Most people fail at outreach because they open by trying to sell. My stance is simple: start by being a buyer. It flips the game and gets real conversations started.
As Chairman of the Napoleon Hill Institute and a former sports agency CEO, I’ve spent a lifetime in deals. The fastest path to a callback isn’t hype or a long pitch. It’s sincere interest. People return calls when someone wants to buy what they have. That interest builds trust, creates leverage, and sets the table for the next step.
The Callback Strategy That Actually Works
I lead with a buying question, not a selling script. That’s not trickery. It’s honest and effective. If the price works, I buy. If it doesn’t, we still have a live conversation. Either way, the silence is broken.
“Hi, this is Dave Meltzer. I’m really interested in your blank. Please call me back. I’m interested in buying your product.”
My wife once said that sounded shady. I get it. It can sound like a setup. It’s not. I am interested. Every deal comes down to timing and price. The interest is real. The price is the variable. And people always call back.
Here’s how that plays out with real people. Luke has a black Rolex. I call and say I want to buy it. He calls back. We talk. If my number is low, he rejects it. That’s fine. The door is open for what comes next.
“Luke, I noticed your black Rolex. Can you give me a call? I really want to buy it.”
After he says no to the price, I pivot with permission. I ask if he’s ever heard about what I’m working on, or if he’s using something similar. More often than not, that sparks another conversation, now on equal footing.
Why Starting As a Buyer Beats Cold Selling
People return calls to buyers, not sellers. It’s human nature. A buyer creates urgency and curiosity. A seller often triggers defense.
It sets a fair frame. When I lead as a buyer, I show respect for the other person’s value. We start with their needs and their asset. That builds rapport.
It reduces friction. Saying “I want to buy” is clear and specific. It cuts through clutter. No long intro. No fluff. Just intent.
Some will argue this is bait. It’s not. It’s an invitation to talk about a real deal. If the price doesn’t match, that’s business. The honesty is in the intent. I’m willing to buy if we can agree.
The Conversation Pivot That Opens Doors
After a no, the next question matters. I don’t push. I ask.
“Have you ever heard about this? Are you using this? Do you know anything about this?”
Those questions are gentle and open. They invite dialogue. They turn a failed purchase into a new path. The same person who rejected a price may be the perfect client, referral, or partner. One call. Two chances at value.
Use This Play Without Burning Bridges
Here’s a simple way to put this into practice today.
- Pick a target you respect. Find a real item, product, or outcome they have that you would buy.
- Call and open with direct interest. Keep it short and honest.
- Make a fair offer. If it’s declined, accept it with grace.
- Pivot with permission. Ask if they’ve heard of, used, or know about your solution.
- Keep it human. No pressure. Let curiosity do the work.
Most outreach dies because it tries to close before it connects. This approach creates two chances to win. First as a buyer. Then as a partner.
The Bigger Lesson
Lead with value, not volume. One honest call beats a hundred desperate messages. Start with interest. Negotiate with respect. Pivot with permission.
This mindset built my career in sports, startups, and coaching. It works at every level because it respects time and attention. People are busy. Show them you value what they have. Then earn the right to share what you have.
My challenge to you: make five “I want to buy” calls this week. Track the callbacks. Notice the tone shift. Watch how a no can still open the right door.
Stop selling first. Start by wanting to buy. The conversation changes. So do the results.
Frequently Asked Questions
Q: Isn’t opening as a buyer misleading if I plan to sell later?
It’s not misleading if the intent to buy is real at the right price. After a no, you pivot with permission, not pressure. That keeps it honest.
Q: What if my initial offer upsets the other person?
A respectful tone matters. If the price is too low, accept the rejection. Then ask if they’re open to hearing a related idea. Many will say yes.
Q: How short should the first message be?
One or two lines. State that you want to buy the product or item. Leave a clear callback request. Keep it simple and direct.
Q: Does this work outside of sales roles?
Yes. It helps in partnerships, hiring, fundraising, and networking. Leading with interest earns attention and opens doors in any field.
Q: How do I avoid sounding pushy on the pivot?
Ask questions, not pitches. Try “Have you heard of this?” or “Are you using this?” Then listen. Let them guide the next step.
