I’ve been reading “Start with No” by Jim Camp.
Camp likes to point out that every transaction is a negotiation between you and your adversary.
This applies to sales transactions too of course.
Camp says that if you start every sale with “no,” you will actually close more deals.
He gives this example of a cold call sales pitch he used when he was building his consulting business:
“I’m not sure that anything I do fits with you. I don’t know. So if this doesn’t make any sense just tell me and I’ll get off the phone. Is that fair?”
More often than not they asked him to proceed.
Could this “starting with no” approach work for you? What if you said something like this?
“I’m not sure anything our firm does can improve your insurance program. So if what we can offer in terms of alternative markets, risk management strategies and competitive quotes doesn’t make any sense just tell me and I’ll get off the phone. Is that fair?”
In his book Camp goes on to say:
“In those early days I worked with insurance companies and their sales staff, and I could guarantee that after eighteen hours of training, a group of thirty salespeople would net ninety valid appointments with just two hours of calling apiece. That’s an incredible return on investment of time, as anyone in that field knows.”
Cold calling isn’t fashionable these days. But like print newsletters, which are also out of fashion, it still works. In fact, both strategies work better than ever in a lot of situations for the lack of noise in those environments.
Sending prospects a series of personalized newsletters is a great door opener for cold calling. We can help.
Teach, build Trust and stay in Touch with your contacts regularly.