Not sure how to start an economic conversation?
· Open with acknowledging that times are tough.
· Tell a relevant story about one of your customers (without naming the customer).
· Ask a question on how the economy is affecting them.
On a cold call their defense system may be raised, you may hear a version of “what are you trying to sell me” or “what do you want”. Need a suggestion?
· Actually – I don’t know if we are going to be able to work with together, until I understand more about you and your business, I will not know if you need what I do.
After that statement, take a breath to see if they answer your question. If they don’t ask it again using slightly different words – be sure to make it sound conversational (think of your best friend and how you would ask them the question).