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This article is based on a conversation between Brad Bialy and Dan Fisher on Take the Stage, a podcast/vodcast presented by Haley Marketing. For this episode and others search for “Secrets of Staffing Success” on your preferred podcast player or watch past episodes on YouTube.
Most cold calls fail before they ever get started. Why? Because too many reps treat the call like a pitch. Like they’re trying to close the deal in the first 30 seconds.
Dan Fisher of Menemsha Group says that mindset is part of the problem.
“If you’re going into a cold call trying to book a meeting, that’s intimidating. For you and the buyer. Instead, just focus on starting a conversation.”
That one mental shift changes everything.
Lower the Stakes. Raise Your Success Rate.
Cold calls are uncomfortable for both sides. Sales reps feel pressure to “perform.” Prospects feel trapped. Everyone’s guards are up. Nobody wins.
But when your goal is simply to disarm the buyer and earn the right to talk, something changes. Tension drops. Conversations open up.
“The buyer hates cold calls even more than the salesperson does,” says Fisher. “Your job is to relieve that pressure.”
The Power of Permission
One of the simplest, most effective ways to disarm a prospect is to ask for permission.
“Brad, I know you weren’t expecting my call. Would it be OK if I took a quick minute to explain why I’m calling? Then you can decide if it makes sense to continue.”
That short script creates control for the buyer. Which earns trust. And ironically, it puts the salesperson back in control. Because they’ve shifted the dynamic from interruption to invitation.
Let Go of the Lucky Day
Many reps treat a cold call like a once-in-a-lifetime chance to vomit out everything they know. They talk too fast. Say too much. And completely miss the point.
You’re not there to impress. You’re there to engage.
We act like we have 15 seconds to talk before the prospect hangs up. So we say everything. But that just pushes them away faster.
What Does Yes Really Look Like?
You’re not trying to sell staffing services on the first call. That almost never happens. So what’s your real goal?
- A second conversation
- A deeper question answered
- A new contact name or insight
Think in micro-yeses. What’s the next small step you want the buyer to take?
“If you push for a meeting too soon,” says Fisher, “you actually make it harder to get one later.”
Ready to Learn How to Sell Staffing More Successfully?
Listen to all of the advice on this important episode of Take the Stage featuring Brad Bialy and Dan Fisher of Menemsha Group on YouTube: https://www.youtube.com/watch?v=-kyqf51L1PQ
The post Your Cold Call Isn’t a Sales Pitch. It’s a Conversation Starter. appeared first on Haley Marketing Group.
