If you’re trying to get clients, cold calling is one of the best ways to find them. But it can feel scary at first! In this post, I’m going to show you how I started cold calling and what worked for me.
Then we’ll talk about why people sometimes stop cold calling because that’s happened to me too. I’ll also give you some tips for overcoming call reluctance and avoiding common mistakes so that your cold calls are successful 100% of the time!
| Takeaways |
|---|
| – The author shares their personal experience with cold calling. |
| – Insights into the initial approach and techniques used. |
| – Reasons for discontinuing cold calling in the author’s journey. |
| – Possible challenges and lessons learned from the experience. |
| – Consideration of alternative strategies for better results. |
The First Step: How I Got Started
The second step: what I learned from it
The third step: how I got better at it, and what you can do to, too.
Overcoming Call Reluctance and the Biggest Cold Calling Mistakes
As a sales manager, I’ve seen many cold callers fail because of the same mistakes. In this section, we’ll cover the most common mistakes that cold calling newbies make.
Overcoming call reluctance. If you’re afraid to pick up the phone, it’s time to do something about it! The easiest way I know how is through phone interviewing: pick up your phone and dial a number at random from your contact list.
Ask if they’d be willing to chat with you for five minutes a quick conversation will help alleviate some of your anxiety and get you used to talk on the telephone again.
Make clear calls-to-action in emails or voicemails and follow up appropriately if they’re not answered right away!
Don’t just think “What can they say?” when considering why someone might not want an appointment with you; think instead about whether there was anything in what they said that could lead them back into conversation (e.g., “I’m happy to chat about my project”).
This shows them that even though there may be other things going on in their lives besides working with another company, there’s still an interest here from which something beneficial could come out later down the line if both parties work together now.
Following up when necessary–not only does this show commitment on behalf of yourself as well as increased urgency when needed but also gives additional opportunity for further discussion regarding needs/wants/etcetera…
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Talking To Strangers (Getting Good At Cold Calling)
To get good at cold calling, you have to get over the fear of rejection. You also have to overcome your fear of silence, the unknown, and being uncomfortable.
I know it sounds counterintuitive for me to tell you that those are the things that hold people back from cold calling but it’s true!
Anyone can pick up the phone and make a call. But most people don’t do it because they’re afraid of what might happen next: A stranger may answer or maybe no one will pick up at all (and then how would you know?).
Maybe they’ll say “no” or ask why are you calling? No matter what happens next, there’s no way for us to predict an outcome when we’re making these calls because every person is different and has different needs based on their situation.
To succeed as someone who cold calls professionally or even just occasionally you need to be okay with not knowing exactly what will happen next.
The Secret To Cold Calling Success Is…
To be successful at cold calling, you must focus on the customer, not the sale. This means being prepared to listen and ask questions instead of trying to get in as much information as possible about your product or service.
It also means being prepared to ask for the sale and referrals at any time during your conversation.
In short: Don’t sell too soon! If a prospect is interested in hearing more about what your company has to offer, they will let you know by asking questions or making statements like “That sounds great – can we schedule an appointment?” or “How long does it take?
When would be best for me?” But if they don’t say anything like that within 30 seconds after hearing about your product/service (or if they seem bored), then it’s probably not going anywhere so move on to someone else who might need what you’re selling right now.
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The Simple, But Sometimes Hard To Follow, Rule Of Cold Calling
Think about your favorite salesperson. Chances are, they share a lot of the same characteristics: they’re confident, professional, and friendly.
But if you were to ask them how exactly they became that way, I bet most of them would say that it started with their first cold call. For me, the experience was so nerve-wracking that I didn’t want to do another one for months afterward!
It wasn’t until after making some changes in my approach (and getting some advice from more seasoned salespeople) that I finally found success with cold calling again. Here are five things anyone should know before they pick up the phone on their first attempt:
Stop Hands-On Don’t Get Handsy On The Phone!
Don’t be aggressive, pushy, eager, or needy.
Don’t be flirtatious.
Don’t be desperate.
One of the major reasons I stopped cold calling is because it’s an ineffective way to make sales.
The best salespeople have learned that there are better ways to sell than by cold calling and they should be used instead of (or in addition to) cold calling for your business. There are several reasons why cold calling is not a good idea:
It takes too much time and effort! You’re likely not going to get a response from most of the people on your list.
So you’re wasting all that time talking on the phone when you could be doing something else more productive like working on other aspects of your business such as marketing or prospecting (which we’ll cover next).
It’s impersonal! Since this method involves contacting people out of their comfort zone (usual strangers), it can come across as being rude or pushy when done incorrectly which makes prospects uncomfortable enough not to want anything further contact with either themselves or anyone else associated with them.
Including future customers who may have similar interests/needs as those being contacted today but prefer not to share personal information with anyone who doesn’t provide value first before asking questions later.”
Are you tired of the same old marketing techniques? Discover the shortcomings of traditional methods with a list of 11 reasons outbound marketing sucks and consider a fresher approach to reach your audience.
What To Do When You’re Stuck And What Not To Do
No matter how many times you’re told ‘no,’ or how many people tell you to stop, don’t give up. Don’t stop trying. Don’t give up on your dream.
It’s easy to get discouraged when the phone doesn’t ring and no one returns your calls, but that’s all part of the learning process, and becoming an entrepreneur in any field takes time and effort.
And if this is what you truly want for yourself then don’t let anyone or anything stand in your way!
The Benefits Of Asking Questions On Cold Calls
The best salespeople know that asking questions is the secret to a successful cold call.
Asking questions helps you understand your prospect’s needs better, build rapport with them, learn how you can help them, and even figure out what stage of the buying process they’re in.
Once you know these things, it becomes much easier for you to provide value by offering solutions that address those problems.
Follow-Up Is Just As Important As First Contact!
Here’s a cold hard truth: follow-up is just as important, if not more so than first contact. It might be tough to hear this, but the follow-up is where you can make or break your cold calling efforts.
If you don’t follow up, it’s highly unlikely that anyone will ever listen to your message again (or even remember who you are).
Your goal should be to get on people’s radar through email or phone calls not bombard them with random messages until they start blocking all of your numbers/emails and deleting your messages without reading them fully because they’re tired of all of your spammy tactics.
Follow-up needs to be both personal and timely (within 24 hours) for it to work.
Because if there is no connection established between the salesperson and prospect before their first interaction then there will likely never be one made afterward either way due to a lack of trust or interest shown by either party involved in this process thus leading us back into square one: why am I doing this?
Maintaining strong client relationships is essential for your business. Learn why it’s important to stay in touch with your clients and how consistent communication can lead to lasting success.
Things You Can Say That Will Get You A New Appointment
If you’re not sure what to say, here are some phrases that will help you get a new appointment:
Ask questions. You should always be asking questions during your cold calls. The purpose of any cold call is to learn as much about the prospect as possible so that you can figure out how to best help them solve their problems.
Asking questions helps move the conversation forward and helps build trust with the prospect because he or she knows that you’re interested in understanding their situation and finding solutions for them rather than just selling something.
Some good ones include: “What do you like most about working with [company name]?” “What would an ideal solution look like for [problem we discussed earlier]?” “How many other people are involved in making decisions on this project/product/service?
Are they likely to be able to decide by next Friday?” Sometimes it’s helpful before starting up with these kinds of questions right away though because sometimes prospects don’t want their minds changed right away (especially if there’s nothing wrong yet).
That’s why usually I start off trying harder at building rapport before diving into anything else which usually means asking them how things are going personally first before getting into anything else.”
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Conclusion
The best thing about cold calling is that it’s a skill, and like any other skill, it can be learned. You just have to be willing to put in the time and effort. So if you want to start cold calling but don’t know where to start? Try following these tips!
Further Reading
Explore more insights on related topics:
Stop Cold Calling: Is There a Better Way? Learn about effective alternatives to cold calling in sales. Read more at NoMoreColdCalling.
Pressure-Free Prospecting: Alternatives to Cold Calls Discover why pressuring prospects through cold calls might not be the best approach and explore alternatives. Find out more on the Cognism Blog.
Cold Calling Isn’t Dead: Valuable Skills for Entrepreneurs Understand the importance of learning cold calling skills for entrepreneurs and its relevance in the business world. Read insights at Jay Vas.
FAQs
Is cold calling still effective in today’s digital age?
Cold calling can still be effective when executed strategically and combined with other modern sales and marketing techniques. Personalization and research play a crucial role in achieving success with cold calling campaigns.
What are the main drawbacks of traditional cold calling methods?
Traditional cold calling methods often face challenges such as low response rates, negative customer perceptions, and the interruption of potential customers’ daily activities.
Are there alternatives to pressuring prospects through cold calls?
Yes, there are various alternatives to cold calls, such as social selling, content marketing, and building strong online relationships. These approaches focus on providing value to prospects and fostering a more natural engagement.
How can entrepreneurs benefit from learning cold calling?
Entrepreneurs can benefit from learning cold calling as it hones valuable communication and persuasion skills. These skills can be applied in networking, negotiation, and customer relationship management.
What role does personalization play in modern cold calling?
Personalization is crucial in modern cold calling, as it demonstrates genuine interest in the prospect and their needs. Tailoring your approach based on research and insights can significantly increase the chances of engagement and conversion.
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.