How Successful Cold Calling Really Works (Interview with Dominik Füzi)

About this episode

Cold calling has a bad reputation – unfairly so, as Dominik Füzi, Germany's youngest sales trainer, explains in this kitchen table conversation. The founder who lost 120,000 euros in a single weekend at age 19 has learned valuable lessons since then and shares his most important insights about customer acquisition.

Why Cold Calling Is a Secret Weapon

What many perceive as an annoying interruption is actually a powerful tool for founders and entrepreneurs. Dominik, who has since started his fourth company and teaches at IBS Nürnberg, debunks the myth that telephone prospecting is outdated. When applied correctly, it opens doors that would otherwise remain closed.

Answer Four Critical Questions Immediately

Every call automatically triggers four questions in your conversation partner's mind that you must address from the very beginning:

• –Who is this?
• –What do they want from me?
• –What's in it for me?
• –How long will this take?

Ignore these questions, and you'll lose the conversation within seconds. A well-thought-out phone script helps address all four points systematically while building trust from the start.

Building Trust Through the Right Phrasing

Language determines success or failure. Dominik swears by so-called "Magic Words" – hypnotic language patterns that speak to the subconscious:

• –"Let's assume that..."
• –"How do you generally feel about..."
• –"Imagine if..."

These formulations create an open conversation atmosphere and reduce the natural defensive stance of your conversation partner. They invite reflection rather than trying to sell.

The Biggest Hurdle: Overcoming Fear of Rejection

The real problem isn't technique – it's psychology. Fear of rejection paralyzes many founders and prevents them from taking the first step. Dominik's philosophy is simple: "The customer has already not bought." This insight, also the title of Martin Limbeck's recommended book, fundamentally changes your perspective.

Whoever doesn't call has already lost. Every "no" brings you closer to a "yes." This mindset makes the difference between successful and unsuccessful salespeople.

Just Do It – Dominik's Success Formula

After years of experience with both failures and successes, Dominik's most important message is: "Just do it!" Perfectionism and endless planning are procrastination in disguise. Those who wait until everything is perfect wait forever.

Instead: Create a phone script, start making calls, and learn from the reactions. Every conversation, even the bad ones, provides valuable insights for future contacts.

Door Openers That Actually Work

The first few seconds determine the course of the conversation. Dominik shares his most proven door openers that spark curiosity rather than sell. The key lies in showing genuine interest and communicating value before even discussing products or services.

From Theory to Practice

Cold calling isn't magic, but it requires courage, structure, and the right approach. Dominik Füzi's method shows that those who understand the psychological foundations, develop a thoughtful system, and overcome the fear of rejection can transform supposedly cold calls into warm business contacts.

The sales specialist proves through his own story that success is possible even after severe setbacks – if you're willing to learn and take action. His journey from a 120,000 euro loss to becoming a recognized sales trainer and fourth-time founder demonstrates the power of persistence and the right methodology.

For founders struggling with customer acquisition, Dominik's approach offers a clear roadmap: understand your prospect's mindset, prepare systematically, use proven language patterns, and most importantly – pick up the phone and start dialing.