03 Jul How to Keep Your Cool While Cold Calling
You’ve been through the coaching and know everything there is to know about your product. You’ve got your notes, a fresh legal pad, and your favorite pen. There’s only one thing left to do: pick up the phone and actually talk to someone.
If you’ve ever been involved in cold-calling, you know that last part is easier said than done. The unknown, the pressure of succeeding, the fear of rejection….it’s easy to start feeling anxious. But not to fear! We’ve got a few tried and true methods to help you keep your cool while making cold calls.
Establish a Ritual
Grab a fresh cup of coffee in your favorite mug. Jam out to your favorite pump-up song. Glance over at your #motivational poster. Whatever your preferred method is, establish a ritual to follow 5-10 minutes before you start on your list. Once you’ve gotten your foundation established and are feeling motivated, it’s much easier to wade into the sea of uncertainty that often surrounds prospecting. Make sure to repeat this same process before each session of calling in order to clear your head and get you in the right mindset.
Adjust Your Attitude
Repeat after me: I’m not trying to sell something, I’m starting a conversation. Going into calls thinking you need to “win” turns up the pressure and can cause unneeded anxiety. Instead, try to focus on having a dialogue with the prospect and asking plenty of questions. You’ll both feel more comfortable and you’ll likely learn something useful along the way. After all, the better you know the situation they’re in, the better you can show them how your product can provide a solution. Everyone wins!
Make Peace with Rejection
“A rejection is nothing more than a necessary step in the pursuit of success.” -Bo Bennett
Perhaps what you’re fearing most is getting that “no”. I get it, rejection sucks. But even the best bold caller out there is going to be hearing “no” a whole lot more than they’re hearing “yes”. Just know that this is normal, expected even, in this line of work. So how do you cope? Make peace with rejection. Welcome rejection. Buy rejection a nice dinner. Take your “no’s” in stride, and after you’ve given it all you’ve got, move forward towards the next potential “yes”.
Practice, Practice Again, and then Practice Some More.
Repetition has an amazing way of making uncomfortable situations less scary. Try to get on the phone and talk to as many people as possible. Have family and friends call and give them your pitch. Make conversation with the spammer calling your cellphone. See if one of your coworkers wants to role play a call to get some feedback. Anything that gets you on the phone talking with someone else can help to sharpen your skills and get you feeling more comfortable on the phone. Time truly is the greatest teacher, and with a bit of practice, you’ll be on your way to confidently busting through your list.