So, How are you today?

I just love it when I get a telemarketing call. This time it was Citibank MasterCard offering me a pre approved credit card.

She asks if I was available and of course I was. Then she did what all good telemarketers do and asks me “how are you today”. My answer, with an upbeat tone in my voice and smile on my face, “lousy, thanks for asking” and with out skipping a beat her response was “that’s great, I'm doing fine, thank you, the reason I'm calling is . . .", which she then proceeded to go straight into her script.

Of course I really didn't pay attention to too much else said from that point, although from what I recall, it wasn't very good, not surprisingly.

This topic certainly isn't one regard to having a high level of importance when it comes to cold calling, nonetheless I do find it stimulates lots of interest and discussion. I am referring to the "How are you today?” question. So here is how I approach the matter.

"If you are comfortable"

Go ahead then if it is working for you. Unofficial surveys in training workshops consistently show that 30% for using it, 30% wouldn't use it unless forced, and 40% will use it depending on the situation. It all depends on you and your style.

"Change it up a little"

Let's face it, "How are you today?" is pretty much a casual question. Many think the purpose for it is to break the ice, ease tension, and infuse a little small talk into the call. The truth is it is your first interaction with someone and ultimately will begin to lay the foundation to the quality of discussion you will have ahead and the rapport you develop. So keep it fresh and change it up a little

"Watch that Tone"

Remember as a child someone telling you to watch your “tone of voice”, well that is what I am talking about here. You can easily spot the "How are you today?" that is monotone and mechanical. Your tone of voice makes all the difference. Remember this that people often place more meaning on your tone than your words. Ask the question as if you mean it!
Want to discover more about "How to Build Rapport"

"LISTEN and Answer Accordingly"

Clearly the caller in my example wasn’t listening. She expected a certain answer and responded to that expectation and then continued with what she normally says anyway.

Think About It! - The phone rings and the first thoughts that go through your mind are, “who is it calling?” and “what do they want?” You pick it up and someone you don’t know and have never spoken to before is when you really think about it is asking a very personal question.

Question are a valuable commodity in cold calling and suggest that you use them to give you the best return. My approach is instead of spending my first question asking how they are feeling, which may or may not be able to carry me into the the discussion, but to invest it into creating a bases of agreement which can be easily achieved by simply asking a Yes/No question rather than one that is open ended. My favorite one is “I realize you were not expecting my call today, so I hope I can have a quick moment?. I promise to be brief."

"Final Thoughts"

It is with the first words out of our mouths that are going to set the pace of the call, so choose them carefully and be genuine when speaking them and keep a smile on your face. It is hard to sound boring when you are smiling.

Why just be satisfied with your current results when you could be

"Achieving More, Easily and Effectively, all on the Phone"

It would be a privilege to assist in improving your cold calling efforts so feel free to Contact me if you have any questions or comments