The cold call cowboy was the king. I read of his phone mastery in sales books. Dial after dial, a mountain of calls each day, made to get the leads he needed to make the money he wanted to make. Simple process:

“Hi, I am the cold call cowboy, do you buy stocks? “

“No.”

“Thank you very much.”

“Hi, I am the cold call cowboy, do you buy stocks?” And on and on. Bill Good calls this cherry picking. Concept of finding a cherry versus a pit. The script does not change. And we can make this better.

Lets add a key concept which I call commonality to the call.

“Hi, I am the cold call cowboy, I specialize in helping small business owners invest in the stock market, do you invest in stocks?”

Not the commonality element. Now small business owners are the focus. This approach is stronger. The tighter the commonality the better the results. Like this:

“Hi, I am the cold call cowboy, I specialize in helping dry cleaner business owners invest in the stock market, do you invest in stocks? “

The focus is tighter here and this will pull better results. Add commonality to your call approach.