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Names, Names, Names

There might be nothing in the universe that identifies you so well as your name.

Think about it for a second: 90% of the time you hear your name, something in your life changes. Someone is starting a conversation with you. Someone is giving you a direction. A group is asking you to join them. People who use your name in your life are friends, family, and coworkers. People who don’t are strangers.

The more you use your prospect’s name in your cold call, the better.

People are psychologically conditioned to respond to their names—to view what you’re saying as more important and more familiar. In fact, your brain responds differently to your own name than to all other names, as early as infancy, and even when you’re unconscious1.

2000px-Hello_my_name_is_sticker.svg.pngUsing your prospect’s name is just one way to reinforce that your conversation is important and comfortable. It makes your prospect feel like she’s having a conversation with a close friend, or better yet, having an internal conversation with herself.

Oh, and you should use other names too. Names of people your prospect knows and trusts. Names of public figures your prospect might recognize. And even *gasp* your own name.

But don’t get carried away, because your call isn’t about you or who you know. It’s about your prospect.

Citations

1. Carmody, Dennis P., and Michael Lewis. “Brain Activation When Hearing One’s Own and Others’ Names.” Brain Research. U.S. National Library of Medicine, n.d. Web. 06 Nov. 2015.

Further Readings:

1) The Importance of Your Ask in Sales Conversations

2) Digging for Gold in Sales Conversations

3) Turn Your Sales Pitch into a Children’s Book