Feel, Felt, Found

What is the feel, felt, found technique?

The feel, felt, found technique is a communication strategy that helps you to acknowledge your prospect's objection, relate to their situation, and present a positive outcome. This technique involves expressing that you understand how your prospect feels and that their objection is valid, sharing a story or an example of how someone else (preferably a customer) felt the same way before they tried your product or service, and revealing how that person found a benefit or a solution by using your product or service and how they are happier or better off now. This approach helps you to build rapport, trust, and credibility with your prospects by showing them that you are not dismissing their concerns, but rather empathizing with them and offering them a proven solution.

How to use the feel, felt, found technique for cold calling objections

The feel, felt, found technique can be used for various types of cold calling objections, such as price, timing, need, authority, or competition. To effectively respond to an objection, you need to tailor your response to the specific situation and provide relevant examples. For instance, when it comes to price objections, you can explain how your product pays for itself in the long run by saving customers time and money. When it comes to timing objections, you can explain how the sooner customers start using your service, the faster they will see results. For need objections, you can explain how your product offers more value and features than their existing solution. For authority objections, you can explain how taking the initiative and presenting your proposal can get approval faster and easier. And for competition objections, you can explain how your product or service offers more advantages than their competitors. By using the feel, felt, found technique in these situations, you can help customers understand the value of your product or service and make a decision that is beneficial for them.

How to practice the feel, felt, found technique

The feel, felt, found technique is not a one-size-fits-all solution, and requires practice, preparation, and personalization to make it effective and natural. To get the most out of this technique, you should identify common objections you face in cold calling and write down responses for each one. Incorporate real examples or stories from customers or testimonials to demonstrate the benefits or solutions your product or service provides. Additionally, tailor your responses to your prospect's industry, role, pain points, goals, and needs. Speak confidently and use positive language when delivering your responses. Afterward, ask open-ended questions to engage your prospect and move the conversation forward. With this technique, you can show prospects that you understand their feelings, that you have a solution that works for others like them, and that they can benefit from your product or service. Try it out and see how it improves your cold calling results.