One way you can get your prospect to pay attention to you for the next 20 to 30 seconds when you’re making your first introductory cold call is to name drop an organisation that is a customer of yours from their industry and that they would know about.
For example, if you’re selling a product or service in the mining industry you could mention that you’ve recently solved a particular problem for BHP. Everyone knows who BHP is and the fact that you have sold them a solution should give the prospect you are now calling reason to want to listen to you for a little bit longer.