Kevin Hopp argues that cold calling still works, but only if you book meetings that match what the prospect actually said they need. Don't push for a meeting when they've already solved the problem or are happy with their current vendor.
You have to make a logical connection between something that they said on the call and the meeting. The meeting has to satisfy or satiate something. It can't be, you know, And I watched a rep do this yesterday where at the very end, they went back and forth to this guy on the phone at the very end, he tried to go for the close and he tried to go for the clothes, and the guy laughed and said, no, that doesn't make any sense. And then he hung up on him and the rep sitting there, and I'm like, hey, why would he take that meeting? And the rep was like, I don't know. I was just going for the close. And I'm like, but it needs to make sense, right? If someone tells you, I understand the business problem you're trying to talk about, I've already solved it. I just made a move with another provider and I'm very happy with what I have in place today to solve that business problem. Go away.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
