Jeffrey Gitomer’s “The Little Black Book of Networking” teaches us how to create a successful network of contacts. One of the noteworthy topics discussed is how to make contact over a phone call. The key ideas include:

• Being Friendly: Approach calls with a friendly demeanor.
• Creating Synergy: Adjust to the listener’s mood and find common ground.
• Offering Value First: Begin interactions by offering something of value rather than making a direct sales pitch.

Most calls we receive from telemarketing are trying to sell us something, which often sounds insincere and prompts us to hang up immediately. However, when our appearance and posture can’t help us (as in phone calls), we need a different strategy: creating interest. Capturing the attention of the person on the other end of the phone during your first approach can make the difference between a successful and unsuccessful contact.

Researching the company’s product/service, understanding its competition, and the challenges within the sector demonstrates knowledge and insight, which builds empathy and trust.

More importantly than wanting to talk about your product/service, it’s crucial to captivate the other person so they feel they are speaking with someone who has a solution to their problem.

Introduce your company as the ideal solution that meets the client’s expectations.