Which are the first words you should say?
Cold call openers that work best.
What are the first words the buyer should hear from you? “Hello John, how are you?” or “Hello, are you open to reducing the problem of?”, “Hello, I am calling about” or “Hello John, I saw your recent post on”
None of these, actually.
It is very important, though, to start with “Hello John” because it immediately signals you have done your research, qualified the lead, and you are not randomly calling folks in the hope they could be potential clients. There are some good psychological reasons, too. Mentioning the name of the individual you are talking to when you start a conversation increases attention. It’s called the “cocktail party effect.” Even in noisy and distracted moments, people hear their name, and they suddenly become more alert. Of course, it also matters because it makes the cold call more personal and starts warming it up a little bit. Furthermore, psychology tells us that when you are first approached by someone you don’t know, you might trigger the “stranger danger” response, which causes immediate friction and resistance. Mentioning the name lowers the likelihood of the response. Last, it sets a conversational tone rather than a pitch. People need to perceive they are involved in a conversation and not in a presentation.
Then, should you ask how they are doing? Should you signal acquired knowledge about them or the company, further stressing your qualification efforts? Should you immediately pitch the solution to your problem?
No, the first words the buyer should hear from you are about you. I am Lorenzo Bizzi from Random Wealth Management.
First AND last name. Company.
Not just your first name. When you are called by someone you don’t know, the amygdala, that part of your brain good at scanning for danger, gets activated: “Who is this?” Immediately, you have to lower the discomfort by mentioning your full name. The first name only won’t reduce uncertainty. The first and last name, along with your company, do. It builds a little bit of trust. When you know my full name and where I am from, in case I am not polite or I bother you, you can always reach out to my boss and complain. Show you have nothing to hide. This is important for the buyer. It is also useful to create a sense of equilibrium of power in the conversation. If you start mentioning their name, but you don’t tell yours, you signal you are more in control and hold more power against the person you are talking to. Sharing your name right after the start equalizes the conversation.
The first three seconds matter more than you think. Make them count.
