Pick up lines

Tuesday, 08 February 2011 00:00

The key to beginning a telephone relationship is having something relevant to say. Every call made is encroaching on the recipient's time. To gain their attention the conversation must be meaningful to them and of interest.

There is no better introduction than to show some insight into their marketplace and to align the key features and benefits so they are of relevance to them personally and indeed their organisation. A successful relationship is built on trust and respect – all these attributes can be nurtured over the telephone. The results of this approach will see barriers reduced and reassurance gained. People buy off people and the intonation and management of the call structure is the critical winning process in securing new business meetings.