As a rookie in sales, you’re probably nervous about making cold calls. You’ve heard it’s tough to get past the gatekeeper and connect with your customers.
But don’t worry! There are plenty of ways you can improve your cold calling skills and make those first sales meetings go smoothly. Here are 10 tips for turning your fear into confidence and outselling all the other rookies at your company:
| Takeaways |
|---|
| 1. Learn essential techniques for rookie cold callers. |
| 2. Gain confidence in initiating successful calls. |
| 3. Discover strategies to overcome common challenges. |
| 4. Understand the importance of effective communication. |
| 5. Implement actionable tips to improve cold calling results. |
Stay Positive
You might be thinking, “I don’t have to stay positive? Really?”
Yes, really. Positive people are more successful than negative ones. A study done in 2007 by the University of Michigan found that optimists were more likely to get promoted and earn higher paychecks than pessimists.
The best part about being positive is that it’s easy! You can do it without trying too hard or putting on airs or acting like a phony it just comes naturally when you feel good about yourself and your life.
Are you new to cold calling and looking for strategies to get started? Learn the basics and discover effective techniques in our article on Cold Calling 101: How I Got Over 100 Interviews with This Strategy.
Don’t Give Up At The First “No”
When you’re just starting out, it’s easy to feel discouraged if the first person you call doesn’t have time for you.
Don’t let that discourage you. Keep going! Remember that this is a numbers game. You need to reach as many people as possible to find those who are interested in what you’re selling (or buying).
If someone says they don’t want whatever it is, then move on and try the next one. Sometimes, a repeated “no” can mean there’s something else behind their refusal and it might not be what you think.
Practice Your Presentation
You can practice your presentation in front of a mirror, with a friend, or using a video camera. Some people may not be comfortable doing that though so you can also use recording devices such as an audio recorder or voice recorder app.
If you don’t feel like practicing in front of someone else then that’s fine too! You can always record yourself and listen back to see how the conversation went.
Another great way to practice is by having someone else read out loud what they think will come next in your script while you are reading it at the same time.
This helps get rid of all those awkward pauses and stutters as well as any filler words like “uhh” or “like” which tend to slip into conversations more often than we realize!
Building a successful business often involves reaching out to potential customers through cold calling. Explore the potential of cold calling to grow your business in our guide on Cold Calling to Build Your Business.
Write A Call Script
If you don’t have a script, then you won’t know what to say. It’ll be like walking into an interview and not knowing what to wear! Your call tracking tool should help keep track of your calls so that every time you make a new one, it’s easy for you to use the same information in your script.
Keep in mind that not everyone wants to be sold anything so make sure that when writing your script, it’s tailored towards specific individuals’ needs and preferences.
This will show them that even though they were cold-called by someone who wasn’t exactly a friend or acquaintance, the person who called does care about helping them solve their problem.
It will also let them know that there is someone out there willing to work with them until they find the right solution for their needs (which could mean buying something from this company).
Use A Self-Discipline Method To Eliminate Distractions
Sometimes the toughest part of making cold calls isn’t the actual calling, it’s the preparation and follow-up. These are essential parts of your selling process that will help you close deals and generate revenue.
To make sure your prep work is as efficient as possible, try using one of these tools:
Timer. Using a timer helps you stay on task even when things are going well. It also helps keep track of how much time you’re spending on each call so that you can plan out future calls more accurately (and efficiently).
Calendar. Having a calendar handy makes it easy to schedule appointments with people who sound interested in what you have to offer them.
Even if they aren’t ready to buy yet or don’t need exactly what they’re offering at this time in their business cycle (or whatever their reasons might be).
You’ll also be able to keep track of important dates and deadlines related to upcoming projects or events so that there won’t be any surprises later down the line when someone asks “What happened?” during meetings with coworkers or clients/customers
Cold calling isn’t just about making calls – it’s about winning customers through effective communication. Discover essential tips to excel in cold calling and win customers in our article on How to Cold Call and Win Customers.
Use The Right Tone And Pace (Neither Too Slow Nor Too Fast)
Using the right tone and pace is an essential part of sounding professional. You want to sound like you are in control, but not too fast or slow. You also want to make sure you’re speaking loud enough for people on the other line to hear you, but not so loud that they’ll be annoyed by it.
A good way to go about this is by trying out different speeds and tones until you find one that feels comfortable for both parties involved in the conversation (this can mean being a little slower than normal).
The same goes for volume if someone’s voice starts getting shrill from excitement at just hearing from you their ear might start hurting when they continue talking with excitement after hanging up later.
The same applies if there was too much silence during an earlier conversation; once something has been said there should always be some sort of response given back within 5-10 seconds (unless there’s only silence because one party isn’t listening).
Conversations shouldn’t feel like standoffs where each person waits while thinking up something clever or funny before responding.”
Have The Right Mindset
The most important thing to remember when cold calling is that you are always selling your product and yourself.
You want the customer to feel like they are doing you a favor by even speaking with you, not the other way around. For this to happen, certain things need to be taken into account before dialing the first number on your list:
Be confident, but not cocky. Don’t go into the conversation believing that you know everything about whatever it is that you’re selling because someone will inevitably ask something that throws off your game plan and makes them feel like they won by asking such a simple question.
If this happens, don’t become defensive or try too hard in an attempt at getting back at them; simply acknowledge their point and move forward with confidence in yourself and product knowledge instead of trying too hard just to prove how smart.
Or knowledgeable about something (or someone) else might be wrong.* Be respectful rather than arrogant. Be assertive rather than aggressive.
Be professional rather than unprofessional! Don’t forget why people should care enough about what products/services etc…are being offered by businesses today.
And if business owners/marketers aren’t willing put forth effort into making sure all aspects of marketing efforts are thought out beforehand then why should customers care?
There’s nothing worse than trying to convince someone who’s already decided not interested;
Therefore professionals should always aim toward building relationships first rather than simply pitching products/services without taking the time upfront to prepare themselves properly beforehand so they can overcome objections effectively during sales calls.
Listen more than talk! The key here isn’t just talking without listening; it’s learning how best to communicate with each person individually based on their personality type.”
Cold calling can have its challenges and rewards. If you’re curious about the journey of someone who started cold calling and the reasons they stopped, check out our insights in How I Started Cold Calling and Why I Stopped.
Stop Talking First (Leave Them Wanting More!)
You need to be able to sell yourself, but you also need to know when to stop selling. Your goal is not simply to make a sale. Your goal is also to leave the call feeling like they got value out of it and wanting more!
If you are trying too hard or pushing too hard on your prospect, they might feel like they have been sold something and will never want anything else from you again.
You can’t force someone into buying anything; all you can do is present an offer that appeals enough for them to take action without feeling pressured or trapped into doing so.
For example: When I was first starting with cold calling my pitch was very short and sweet: “Hi, this is Jon Westfall from XYZ Company calling about our…”
I tried my best not to talk about myself too much because I was afraid if I did so then my prospects would hang up on me before I had a chance at convincing them about my product/service offering.
But what happened instead? After hearing my pitch prospects would ask questions like “Who are you? What company are you with? Who am I speaking with? How did we get connected? Why should I listen to what you have got going on over there at XYZ Company?”
These were reasonable questions – people want answers! However, the problem wasn’t necessarily with their questions themselves.
But rather how long it took me to answer those questions after getting off the phone with them (more than 30 seconds).
Once these prospects realized exactly how long it took me to answer these simple questions (and after asking several times), they just ended up hanging up on me before ever giving me an opportunity for follow-up calls later down the road!”
Develop A Great Attitude Over Time By Using Visualization Exercises
Visualization exercises are a great way to boost your confidence. They can help you get into the right mindset for calls, prepare for calls and stay focused throughout the call.
If you’re just starting in sales or cold calling in general, visualization exercises are a good place to start because there is no risk of failure and it doesn’t require any special equipment or training.
Self-confidence: Visualizing success can make you feel more confident before calling. Just picture yourself having successful conversations with potential clients!
Preparation: You can use visualization techniques as part of your preparation strategy before making cold calls by visualizing yourself speaking confidently with potential customers on the phone.
This will help calm some nerves and give you more confidence when talking with people face-to-face later on during actual sales meetings.
Be Prepared For Objections
What’s the first thing that pops into your head when you hear the word “objections?”
You might think of salespeople trying to sell their product, only to be met with rejection and frustration. If that’s how you feel, then it’s time for a change of pace!
When it comes to cold calling, being prepared for objections is vital. It will help you:
- Understand what objections are and why people have them
- Learn how to respond effectively when faced with them in your calls (and avoid getting defensive or angry)
Talk About What’s In It For Them, Not You Or Your Company
When you’re cold calling, you want to focus on what’s in it for the prospect. You never want to talk about yourself or your company, but rather how your product or service can help them.
Don’t waste time talking about how long you’ve been in business and what kind of reputation you have (unless this is already a given).
Keep things simple and stick to the point: why does this person need your product or service? Even if they say “no”, there are plenty of other people who do need what you’re offering and that leads us to our next tip…
Cold calling remains a fundamental marketing strategy, but advancements in tools and techniques have enhanced its effectiveness. Learn how these advancements have shaped cold calling in our exploration of Cold Calling Hasn’t Changed, You Just Have Better Tools.
Identify Your Target Audience And Know As Much About Them As You Can Before Making The Call
Identifying your target audience and knowing as much about them as you can before making the call will help you to identify whether or not this prospect is a good fit for your product.
This way, when you do make that initial phone call, you’ll be able to show the prospect how your product or service can help them in their specific situation.
If possible, try reaching out to at least one previous client of theirs and talk with them about their experience buying from that company. Find out what they liked about using this company and what improvements could have been made during their interaction with them (if any).
Set Aside Specific Times For Making Your Calls During The Day When You Are In The Best Headspace For It
Set aside specific times for making your calls during the day when you are in the best headspace for it. You may be tempted to make cold calls at all hours of the day, but this is not a good idea if you’re not feeling up to par or distracted by other things happening around you.
For example, it’s probably not a great idea to start calling potential customers after dinner when everyone is tired and hungry, or when someone who lives with them just got home from work and wants to talk about their day.
If they don’t want to chat with that person right then and there, they may feel as though they have no choice but to listen anyway which will put them off right away!
Avoid making cold calls while distracted by other people or situations that aren’t directly related (such as phone notifications).
For someone who has never met you before trust what it is that you have said enough so that they’ll buy something from thinking about buying something from me?
Conclusion
We hope this post has helped you feel more confident about your calls and provided some useful tips that will help make the process easier.
Remember, nobody is perfect and nobody makes these calls every time. The most important thing is to keep pushing forward by staying positive and never giving up!
Further Reading
Here are some additional resources that can provide valuable insights into cold calling strategies and tips:
10 Tips for Beginners from Successful Entrepreneurs: Discover advice from seasoned entrepreneurs to overcome nervousness and excel in your first cold call.
Effective Cold Calling Scripts: Explore a collection of cold calling scripts designed to help you initiate conversations confidently and effectively.
Expert Cold Calling Tips: Gain expert insights and tips on how to improve your cold calling techniques for better results.
FAQs
How can beginners improve their cold calling skills?
Beginners can enhance their cold calling skills by practicing active listening, researching their prospects, and using effective opening statements that capture attention.
What are some common mistakes to avoid during cold calls?
Common mistakes to avoid include talking too much, neglecting to personalize the call, and not addressing objections effectively.
How can I overcome the fear of making cold calls?
To overcome the fear of making cold calls, focus on the value you provide, practice your script, and remember that rejection is a natural part of the process.
What are the key components of a successful cold calling script?
A successful cold calling script includes a clear introduction, value proposition, open-ended questions, objection-handling strategies, and a strong call-to-action.
How can I measure the effectiveness of my cold calling efforts?
Track metrics such as conversion rates, call duration, and the number of appointments scheduled to assess the effectiveness of your cold calling campaigns.
Costantine Edward is a digital marketing expert, freelance writer, and entrepreneur who helps people attain financial freedom. I’ve been working in marketing since I was 18 years old and have managed to build a successful career doing what I love.