, to get the prospect’s ...
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