How Can You Use Your Alma Mater To Reach Top Executives?
by Mr. Cold Call
Every Executive Biography has it. When you walk into an executive’s office
chances are they have it too. They discuss it with others who
share their same backgrounds. What do they have and what do
they discuss? The common thread that
ties each of these three examples together is simple and what might that be? Every executive biography lists their alma
mater. And when you walk into their
office chances are that you may see their college degree on the wall. And finally, sometime during the course of their day they might be on the phone with
another alumni discussing how their college team performed the other night or
will perform. So what does this all mean?
This means that C-Level and Senior-Level Executives love their alma mater.
It puts a smile on their face. They love talking about their old college. It
makes them happy. It brings back memories
of the “Good Old Days.” If you went to
the same college that your sales prospect had attended then why not incorporate your
alma mater into your sales opener?
Below are four example openers:
Sales Opener #1
“(First name of prospect), this is (Your name), I’m a (Your
profession) calling from (Your company) and I was just wondering if you might
take a cold call from someone who attended your alma mater?” (Pause to hear how
they respond and then state the exact reason for your call.)
Sales Opener #2
“(First name of prospect), this is (Your name), I’m a (Your
profession) calling from (Your company) and I was reading your executive biography
today and noticed that we both attended (Name of college).” (Pause to hear how
they respond and then state the exact reason for your call.)”
When the assistant will not transfer you to the executive's telephone
then you could use the following sales openers:
Sales Opener #3
“I think if you tell (First name of prospect) that I’m also
an alumni of (Name of your college) then I'm 100% positive that he will take my telephone
call, can you please ask (him or her) one more time?” (When your prospect
gets on the telephone then use sales opener number #2)
Sales Opener #4
“Can you please ask (First name of prospect), if (he or she)
will take a call from a graduate of (Name of your college)? We both attended the same college.” (When your prospect gets on the telephone
then use sales opener #2)
Copyright 2007 MR. COLD CALL SEMINARS - All rights reserved.
Behind The Scenes With Mr. Cold Call
Mr. Cold Call is the author of "How To Have Fun Cold Calling” and "115 Common Sales Objections, 156 Clever And Savvy Responses."
According to Mr. Cold Call, "Your cold call success is dependent on 11
winning personality traits (known as your Telephone Persona Of
Success!)." Collectively, these traits allow you to uniquely market
yourself over the telephone so that you can inspire your prospect’s
curiosity and reduce their resistance. Are you interested in finding
out more about Mr. Cold Call? Then
sign-up for his free weekly cold calling tips at www.mrcoldcall.com |
