Emanuel's client acquisition strategy isn't just persistence. He begins with the disarming question "Are you happy?" to open a conversation, then uses pre-analyzed "trigger points" to relentlessly demonstrate how the potential client is being underserved. This method proves his value and makes his case undeniable.
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Don't use a generic opener. Lead with a specific trigger or context about the prospect, acknowledge it's a cold call, and then ask for 30 seconds of their time. This personalized approach makes every opener unique and more engaging, increasing the chances they'll listen.
Instead of rushing to fill a quiet moment with a pitch, deploy the phrase "I'm so curious about..." to prompt the buyer. This simple, disarming line invites them to elaborate on a point, turning a potentially awkward pause into an opportunity for a more natural, flowing conversation and deeper discovery.
Using AI to generate a pre-call hypothesis about a prospect's priorities is valuable even when it's wrong. Presenting a thoughtful, albeit incorrect, idea demonstrates research. This prompts the prospect to correct you, immediately opening the door to a deeper conversation about their actual priorities.
Instead of asking standard discovery questions, top performers pose strategic questions that require joint exploration. This shifts the dynamic from a sales pitch to a collaborative problem-solving session, creating a deeper partnership and revealing unforeseen opportunities that standard questions would miss.
A study of 300 million cold calls found that asking for permission to speak (e.g., "Got a minute for me to share why I'm calling?") is ten times more effective than standard pleasantries. This approach allows the prospect to consciously opt-in to the conversation.
A breakthrough for new salespeople is changing their mindset on initial calls. Instead of trying to immediately find a problem to sell against, focus on making a human connection and leading with genuine curiosity. This approach lowers pressure and fosters a more collaborative discovery process.
If a prospect says "no" to your permission-based opener but doesn't immediately hang up, use that brief moment to provide context. State a relevant trigger (like hiring) and social proof to pique their curiosity and potentially salvage the call.
A cold call is not a discovery call. You haven't earned the right to ask probing questions. Your goal is to articulate a problem, pitch a solution, and ask for the meeting. Save your questions for after they object, using them to uncover the real issue.
Instead of pitching a customer, ask them, "Why did you decide to get on this call?" and "Why now?" This forces the prospect to articulate their own pain and why they believe you are the solution, reversing the sales dynamic and revealing core buying motivations.
In the first minute of a cold call, resist the urge to pitch your product. Instead, lead with a 'reverse pitch' that focuses entirely on the prospect's potential problems. This approach is three times more effective than using solution-focused language, as it speaks to what the buyer actually cares about.
