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  • Writer's pictureMatt Aird

Use This Tonality To Book More Meetings On Cold Calls

Today I’m going to show you how a simple change in tonality can increase the number of meetings you book when cold calling.

Your tone is the first thing that registers with a prospect. Before they process what you’re saying, they’re subconsciously processing how you say it.

Get this wrong, and you might be repelling prospects before you’ve even finished the first sentence.

Fixing tonality problems is the fastest way to improve cold call conversion rates

In this newsletter I’ll be breaking down the three types of tonality that reps typically use (and providing examples of each) and explain which one is ideal for cold calling. These tonality types are:

  • Rapport Seeking Tonality

  • Rapport Breaking Tonality

  • Neutral Tonality

Let’s get into it.

Rapport Seeking Tonality

Rapport seeking tonality is best characterized by upward inflections in the voice at the end of a sentence. Picture how the first year high school student would sound speaking to the most popular girl in school, or how someone would sound if they were speaking to a celebrity they bumped into in the street. The tone inflection is upward.

Here’s how it sounds:

Rapport seeking tonality demonstrates to the listener that you believe you are lower status than they are. If you’re cold calling someone this is a terrible position to be in. When you’re cold calling you need to demonstrate that you are at least someones equal if they are going to listen and engage with you. They won’t believe that you can help them solve an important problem if you come across as lower status.

So avoid this tonality.

Rapport Breaking Tonality

Rapport breaking tonality is the opposite of rapport seeking. It’s characterized by a lower inflection at the end of a sentence. Picture a king speaking to a servant. Or a high school senior speaking in a condescending tone to a first year student.

Here’s how it sounds:

This tonality communicates that the speaker is higher status than the person they’re speaking to. Again you want to avoid this when cold calling, this tonality comes across as condescending and can lead to confrontation. Again not ideal if you want to engage someone in conversation.

So avoid this tonality.

Neutral Tonality

The final form of tonality is a neutral one. It’s characterized by an even tone throughout the sentence. Think of the way you speak to your best friend or your mum.

Here’s how it sounds:

This tonality demonstrates equal status. Which is exactly where you want to be in a cold call. This is the tonality of conversation.

Listen back to your cold calls. If you’re having trouble getting into back and forth conversations with prospects it’s likely that you’re using a rapport seeking tonality. Make this more neutral and watch how the prospect immediately becomes more engaged in the conversation.


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