Bringing Down the Wall of Resistance

A warm call is a lot easier than a cold call. The first suggestion is to think of people you know, who know your target client. You can do this through your own files, especially by checking your Linked in connections.

Next, you can continue on Linkedin and check who you are connected to that either works with, or has worked with your contacts. I recently had a meeting with a major league sports team because someone I did business with about five years ago is connected to someone who works for the team. That person connected me to the proper internal contact.

The other main way to drop the wall of resistance is to make sure your call or contact is not without purpose. Do research on your target to find interesting facts about changes with their company, or possibly with the companies they consider as competition. This leads your target client to realize that you can be a resource for them in the future. This separates you from other consultants trying to gain an audience.

Also, be persistent, but not aggressive. Clients like to see that you have a sincere interest in their business, without backing them to a wall and forcing them to make decisions. When you continue to call on them over time, they will soon realize that you are honestly trying to help.

Lastly, if you make promises to prospective clients, come through on your promises. Our character and credibility will be in question the moment you do not come through on a promise. I recently had coffee with a prospect who told me that she doesn’t meet with salespeople because every time she does she gets pitched. I promised not to pitch her and I followed through on my promise. Now I’ve dropped the wall of resistance by gaining her trust.

What are your challenges when it comes to opening a line of communication with your target clients? I look forward to hearing your comments. Until next time…