3 Little-Known Questions to Break the Ice with Any Prospect

I don’t know how you feel about approaching strangers, but I can tell you how I feel…

It’s uncomfortable, if not sometimes downright unnerving.

You’ve got eight seconds to grab your prospects attention. You hear the silence.

What do you say?

In situations like these, I like to use these three opening lines…or at least some variation of them.

And by the way, you have to memorize and practice these so they trigger automatically.

Good or bad, your opening line will immediately establish an impression. It sets the tone for the call.

If you open things up the right way prospects will love you. If you don’t…they will despise you.

So it needs to be automatic.

Here are three good openers for face-to-face cold calls. Plus one bonus tip:

1. “Can you help me?” or “I need your help.”

This is by far the best way to begin a conversation. People love to help and don’t feel on guard against a salesperson. Remember, the object is to get the prospect to listen.

“Can you help me?” almost commands the other person to pay attention.

2. “I would like to mail you a listing presentation/package. Who should I send it to?”

This is known as indirect qualification and puts the gatekeeper at ease. All you’re asking for is a name, and all you’re doing is leaving something—then you say good-bye.

3. An Introduction. Usually, when a prospect picks up a direct line, they say their name: “This is Robert Smith,” or “Robert Smith speaking.”

Your first step will be to repeat this person’s name. Keep things formal for now—use Mr. or Ms., then the contact’s last name.

Prospect: This is Robert Smith.

You: Mr. Smith?

Prospect: Yes

You: It’s a pleasure to speak to you.

Get the idea? This pleasantry will do a far better job for you than simply volunteering your name and company affiliation at the outset of the conversation.

Bonus Tip: Once you’ve shared your hook, the other person knows the reason for your call—the cat’s out of the bag. This is the perfect time to identify yourself and, if you like, your organization.

So, which question are you going to use on your prospecting calls today?