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3 Cold Call Tips That Will Help You Book 15 Appointments a Day

Entrepeneur 07 Apr 2021 09:00
5 min read
Opinions expressed by Entrepreneur contributors are their own.

Cold calling can seem daunting. You have a list of numbers to call each day, and you may find that your calls go to voicemail more often than to an actual person. You can’t seem to get someone on a call, much less set up an actual appointment. You try to call more people, but get the same results.

When I first started cold calling, I struggled to get prospects on the phone. I diligently worked through my list of numbers, often with little success. Then I changed my approach, and for six straight months I booked at least 15 appointments each day. After learning these three cold calling rules, you can use them to help you meet your goals:

1. Get a “yes, yes”

This concept originates from the book How to Win Friends and Influence People, which teaches readers how to connect with people by being more likeable.

Getting a “yes, yes” is about attaining agreement. This strategy is not the same as tricking the prospect into saying yes by asking open-ended questions that are not related to what you are calling about. You want to obtain agreement on key principles that are relevant to the topic at hand. Start with small things that are principle-based and then build on those. You want to create a shared viewpoint by agreeing on things you have in common.

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