I know I’m interrupting. I’ve already been rejected twenty times today.
Do humor openers work?
Another type of call opener is the so-called humor opener. Something like the one you just read in the sentence. In particular, that is a self-deprecating humor opener, in which you make fun of the fact that you are a salesperson calling others and most likely causing an undesired disruption in their day. Among the humor openers, it is probably the most effective.
It could also be used as a reply. You could start with another classic, “Is it a bad time for a call?” and if they say “Yes,” you could reply with the humorous sentence, “If I had a dollar for all the times people rejected me, I’d be rich.” It could prompt the prospect to continue the conversation.
Humor eases the tension and tends to reduce the defensive resistance of a prospect. Humor also generally triggers a positive emotion, and if you are able to make them smile, it is more likely they will be willing to continue the conversation. Even a small chuckle can create enough goodwill for prospects to give you 30 seconds of attention. Humor also humanizes you and makes you more relatable. There’s also another interesting fact. Humor makes you confident. You certainly need to be confident to start a cold call with a joke. Buyers might actually like it and want to work with confident people.
Indeed, though, don’t forget the risks. Some industries cherish professionalism and would find the humor offensive. You need to be sure it is acceptable to your buyer's industry. You might come off as unprofessional. You need to make sure the joke lands well. Avoid any risky topics, such as politics or societal issues. Last, the use of humor might be unexpected, but it could still be perceived as scripted, and this somehow decreases its effectiveness. Humor works best when it’s not scripted. So, for instance, humor works perfectly when used as a reply to what prospects say. That cannot be scripted, and prospects could like it better than an opener.
