Active listening in a cold call context means fully concentrating on what the prospect is saying, understanding their message, responding thoughtfully, and remembering the conversation. It’s a way to show respect and build a rapport with the potential client. Here are two simple examples:
1. Reflecting Back: If a prospect says, “We’ve had a bad experience with similar products in the past,” you might respond, “It sounds like you’ve been let down before, and you’re concerned about it happening again…” Simple. You can then move into asking specifically what went wrong, and how you would do better.
2. Clarifying: When a prospect mentions, “We just don’t have the budget” an active listener might say, “Do you have specific budget constraints you’re working within for this type of solution?” You might take what they say at face value, but in reality, they might have enough to work with you–they just might not be sure if they want to use that budget on SEO or whatever service you’re offering.
