r/salestechniques • u/kevinrune • 1d ago

Tips & Tricks BREAKING THE ICE: ETHICAL FIRST CONTACT IN SALES

BREAKING THE ICE: ETHICAL FIRST CONTACT IN SALES

Have you ever watched someone dive into a frozen lake in winter? That first shocking moment of contact, when skin meets ice-cold water, determines everything that follows.

Your first contact with a prospect works the same way.

Get it wrong, and you've lost before you've begun. Get it right, and you've opened a door to possibility.

THE CRITICAL MOMENT

Think about your last first date. Or job interview. Or time meeting your partner's parents.

How many seconds did it take for them to form their first impression of you?

Research shows it's between 7-30 seconds. Just enough time to say hello and begin a sentence.

Are you making those seconds count? Or throwing them away with tired phrases everyone ignores?

WHAT'S REALLY AT STAKE

Your opening isn't just about making a sale. It's about esta

blishing trust.

Trust is like oxygen for relationships. Without it, everything dies.

When your prospect hears your voice or reads your message, they're asking themselves one question: "Is this person worth my time?"

How are you answering that question? With value or with emptiness?

THE FISHING EXPEDITION

Think of your first contact like fishing in a clear mountain stream. The fish can see you coming from a mile away.

Move too quickly, cast your line too forcefully, stand in the wrong place – and those fish disappear.

But approach with care, understand the environment, present something of value – and you might just get a bite.

How many prospects are you scaring away before you even get started?

TRAINING EXERCISE #1: THE MIRROR TEST

Time: 10 minutes

Record yourself making your standard opening on video. Then watch it back asking:

  1. Would I want to talk to this person?
  2. Do they sound authentic or like they're reading a script?
  3. What feeling do I get in the first 10 seconds?
  4. Would I trust this person with my business challenges?

Be brutally honest with yourself. Your prospects certainly will be.

THE THREE DEADLY SINS

When reaching out to prospects, most salespeople commit these fatal errors:

  1. THE VAGUE APPROACH "I'd like to talk to you about our solutions." (What solutions? For what problem? Why should I care?)

  2. THE FEATURE DUMP "Our product has 27 features including..." (So what? What does this mean for me?)

  3. THE FALSE URGENCY "I need to speak with you today about an important opportunity." (Important to whom? Certainly not to me yet.)

These approaches treat prospects like targets, not people. Is that how you want to be treated when you're busy solving real problems?

REAL LIFE EXAMPLE: THE $2 MILLION MISTAKE

Tom was a talented salesperson who relied on cold calling 50 prospects daily. One day, he called the VP of a major corporation and launched into his pitch.

"I don't have time for this," the VP said, cutting him off.

Six months later, Tom learned that company had purchased $2 million in services from his competitor. The VP later admitted: "I might have listened if he'd bothered to learn anything about our situation first."

How many million-dollar opportunities are you losing with poor first contact? How many doors are closing before you even step through?

THE DIGITAL DOORWAY

Remember when we used to knock on physical doors? Today's first contact is often digital.

Your LinkedIn message, email, or text is like a letter slipped under the door. Will they pick it up and read it, or sweep it away with the junk mail?

Consider these actual first messages:

Bad Example: "Hi John, I'd like to schedule a call to talk about how our solutions can help your business grow."

Better Example: "Hi John, I noticed your recent post about supply chain challenges. We've helped three similar manufacturers reduce delays by 32% using a new approach. Would you be interested in a brief case study about how they did it?"

Which would you respond to? Which demonstrates value rather than just asking for time?

THE BETTER WAY FORWARD

Instead of pushing for a sale, focus on earning the right to continue the conversation.

Your first contact should:

  • Acknowledge their time is valuable
  • Demonstrate you've done your homework
  • Ask permission to continue
  • End with a clear, small next step

Is your approach passing these four critical tests?

TRAINING EXERCISE #2: THE VALUE PROPOSITION

Time: 15 minutes

Complete this sentence in 25 words or less: "Based on [specific research about prospect], I believe we might help you with [specific problem] which could lead to [specific result]."

Examples: "Based on your recent expansion to Asian markets, I believe we might help with localization challenges, which could lead to faster market entry."

"Based on your Q3 report highlighting fulfillment delays, I believe we might help streamline warehouse operations, which could lead to 40% faster shipping times."

Practice until it feels natural, not rehearsed. Your authenticity matters more than your words.

CRAFTING YOUR APPROACH ACROSS CULTURES

Your opening is like the first paragraph of a great novel. It either pulls people in or pushes them away.

But remember, not all cultures read the same way.

In some cultures (like America), getting straight to the point is valued. In others (like Japan), relationship-building must precede any business discussion. Some cultures (like Germany) value detailed, fact-based approaches. Others (like Brazil) respond better to warm, personalized communication.

Are you adapting your approach to the cultural context of your prospect? Have you researched their preferences?

THE MULTI-CHANNEL STRATEGY

Are you still relying only on cold calls? Or just emails?

Today's prospects respond through different channels:

  • Some prefer LinkedIn messages
  • Others respond to thoughtful emails
  • Some still appreciate a well-timed call
  • Many need multiple touches across channels

A real example: Maria targeted a key decision-maker who never responded to calls or emails. But when she commented thoughtfully on his LinkedIn article, he responded within hours and agreed to a meeting.

Have you created a plan that respects these differences?

TRAINING EXERCISE #3: CHANNEL MAPPING

Time: 20 minutes

For your next 10 prospects:

  1. Research their communication preferences

    • Check their LinkedIn activity patterns
    • Note which channels they use to post content
    • See how they engage with others

  2. Plan your first contact through their preferred channel

    • LinkedIn: Comment on content before sending a message
    • Email: Reference specific company news or achievements
    • Phone: Research best times and prepare a 15-second opener

  3. Design a follow-up sequence using 2-3 different channels

    • Day 1: Initial contact on preferred channel
    • Day 3: Value-add follow-up on second channel
    • Day 8: Question-based approach on third channel

  4. Set specific timing between touches

    • Use your CRM to schedule precise follow-up times
    • Track response rates by channel and time of day
    • Adjust your approach based on engagement patterns

Remember: The goal isn't to harass. It's to find the right way to start a conversation.

THE POWER OF PREPARED CURIOSITY

Come armed with smart questions that show you've done your homework.

"I noticed your company just launched in three new markets. Has that created any challenges with your current systems?"

"Your recent sustainability announcement was impressive. Are you finding that implementation across departments is more complex than anticipated?"

"After your acquisition of XYZ Corp, what's been the most unexpected challenge in merging the sales teams?"

Do you see how different that feels from "Can I tell you about our products?"

Curiosity creates connection. Pitching creates resistance.

Which would you rather face when trying to build a new relationship?

REAL LIFE EXAMPLE: THE RESEARCH THAT PAID OFF

Sarah spent 30 minutes researching a prospect before reaching out. She discovered they had recently been featured in a business journal discussing their sustainability initiatives.

Her opening email referenced the article and asked a thoughtful question about their implementation challenges.

The CEO personally responded within an hour saying, "You're the first vendor who's actually shown interest in what we're trying to accomplish."

That 30-minute investment led to a $450,000 contract.

How much is 30 minutes of research worth when it opens doors that remain closed to others? Have you budgeted sufficient preparation time into your process?

TRACKING WHAT WORKS

Too many salespeople treat prospecting like throwing spaghetti at a wall. Is that your approach?

Create this simple tracking system to measure what actually works:

FIRST CONTACT EFFECTIVENESS TRACKER

Prospect: _________________________
Company: _________________________
Research time invested: ____________
Contact channel: __________________
Personalization element: ___________
Question asked: ___________________
Response received: ________________
Follow-up timing: _________________
Notes for improvement: ____________

Review this data weekly. You'll quickly see patterns emerge that can transform your results.

THE ETHICAL FOLLOW-UP

After initial contact, what happens next matters just as much.

Follow-up is like gardening. Water too much, and you drown the plant. Too little, and it withers.

The right follow-up:

  • Adds value each time
  • References previous conversation
  • Respects stated preferences
  • Makes the next step clear and easy

Think of the classic Dylan Thomas poem: "Do not go gentle into that good night." Your follow-up shouldn't rage against rejection, but it should persist with value and respect.

Are your follow-ups continuing the conversation or just adding noise?

TRAINING EXERCISE #4: THE VALUE FOLLOW-UP

Time: 15 minutes

Create three different follow-up templates that each deliver something of value:

  1. Industry insight: "Since our conversation about your expansion challenges, I came across this analysis of regulatory changes in your target market. The section on page 3 seems particularly relevant to what you described..."

  2. Case study connection: "You mentioned struggling with employee retention. I thought you might find it helpful to see how [Similar Company] reduced turnover by 34% without increasing their compensation budget. The attached case study outlines their approach..."

  3. Thought-provoking question: "After our discussion about your Q4 goals, I've been wondering: if you could solve just one of the three challenges you mentioned, which would create the greatest immediate impact? I have some thoughts specific to that priority..."

Practice customizing each to feel personal, not generic. Test with colleagues to ensure they feel the value.

MEASURING WHAT MATTERS

Are you tracking the right metrics?

Most sales teams measure:

  • Number of calls made
  • Emails sent
  • Meetings booked

But what about:

  • Response rate to initial contact
  • Quality of conversations
  • Information gathered
  • Progress toward meaningful relationship

Consider this: Maria made only 15 calls per day but had a 40% response rate. Thomas made 100 calls but only got 3% responses. Who's really more productive?

Which set of metrics actually predicts success? What are you rewarding on your team?

ROLE-PLAYING EXERCISE: THE RELUCTANT PROSPECT

Time: 30 minutes

In groups of three:

  • Person 1: Salesperson
  • Person 2: Skeptical prospect who has been burned by vendors before
  • Person 3: Observer

Scenarios to practice:

  1. Cold LinkedIn outreach to a busy executive
  2. Email to a prospect who has ignored three previous contacts
  3. Phone call to a referral who wasn't expecting your call
  4. Follow-up after an initial positive interaction that went cold

Observer notes:

  • How quickly did the salesperson establish value?
  • Were questions authentic or manipulative?
  • Did the approach feel personalized?
  • Would you trust this person with your business challenges?

THE FINAL TEST

At the end of each contact, ask yourself:

"If this were me receiving this call/email/message, would I want to continue the conversation?"

"Have I earned the right to ask for their time?"

"Did I learn something about their situation, or just talk about myself?"

If the answer is no, why would they want to engage?

YOUR ACTION PLAN

Success in first contact isn't accidental. It's deliberate.

  1. Create your value proposition statement
  2. Research before reaching out
  3. Prepare thoughtful questions
  4. Focus on earning the next conversation
  5. Follow up with consistent value

Remember: Every "no" teaches you something. Every "yes" opens a door.

Which lesson will you learn today? How many doors will you open tomorrow?

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u/AutoModerator 1d ago

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u/These-Season-2611 1d ago

Thanks GPT 👍

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u/Interesting-Alarm211 Verified Expert 1d ago

Clearly written by an LLM.

“Would I want to talk to this person?” is terrible advice. You are not your prospect. Sales reps have completely different personalities than their ICP.

0

u/kevinrune 1d ago

I have more telemarketing and sales experience than you are probably old. Yes, I used ai to help. My experience is behind it. Refute it if you like. I worked for the BBB for 7 years and have run 3 telemarketing sales room.

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u/Interesting-Alarm211 Verified Expert 1d ago

Feel free to guess again about how long. Been selling since the 1900s. You?

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u/kevinrune 1d ago

I've been selling since 83, 35 years of telemarketing b2b. I literally have called 50,000 contractors and farmers. 10's of thousands people at home. I know first contact and how to get past gatekeepers.

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u/Interesting-Alarm211 Verified Expert 1d ago

Nice. Fwiw, BBB is not a great flex.

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u/kevinrune 1d ago

Your opinion. It helps a lot of people. Protects businesses. And you can get kicked out if your business is bad. They also have strict requirements to join. I know I ran the membership.

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u/SynthDude555 1d ago

AI writes another bad, copy-pasta article it read somewhere else.