There aren’t many people in the world who look forward to cold calling. (And if you're one of those people, you deserve an award.) But if you want to see an immediate improvement in your cold outreach, there are two things your prospects should know as soon as you start your first interaction. Find out what those are on today’s episode of The Sales Evangelist. 1: Who are you? Your initial outreach should include your name (we hope that’s obvious). Still, it should also include the relevant information about you that will ease prospect anxiety and make them more receptive to what you have to say. This information could be how you found them, like LinkedIn or at a networking event. Even better, you could reference other people in the company the prospect works with, and that they suggested the connection. 2: What do you want? Once a prospect understands who you are, the seller must explain why they’re calling. Typically, there’s a reason you selected these specific people to cold call. As a result, you (hopefully) know a few pain points that you can use to prompt them into a conversation. They might not be receptive to an interaction at this particular time, but in explaining what you want, even if it’s just to schedule a follow-up meeting to discuss if your product is right for them, they’ll be more likely to agree to the next step. Remember, you call dozens of similar people each day; you have experience and knowledge beneficial to these prospects. This two-part strategy is necessary for any cold outreach campaign, whether on the phone, email, or LinkedIn networking. Bring value to the table, and you’ll have a better chance of landing that next appointment. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast,

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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