Cold Calling Survival Guide

I can very much assume that not many of us out there enjoy or, better yet, look forward to, cold calling. Unfortunately, cold calling has now become a large part of a business’ success and recognition. In fact, if you are looking to run a business it is highly recommended that you educate yourself with this particular skill if you want to succeed.

I would agree that just picking up the phone and dialing the number of a complete stranger can be somewhat intimidating. This attempt at sales and marketing is, and will always be, very difficult to not only accomplish, but to accomplish it correctly. Although you’re trapped in a nervous and uncomfortable energy zone throughout the duration of the call, remember that the single act of picking up the phone takes initial courage; picking up the phone and turning that experience into an actual sale takes confidence and, most of all, faith in yourself.

Take a deep breath and always remember to prepare yourself

Take a deep breath and always remember to prepare yourself. Begin by reciting the questions you want answered by your potential client. Continue to repeat these questions until you have come to an understanding of what it is you are looking for and until you feel comfortable enough to recant your script as a naturally flowing conversation.

In most cases, your first contact during the phone call will be the secretary or receptionist. I have had my share of “unhappy” and “misunderstood” people answer my phone call. But, believe it or not, you can make the best out of those particular individuals. Expect a rejection from them but don’t accept it. Spread your good energy and make a friend out of a stranger. Make it easier on yourself and virtually surround him/her with nothing but good intentions. Once you are on his/her good side you will be connected to the right person you want to speak with.

Whether or not that potential client is receiving your phone call with a positive or negative perspective, you are still facing a chance of experiencing constant rejection with every approach you may have for them and their company. From personal experience, if you can’t handle rejection, well you should not get into this aspect of business sales.

On a good note, one thing you can always be prepared for from a prospect is “what can this purchase do for me?”. Once that happens your half way in the door...they are interested! Now it is up to you to give them the reason to finalize the purchase. Here are some ways that could help you achieve your much-wanted results.

Everyone who is part of a sales-dependent system must understand that results will come from the implementation of three specific fundamentals that support the whole idea of cold calling.

Firstly, practice your processing skills. While every company operates differently, a successful sales company researches their client before initiating contact. This particular skill involves various steps as outlined by your company. This general skill includes the ability that you have within yourself to isolate the most ideal candidate(s), from dozens or hundreds of possibilities, that will qualify under your company’s validation process. During your search, your aim is to highlight those that are in need of, and deserve, your product and/or service.

"...a huge percentage of the call is completely psychological; work around your potential client with a sharp and focused mindset."

Secondly, a huge percentage of the call is completely psychological; work around your potential client with a sharp and focused mindset. In fact, always remember that you are not only selling your product and/or service through the phone but you must also sell yourself. The moment the ringing stops and a voice reaches you from the other end you are now an extension of that person’s office. Do not hide behind the phone; instead, make your self “visible” in a positive way. Train your mind to believe that the person you are now speaking with can physically see you. As such, while facing your potential client, smile, be courteous, and extremely organized.

Once your potential client is at ease and, more importantly, is willing to remain on the phone with you, initiate your follow-up business skill that reinforces your “mental prowess”. Be certain that no one can sell your product and/or service the way you can. Be unique. This crucial ability involves you, the telemarketer, understanding and believing in your own commodity and what it means to you to receive recognition from your potential client on the phone. Stand out from your competition. Be sure to be as specific as possible; be knowledgeable about what you and your company can offer them.

Follow these simple but effective tips to gain a clear and concise vantage point in an otherwise cluttered and confusing world of cold calling. Accomplish the calls positively; the last thing you want to do is create a negative impact on your company. These guidelines will help you avoid costly mistakes that may taint your corporate image in the long run. Keeping this article as a guide for your sales calls may help you avoid saying something you don’t want to say that may cost you the sale. No matter how good of a telemarketer you are always remember to keep smiling; positive attitude is mission critical to your company’s success.