It’s fair to say that the majority of prospects you call aren’t necessarily thinking about a problem they have that you can help them with at that moment when you call. Remember, I use the term “unicorn” to describe any prospects who can’t believe you have called at that moment because they were just thinking about trying to find a solution to a problem that you can help them with.
However, cold calling can be useful because it can put thoughts and ideas into their heads.
For example, as I’m writing this blog post, I’m not thinking about a tropical holiday. But, if someone is going to cold call me that there is a way I could prepurchase a 7-day holiday to Bali usable within the next two years (fully guaranteed and refundable in this era of COVID19) for just $999, including airfares, would I be interested in learning more? The answer, of course, is yes. Does it mean that I’m going to buy the holiday package? The answer is no. But it does mean I’m expressing an interest in progressing the conversation further.