Imagine this scenario.
You’re on a park bench reading.
A stranger taps you on the shoulder and says:
“Hey, how’s it going?”
“How are you feeling?”
“Is you’re day going okay?”
“Been to any good restaurants lately?”
There’s no context.
You secretly think:
“What does this person want?”
“Why are they talking with me?”
The stranger has no idea why you’re talking to them, so they’re Zone of Resistance (ZOR).
The ZOR is a defense mechanism that protects you against awkward encounters with strangers.
To lower the ZOR, you need to provide context.
“I’m sorry for interrupting you. I just moved into town and was hoping I could ask you a quick question.”
That’s going to make people more comfortable because they know why you’re talking with them.
It’s the same thing with cold calling.
“Hi, John, Coach Anna. How are you doing today?”
“Hi, John. Coach Anna. We’ve never spoken before. And I know you weren’t expecting my call. I’m working with several athletes in the Boca Tri group and came across your name. Are you able to talk for a brief moment?”
Context lowers the ZOR.