1. If you have a new product or service that could be of benefit to your customer, something that might save them time or money, and they are not aware of it-you have an obligation to tell them. By simply picking up the telephone and letting your prospect know about the benefits of this new product or service, you are doing them a tremendous service.
2. The emotional ‘baggage’ you bring along with you (and everyone has it) influences your attitude, which you then project in conversations with prospects. Your prospect can hear if you feel unsure, afraid or uncomfortable, in the same way that you can pick up those uneasy feelings when speaking with someone.
3. On some level, you can help create the attitude of the person to whom you are speaking. If your expectation is that your call will be unwelcome, this will make you anxious and tentative. Your prospect will pick up on that, and it will be likely to make her less receptive to you. If your expectation is that you will be well received, your prospects are more inclined to listen and respond favourably.
4. The intent of an introductory call is communication – two-way communication. You want your prospect to hear you, and you also want to hear them.