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4 Tips For A Successful Cold Call
Cold calling isn’t easy, and there is no silver bullet which will lead to success every single time you make a phone call. There are simply too many factors from different personalities on the phone, to the needs of that particular individual or business you are talking to and even the timing is a concern. Cold calling will always be a numbers game. There are a few great tips for actually increasing the likelihood of a successful call though. We will go over a few of those now:
- Find your happy place – Not necessarily in a super Zen alternative spirituality sort of way, unless of course that’s something you are into, but the simple fact is you are going to get hung up on, cussed out, poked fun of, dragged along and much more far more often than you are going to actually make a sale. That’s just the nature of the business. Humans aren’t hardwired on our own for the amount of rejection a cold caller receives in any single day. You need to find a way to ensure this rejection truly does not get to you, and that is going to be different for everyone. Until you figure out what works for you your success is going to be negatively affected by the amount of rejection you experience.
- Always be nice no matter what – Believe it or not, some of the people who are mad at you for calling when they first answer on the phone, are the same ones who are going to buy something in about 5 to 20 minutes. Not if you yell back at them though. Naturally of course there is the matter of your boss as well. If they hear you cussing back at someone even the coolest of bosses is going to have to do something about it.
- Empathize – What? You’re the one getting yelled at 20 times a day right? All they did was answer the phone! Yeah, but they don’t see it that way. Understand them, even if they are upset at first. You have to be the bigger person and speak in a conciliatory manner, always with the ultimate goal of selling in mind, but you are on their side not matter what. It’s hard sure, but it also leads to more sales in the end. And when you clock out and all that rejection rolls off your back and you look at those sales figures you are going to be in a much better mood for the next day, then the next, then the next.
- It’s a marathon not a sprint – Pretty self-explanatory, but don’t burn yourself out too fast and always push for a faster pace. As you make more and more calls and more and more sales you are going to get really good at sensing when you have someone on the line and when they are just afraid to say no and are wasting your time. Until you get to that point though, keep in mind (as mentioned earlier) that it’s a numbers game and the more people you talk to the better your chances for success (and of course the better you are getting at it).
