Most of us dread our days of making cold calls. We take a deep breath, pump
ourselves up, and prepare to talk with a perfect stranger. Is there any wonder a gray
cloud sometimes hangs over our desk? It really doesn't have to be this way. Cold
calling can be an interesting, intriguing, and fulfilling adventure.
Here are five perspectives that will give you an entirely new outlook on cold calling.
When you apply these new perspectives, cold calling can actually be enjoyable. It
can become personally fulfilling as well as financially rewarding.
Five perspectives that will (honestly!) create enjoyment in your cold calling
1. Focus on Helping the Other Person
It’s against our nature as human beings to create an uncomfortable situation with
another person. That’s the core reason many of us get that knot in our stomach when
we start dialing a cold call. When are only focused is on making the sale, that creates
an unnatural meeting place for both parties involved. We want the sale, but the other
person usually wants us to go away. Being intrusive is not the finest of character
traits, and on some level we know it.
You may be asking yourself, “How can we feel good about cold calling?” Well, we
change our mindset from getting the sale into being helpful. We look at cold calling
as an opportunity to assist. We can feel comfortable doing that because we are
helping people. Helping people is one of the best character traits we possess.
When cold calling is aligned with our very best way of being, it becomes an
adventure. We truly want to help people. We feel very good about this, and it shows
in our voice. People hear it, and their response will surprise you.
2. Be Honest and Truthful
You’re in a very good place when you choose to be truthful in your cold calling. If
you’re not trying to fool anyone, you naturally feel better about making the call. You
know that you’re trustworthy and people respond to you in a positive way.
When you approach a potential client with integrity and common sense, you’re more
personable and less tense. Being fully honest is one of your better attributes. It gives
you an opportunity to enjoy the interaction rather than being artificial or
manipulative.
People do seem to have a sixth sense about integrity. When they feel you can be
trusted, you can truly shine as a person as well as a potential supplier.
3. Be Yourself
Engage people in natural conversation. The more natural you are, the more
comfortable you will feel. This makes the other person feel more comfortable as
well. Avoid playing a role, especially reading from a script. Most people can tell
when you’re using a script. There’s nothing personal about it, and they notice that.
Being artificial puts you in the “typical salesperson” category, which is exactly the
role most of us detest. It doesn’t feel authentic. Besides, unless you’re a born actor,
it makes you feel skittish about cold calling.
Give yourself permission to follow the rhythm of natural interaction. Allow the
conversation to “breathe.” Let it be the kind of conversation you would have with a
friend. Practice this and it can turn your cold calls into pleasant conversations. You
may actually look forward to meeting that new person the next time you pick up the
phone.
4. Get into the Other Person’s World
Shift your mindset away from what you have to offer and focus instead on what their
problem is. So many of us have been trained to think about our services and
products, that we don’t think about the client’s point of view. We aren’t really
interested in their issues and how we can help solve them.
Be interested in their world and their challenges. You’ll find this intriguing. Most of
us have a natural flair for problem solving. We enjoy “fixing things.” Find out
what’s going on with the person you’re talking with. Make sure the solution you
have really does “fix it.” Get rid of any hidden agendas and truly listen. Let them
know you’re interested in them and their world.
Move outside your own sales agenda to focus on the needs of others. This makes you
a better human being and helps you leap past the fear of cold calling.
5. Let Go of Expectations
Never assume anything beforehand. Allow the conversation to be one of exploration
and discovery. Stay focused on the dialogue instead of any private agenda.
Determine whether it makes sense to continue the conversation by truly listening.
Never presume your prospect should buy what you have to offer, even when it seems
they’re a perfect fit.
You are not calling to create a situation that is focused on your personal gain, but on
helping the other person. Simply have a conversation to explore whether you can
help them in some way. This takes pressure off both of you. You’ll be more relaxed
and they’ll be more honest about where they stand.
Believe me, once you start applying these perspectives it will transform your day-to-
day work life. Instead of dreading cold calling, you’ll anticipate the adventure of
creating a situation where everybody wins.
Ari Galper, founder of Unlock The Cold Calling Game, makes cold calling painless and
simple. Learn his cold calling secrets even the sales gurus don't know. To receive your 10
free audio mini-lessons visit http://www.Unlock-The-Cold-Calling-Game.com
Email Address: askus@unlock-the-cold-calling-game.com |
