4 Secrets to Successful Cold Calling
4 Secrets to Successful Cold Calling
But there’s a new and better way to make cold calls. Change your mindset, and you’ll find that cold calling can be enjoyable as well as productive. Take a look at these 4 powerful secrets to make your cold calls in the new way.
1. Positive Thinking Isn’t Always Positive
When you get ready to make a cold call, what’s on your mind? If you’ve been trained in the old traditional mindset, you’re focused on making the sale. It’s a cold calling “positive thinking” approach that all the traditional sales gurus teach.
But, really, this sabotages the very thing you’re trying to do. Think about it. When you’re focused on making the sale, this comes through loud and clear to the other person. Your tone and attitude say that you’re trying to “sell” them. And immediately, the walls go up. So most of the time you find yourself brushed off and rejected.
2. Re-focus Your Focus
So before picking up the phone, re-think your focus. Remember, if your focus is on making the sale, you’ll probably “lose” your prospect’s interest within the first several seconds.
Instead, let your immediate goal be to make the other person feel comfortable with you. If this doesn’t happen within the first few minutes, it’s not likely you’ll be invited into a deeper conversation.
So change your focus from making the sale into forming a relationship. Use your natural voice tone. And choose phrases that focus on the other person’s needs rather than on what you have to sell.
3. Step Out of Your World
When you start a normal conversation with someone new, you probably don’t talk exclusively about yourself. And yet that’s the training you’ve probably received around how to make cold calls. You’ve been taught to present a pitch about yourself, your company, and what you have to sell. You’re not really inviting the other person into a conversation.
So how can you make a cold call that welcomes others into really talking with you? By focusing on their needs and challenges. When you’re willing to step into their world, people respond very differently to you.
4. Stand Out From the Crowd
By now everyone knows the routine of cold calling. There’s an almost universal negative reaction to receiving a cold call. That’s because no one likes sales pressure.
So you’ll really stand out from the crowd when you don’t put any sales pressure at all in your cold calling conversations. If you’re interested in what interests them – their problems and challenges –others will sense a difference in you. You won’t be just another person trying to make a sale.
While other callers are focused on persuasion, you’re focused on solving problems. Your cold calls begin with something like, “Maybe you can help me out for a minute? I was calling to see if you’re still having issues with unpaid invoices, and whether you’re open to exploring new ways of solving that problem?”
This new cold calling mindset steps away from the old textbook world of persuasion and pressure. It’s focused on the other person, not on yourself. You’re genuinely interested in whether you can help someone solve a problem. And you’re giving them 100 percent of your attention.
When you’re thinking about whether you can help someone, this feels really good – to both of you. You’re more relaxed, and the other person is usually more willing to engage you. Try this new way of cold calling, and I think you’ll be surprised at how much of a difference it makes.
4 Secrets to Successful Cold Calling - To learn more about this author, visit Ari Galper's Website.
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In the world of cold calling, there can be a lot of negativity. It’s not easy to talk to someone you haven’t met – especially when you experience rejection so much of the time. Most people who sell really dislike cold calling, and I don’t blame them.
But there’s a new and better way to make cold calls. Change your mindset, and you’ll find that cold calling can be enjoyable as well as productive. Take a look at these 4 powerful secrets to make your cold calls in the new way.
1. Positive Thinking Isn’t Always Positive
When you get ready to make a cold call, what’s on your mind? If you’ve been trained in the old traditional mindset, you’re focused on making the sale. It’s a cold calling “positive thinking” approach that all the traditional sales gurus teach.
But, really, this sabotages the very thing you’re trying to do. Think about it. When you’re focused on making the sale, this comes through loud and clear to the other person. Your tone and attitude say that you’re trying to “sell” them. And immediately, the walls go up. So most of the time you find yourself brushed off and rejected.
2. Re-focus Your Focus
So before picking up the phone, re-think your focus. Remember, if your focus is on making the sale, you’ll probably “lose” your prospect’s interest within the first several seconds.
Instead, let your immediate goal be to make the other person feel comfortable with you. If this doesn’t happen within the first few minutes, it’s not likely you’ll be invited into a deeper conversation.
So change your focus from making the sale into forming a relationship. Use your natural voice tone. And choose phrases that focus on the other person’s needs rather than on what you have to sell.
3. Step Out of Your World
When you start a normal conversation with someone new, you probably don’t talk exclusively about yourself. And yet that’s the training you’ve probably received around how to make cold calls. You’ve been taught to present a pitch about yourself, your company, and what you have to sell. You’re not really inviting the other person into a conversation.
So how can you make a cold call that welcomes others into really talking with you? By focusing on their needs and challenges. When you’re willing to step into their world, people respond very differently to you.
4. Stand Out From the Crowd
By now everyone knows the routine of cold calling. There’s an almost universal negative reaction to receiving a cold call. That’s because no one likes sales pressure.
So you’ll really stand out from the crowd when you don’t put any sales pressure at all in your cold calling conversations. If you’re interested in what interests them – their problems and challenges –others will sense a difference in you. You won’t be just another person trying to make a sale.
While other callers are focused on persuasion, you’re focused on solving problems. Your cold calls begin with something like, “Maybe you can help me out for a minute? I was calling to see if you’re still having issues with unpaid invoices, and whether you’re open to exploring new ways of solving that problem?”
This new cold calling mindset steps away from the old textbook world of persuasion and pressure. It’s focused on the other person, not on yourself. You’re genuinely interested in whether you can help someone solve a problem. And you’re giving them 100 percent of your attention.
When you’re thinking about whether you can help someone, this feels really good – to both of you. You’re more relaxed, and the other person is usually more willing to engage you. Try this new way of cold calling, and I think you’ll be surprised at how much of a difference it makes.
4 Secrets to Successful Cold Calling - To learn more about this author, visit Ari Galper's Website.
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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New Cold Calling and Sales Approach - Cold calling and sales guru and EvanCarmichael.com expert Ari Galper explains how the Unlock The Game sales approach can provide you with a framework for how to create trust over the phone when you are cold calling.
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