How to Cold Call the Vanishing Client

Sometimes we need to make a cold call to a potential client who has vanished. Perhaps a lead suddenly went cold, and its our job to reconnect with them. But were not sure how to make the call without coming across as aggressive.

There can be lots of reasons a potential client vanishes. And many times it really doesnt have anything to do with us or our cold calling process at all.

Lets first make sure there hasnt been any sales pressure, which is the number one reason potential clients disappear. Once were sure thats not the issue, then we can look at how to deal with some other situations in a way that builds trust.

1. Theyve been too busy

Often people are simply swamped with work and don't know how to manage their time. The sticky note with your phone number has just disappeared under piles of paper.

Acknowledge their stress. Acknowledge how busy they are, and dont push them. When they realize we actually care about them and their world, then they trust us more.

All you need to say is something like, You sound very busy right now. I don't want to add any more pressure to your life. So Im wondering, is there anything I can do on my end to make this easier for you? Where would you feel comfortable going from here, and how can we do it in a way that's easy and stress-free for you?

Asking these questions out of genuine concern can work miracles.

2. They don't want to hurt your feelings.

Here's something wonderful about most potential clients. Maybe they arent returning your calls because theyre afraid of hurting your feelings. Seriously, sometimes they don't tell you the truth because they like you. Isnt that nice?

The essence of building trust is to make sure people know they aren't going to hurt your feelings if they tell you the truth.

They need to know that you welcome the truth absolutely, no matter what it is. That no matter what happens, even if they decide to go with your biggest competitor, there are no hard feelings. .

3. Things may have gone wrong for them since you last spoke.

Perhaps the business has gotten into trouble, or gone under, or theyve almost gotten fired, or they messed up the project you were discussing with them. They may be feeling too ashamed to talk with anyone about whats going on.

This is a difficult situation. You may not be able to reach them at all. If you do, finding out the truth about whether they still have a problem that you can help them solve could be tricky. But if you engage them in a relaxed human-to-human conversation, they may trust you enough to let you know whats going on with them.

And in this case, your only response can be, Im sorry to hear that. It must be very difficult for you. Where do you think you want to go from here? And wish them well for the future.

4. Theyre scared youll reject them.

Its ironic to think that potential clients might be afraid that youll reject them. Theyre afraid you might not like them personally. Or that youll be upset with them if they tell you, for example, that theyre going with your competition.

Most people are terrified of conflict and will do almost anything to avoid it. So the more they understand that your primary commitment is to the truth, not to the sale, the safer theyll feel to trust you with the truth.

The key phrase here is, Not a problem. The more you use this phrase, the less frightened people will be. But you really do have to believe it yourself, and reflect this in everything you say and do.

Keep in mind that in these 4 scenarios, youre caring about whats going on with the other person. Because of this, trust is built and relationships are deepened. Thats a very good place to be during every phase of your cold calling process.

About The Author Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit: http://www.UnlockTheGame.com.