Fearless Cold Calling

Fearless Cold Calling

Lets face it, when getting into sales for the first time, the phone can be intimidating. This feeling of intimidation can stop you from making money and succeeding in sales. One thing to remember is that there are plenty of people out there to call about your products and services, if you have a bad call, no sweat, move on to the next one! With cold calling, the key is to find in buying mode. Every call made will be different from the previous call, some people nice, some angry and some who are potential customers looking for what you are selling.

In business to business sales, most office equipment is not exciting. Let's take copiers for instance. A copier is probably the most boring piece of office equipment you can think of. Cold calling in the copier industry is a numbers game, the more calls you make, the more appointments set. With any product or service, a natural product life cycle exists and there are customers out there.

Intimidation of the phone is a mental barrier which can be solved by picking up the phone and jamming out your first 10 calls. If you hit a speed bump (AKA a JERK) don’t take the time to think about it, there are plenty of other people to call, keep making calls.

Find ways to track your productivity and how well you are at staying on the phone. It can be argued that the time waster you will encounter is your computer. More specifically, your CRM system and e-mail. Reading e-mails or logging calls in your customer tracking system along with call details, next actions and/or appointment scheduling can kill your productivity on the phone. If you are mindful of your time, you should consider switching to paper.

Using paper(old-school) is one of the best tricks of all time. Print off your cold call campaign for the day, turn your computer screen off, take your phone off of the receiver and jam out your first 10 calls. After each call, write your notes on a legal pad and move on to the next call. If you are cold calling fresh leads, you will most likely have a 20-50 percent connect rate, so log your calls and repeat.

As long as you keep dialing, you will eliminate your fear of the phone and make more money.

Cold calling will always be part of any good sales process. That being said, there are ways to supplement cold calling and find more warm leads(AKA BUYERS), find out how to Never Cold Call Again.