For many people, dialing a cold call can make their palms sweaty and their heart race. They know the chances are high that they might get yelled at or hung up on within the first few seconds. Without the right strategies, it is understandable that one might feel this way. But don’t fret! Below are 7 cold calling tips that will reduce your stress and help you land more meetings.
Tip #1: Acknowledge Your Anxiety
There’s nothing wrong with feeling nervous and uncomfortable about making a cold call. However, ignoring that feeling will only make things worse. Instead, acknowledge your fear and ask yourself, “What’s the worst that can happen?” The worst thing is that you might get rejected. While this is not your preferred outcome, the fact is that you will live through it. Facing your fears head on will give the ability to conquer your anxiety and start feeling more relaxed.
Tip #2: Do Your Research
Just because you are a making a cold call doesn’t mean it has to be a blind call. Do your research before picking up the phone and know your target audience. Look at what they have purchased in the past and find out what is important to them. Having more knowledge and insight about a company will help you to be more convincing. It will also increase the likelihood that you might make a sale.
Tip #3: Come up with a Script
No, this doesn’t mean that you are going to read directly from a script, but it is nice to have one as a guide. You don’t want to sound robotic, but it is a helpful tool if you start to get nervous or stuck. Don’t write it out word for word or you might be tempted to use it as a crutch. Instead, keep it short and just jot down some main points or questions. Come up with an attention grabber and try to personalize it as much as possible.
Tip #4: Practice
This one sounds obvious but it’s true. The more you practice the more comfortable you will be when it’s time to pick up the phone. Stand in front of a mirror or practice with a friend or colleague. Role-playing is a great way to practice handling different scenarios and build confidence.
Tip #5: Change the Meaning of Rejection
The sign of a great salesperson is the ability to handle rejection. Instead of hearing the word “No” and feeling like a failure, you need to channel that rejection into motivation. When you reframe the way you view rejection, you won’t feel so slighted after an unsuccessful call.
Tip #6 Avoid Distractions
When it comes to cold calling, even the slightest distraction can get in the way and break your concentration. It is important to schedule an uninterrupted block of time to make prospective calls. When you are able to make several calls in a row, you gain a sense of rhythm and momentum that can make you more relaxed. Try to stay focused without checking emails or texting.
Tip #7: Believe in Yourself
Many people sabotage themselves by believing that they are going to fail. They automatically assume that the prospect is going to hang up on them and that they will never make a sale. Believe in yourself! You might not get a sale every time but you are getting better with each call and each new prospect is a new opportunity.
