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First name basis

by Steve Faber
14 replies
A nice tip when cold calling is to ask for the business owner or decision maker by first name only, and sound like you've known them forever and talk to them every day. In many cases that will get you right through. If you ask for them with first and last name the gatekeeper instantly goes on alert. Either you're a sales call or they're in trouble.
#basis
  • Profile picture of the author Baadier Sydow
    Smart tip which i use personally, particurely good against power positions, like lawyers and surgeons.
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  • Profile picture of the author Steve Faber
    Thse are great because it's easy to see who the decision maker is.
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  • Profile picture of the author TonyBabb
    Yes, this does work. At least until the gatekeepers are trained to block it. The real key is to make it sound like you really know them. You want to sound like you are their best buddy or a family member.
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    • Profile picture of the author Alex Makarski
      Yes, it's the only way to get anywhere with cold calling. Still, many assistants are now smart to ask, "what's this about?" before forwarding you to the boss. So you better have a good answer to that.
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  • Profile picture of the author beeswarn
    You guys are giving receptionists way too much credit for smarts and savvy at their pay grade. They ask why you're calling because they're trained and instructed to ask why you're calling, not because you didn't trick them.
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    • Profile picture of the author Alex Makarski
      Smart or not, they gonna ask that.
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      • Profile picture of the author beeswarn
        When she asks what the call is about, tell her what the call is about.
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    • Profile picture of the author simranjeet singh
      I use this personally and m happy to share that it really works. The person trust you easily even you call him first time.
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  • Profile picture of the author sweetcrabhoney18
    Problem with this ... what if you say their name wrong? You've killed the job from the first part. Or what if the person has a name that you can't tell is male or female? And you call them "her, him" I take a lot of offense at being called "Sir".

    I say this because I get calls all the time and it really annoys me when people try to say my name and can't. They aren't going to get my business after I correct them. Just my two sents..
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    • Profile picture of the author MSpencer
      Originally Posted by sweetcrabhoney18 View Post

      Problem with this ... what if you say their name wrong? You've killed the job from the first part. Or what if the person has a name that you can't tell is male or female? And you call them "her, him" I take a lot of offense at being called "Sir".

      I say this because I get calls all the time and it really annoys me when people try to say my name and can't. They aren't going to get my business after I correct them. Just my two sents..
      Stating the first name of your prospect is actually good, but I've had an experience with what you've said. I was supposed to contact a prospect named "Dean" but it was pronounced "De-ann" and the person was a girl but the name sounded like a guy. I addressed the person as "Sir" and pronounced her name wrong. I've lost the prospect even before my pitch started
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      • Profile picture of the author kenmichaels
        Originally Posted by MSpencer View Post

        Stating the first name of your prospect is actually good, but I've had an experience with what you've said. I was supposed to contact a prospect named "Dean" but it was pronounced "De-ann" and the person was a girl but the name sounded like a guy. I addressed the person as "Sir" and pronounced her name wrong. I've lost the prospect even before my pitch started
        You did not lose them. Once you realize the mistake, hang up
        make a note of it, then call them back in a few days
        saying the name properly, they wont remember you, and this time

        when you say it properly, you will get right through.
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  • Profile picture of the author Karen Connell
    I lived in Ireland for 10 years and no-one ever uses a surname when they call you. From the bank manager to the pizza place, they always use your first name.

    Even official letters usually start with Dear[firstname],.

    It came as quite a surprise to me, coming from England where formality is always used.

    As long as you are certain of the first name of the business owner, it is a good way to get past the gatekeeper.

    But here in England, I use the "Can I speak to John please", but when I get to 'John' I would address him as 'Mr [whatever]'.

    It works for me...
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  • Profile picture of the author mikelukjaniec
    Great point Steve. It's also a good idea to get the 'Gatekeeper' on your side. If you talk to them in a confrontational manner, they'll immediately go negative! Treating them with respect and asking for their help works for me!
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  • Profile picture of the author flightrisk
    Where are you getting your call lists?
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