Learn how to turn a cold call into conversation. When humanity first started we banded together in tribes. We did this because this was the best way to ensure our safety. The people in our tribe protected us from danger and the people outside the tribe were the danger.

When we cold call someone they don’t know us so they perceive us as a nuisance and a possible threat. If we could establish some kind of connection with the prospect it would make us part of their tribe. To do this all you need to do is plug in the name of the prospect into Google and their entire history pops into view.

LinedIn is especially good at providing valuable information that can help you. A few weeks ago before I called a VP of Sales I checked him out on LinekdIn. I noticed he had worked for Hewlett-Packard for 10 years before his current job. When I called him I mentioned that I worked for Hewlett-Packard in the past as well. That created an immediate connection that made him feel I was part of his tribe. We chatted about Hewlett-Packard for a few minutes and then I moved the conversation to the reason for my call. I told him about my new company and why it makes sense for us to have a longer conversation at a later date.

Spend five minutes researching a prospect on Google or LinkedIn to find those connections that make you part of the tribe and turn cold calls into meaningful conversations.