Focus Your Approach

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Industry
Location
Title or Organizational Role
Challenges or issues that your product or service can solve
These are your “qualifying parameters,” the parameters that describe your ideal prospect. If a prospect does not meet your parameters, they are not a qualified prospect. You will spin your wheels and waste your time trying to reach them and they will not buy or not buy very much.

Once you’ve built your targeted list, focus your approach. Generic approaches don’t work on cold calls.

Your cold calling approach must be targeted to the market and advertising database the individual that you are calling. It must be relevant and you must be prepared.

Preparation counts, big time. Ask yourself these questions:

What are your prospects’ challenges?
Their history?
Current situations?
Which problems can you solve for them?
How might you help them.
To create an approach that will resonate with prospects you must dig deep to understand them. Do your homework and do the research. They will not tell you; they’ll expect you to know.