3 Tips to Change the Way You Feel About Cold Calling
During the first year I sold office equipment supplies by telephone, cold calling was something I dreaded. Until I discovered how to change the way I felt about cold calling and prospecting. I found that when I came to the office in a terrific, cheerful mood – feeling great and full of energy – the prospects I called were receptive and even friendly.
On the other hand, on rainy Mondays. . . or Tuesdays or any other day, if I felt tired or not enthusiastic about calling, the prospects I called sounded unreceptive and unfriendly.
Then, an amazing thing happened. I put two and two together and realized it was up to ME how my prospects responded to my voice and my attitude on the telephone!
WOW! This opened the door for some tremendous sales. And I want to share the magic formula with you.
Stressful Days versus Happy Days
(They can hear it in your voice)
A few years ago Deidra participated in my e-class and her experience was very interesting. She told me that a week earlier, she had been through the process of buying her first house; the paperwork involved, searching for past bank statements, telephone calls from the mortgage company, and then closing on her new house. All of this can be very stressful and she felt her disappointing results on the telephone reflected the way she felt.But after that was over and she had finished with the paperwork, the closing, etc., she felt relieved, AND was looking forward to a vacation in Mexico (at company expense :-) Deidra was feeling happy and even joyful.
Result: Her numbers went up. She also attributed the increase to a few changes she had made in her opening statement on the telephone.
Three Tips
1. Cold call when you have a really good monthly special – a great sale!
KEY POINT: Now, this is crucial: YOU must feel it is really, truly, a GREAT deal for your prospects and customers! This is the key. It needs to be repeated because it is so important:YOU must believe it is an excellent opportunity for the people you are calling.
Why?
Because your attitude will shine through! Your prospects will HEAR it in your voice! When YOU sound excited and happy, it will be contagious! It will transfer to your prospects (unless you are calling a really grouchy, negative person who wouldn’t sound happy even if s/he won the lottery!)
2. Cold call when you have a new product to offer.
Same advice as above: You must feel happy to be sharing this news with your prospects. YOU must really believe it’s a good thing that your company now has the ability to offer this new product or new addition to your product line. For the same reasons listed above.
3. For a really successful day of cold calling, have a “Phone Blitz”! What is a phone blitz? It’s a prospecting contest you have with co-workers in your sales department.
How a Phone Blitz Works
Set aside two or three hours (no more than three hours, or you may risk burnout) to call prospects and customers. Ask your administrative department or receptionist to answer phones for you and take messages. Or use your voice mail to take messages. For those two or three hours, dial, dial, dial!
Keep track of sales and/or profits on a chart posted on the wall. As soon as someone makes a sale, they go up to the chart and post the sale on the chart. The challenge can be one or more of the following:
1. Who generates the most revenue during the blitz – or
2. Who generates the most profit – or
3. Who gets the most number of sales
Make a game of your blitz by each putting up some money – a quarter or a dollar or whatever you feel you can gamble. Winner gets the pot!
Get management involved by suggesting they offer prizes for the person who makes the most number of sales and the person generating the most revenue or profit. Certificates can be given for the winner in each category: “Good for a one-hour vacation – come in an hour late or leave an hour early,” subject to manager’s approval. Dollar bills can be put into prize envelopes.
Why it Works
Enthusiasm is contagious. The competitive spirit gets you pumped up and motivated. As sales are made and posted on the chart, you will be more motivated to make the next call. Cold-calling becomes fun and challenging and not dreaded because there is a good reason to make the calls: You want to win the contest!
A phone blitz – and recognition for the winners – is a great way to MOTIVATE!
Take a look at this very good article about the importance of positive belief and motivation written by Kate Tammemagi.
About The Author
Ann Barr is a telesales marketing success coach with a passion for teaching. She loves helping people who are starting out in new telesales careers and working with experienced sales reps who are looking for new ideas and tips. In addition to presenting monthly e-classes, she writes and edits direct-mail marketing letters and emails for clients. Sign up today for Ann’s free Weekly Sales Tips and get marketing tips and ideas to increase your sales!
9 Responses to “3 Tips to Change the Way You Feel About Cold Calling”
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@gouldie0 I just posted an article about this http://tinyurl.com/2f5z4fd check it out
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Hey, I just forwarded this to some friends, loving it!
Thanks
Thank you for your comment, Elise. I’m glad you like the post!
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I’m glad this was helpful. Thank you for your comment!
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Joy, thank you for your comment. I’m glad you like the blog!
Great blog post.Really looking forward to read more.
Thank you, Corrinne. I appreciate your comment.