cold calls is not especially difficult, but most salespeople put it off because
it’s outside their comfort zone.
They simply overthink the process.
advice is this: When the water is
cold it’s best to jump in and not wade.
Don’t look at the phone, pick it up and dial. And while it’s psychologically helpful to think of the
client first to relieve the self-pressure, it’s also wise to think of yourself.
“If I don’t make these calls how am I going to
generate additional revenue? How
am I going to hit my numbers? How
am I going to grow the business?”
If this line of questioning doesn’t motivate you then maybe it’s time to
find another profession.
making cold calls is essential to growing your business, follow up is equally
as important. Like the cold call,
many salespeople shy away from the warm call. The prospect may have left you feeling insecure with a bad
taste in your mouth. Maybe they
were curt with you, indifferent to your pitch or product. Maybe they were just outright rude. Don’t let their negative attitude or
manner deter your progress. Ignore
it and pick up the phone and dial.
Focus on getting your message across.
important to remember that we are talking about inside sales. The prospect cannot see you and you
cannot see the prospect. Timing
plays a big part in sales. You
don’t know if the prospect has just spilled coffee on his pants before he took
your call. You don’t know if he’s
on the train and suffers from stage fright. (Wouldn’t it be wonderful if everyone on the train or bus
suffered from stage fright? Oh,
how peaceful the commute would be.)
You don’t know if she or he just had an argument with their spouse. These Don’t Know factors will help you
jumpstart the process.
are thousands of prospects out there that liked to be “chased” and appreciate
salespeople who have good follow through.
Good follow through shows the prospect that you’re serious and you
believe in yourself as well as the product. No follow up tells the prospect the exact opposite.
things on the lighter side is important every now and then. If you’re a manager and have made cold
and warm calls in the past, you know the obstacles that face your
employees—namely rejection, the big NO.
Just yesterday a friend of mine said his company was having a cold call
party. The company brought in food
and drinks and the entire floor made calls. What a great idea.
overthink, and remember when you make contact and you follow through you have a
greater chance of getting a hit.
Bad follow through just makes for a foul ball.