How to get prospects attention during initial call?

How much time we have during cold call until we fail? Some claim it’s the first 8-10 seconds that matter, while others argue it’s more like 30 seconds and so on.

You’ll encounter various prospects – some ready to dive into discussions right away (the time thieves, as I like to call them), and others who’ll swiftly dismiss your call, proclaim disinterest, shoot off a quick email, or even hang up upon realizing they’re in the crosshairs of a sales rep.

So, what’s the game plan? Here are a few battle-tested tricks to reignite a cold call that’s losing steam:

1. Distract the Prospect: When a prospect detects a sales call and gears up to brush you off, don’t push deeper. Instead, execute a 180-degree pivot.
   • Prospect: “I’m busy now.”
     • You: “Alright, understood. By the way, could you recommend the best restaurant in your city? I’m visiting next month and would love to know where to grab a great meal.”
   Some may claim they’re too busy, or even say goodbye, but in most cases, they’ll engage and offer recommendations. After this, circle back to your sales pitch:
   • You: “Thank you for the tips. Perhaps we could schedule a meeting when I’m in town?”
2. Introduce a Compelling Project: When prospects attempt to end the conversation prematurely, unleash your trump card – a significant project (it must be real, mind you).
   • You: “Does your company provide data center solutions?”
   • Prospect: “Yes, we do. How can we assist?”
   • You: “I’d like to discuss our data center maintenance solutions.”
   At this point, if the prospect is ready to bail, drop the bomb:
   • You: “I was contemplating discussing the 1500-data center project with your company.”
   Even if the chat started on shaky ground, switching gears to discuss a project of significant value will recapture the prospect’s attention.
3. Kick Off Aggressively: Starting with an aggressive tone can be effective, but it requires confidence. Your voice should be strong and clear. For instance:
   • You: “Mr. Drake, your time is valuable, and I’ll be direct. Would you like to leave company XXXX (a known competitor, of course!) without their primary client? I can help.”
   A statement like this grabs the prospect’s attention and leaves an impact.
4. Always Remember You’re Dealing with People: Above all, remember that you’re talking to human beings, not machines or corporations. Empathize with their current challenges and problems, and you’ll naturally increase your chances of having a fruitful conversation. No tricks required.

In the world of B2B sales, it’s not just about mastering your pitch but also about understanding and connecting with the people on the other end. This empathy is the key to a successful call, without the need for gimmicks.