Hate Making Cold Calls?

10 Feb 2012 1 Comment

by Kalliopi Winters in Daily Tidbits

Do you dread making cold calls?  Honestly, I do also.  Most everyone says that they can’t believe that I hate making those calls but there is always some level of fear that you will be rejected.  Here are some tips that may help you overcome your hate for cold calling:

• Rename it!  It’s that simple.  Don’t call it cold calling.  You are less likely to avoid making the call if it is no longer a cold call in your mind.  Most calls aren’t true cold calls.  Most of the time it is a lead that you have to follow-up on.  So quit calling it cold calls and make the call.
• Do not make the reason for the call a sale.  You are an expert in your field.  You have valuable information you can offer to others.  Turn your sales call into a gift call and give the gift of your personal knowledge.
• When you enter into the call make the approach permission based.  For example, many times when I call a new lead I say, “Hi, this is Popi with ABC Mortgage.  I was given your name and number by A Homes.  Do you have a few minutes to talk about the financing of your new home?”  When you ask for permission, you are likely to be told yes.
• Get excited about the relationships you make.  When you call using the permission based approach and are excited about the connection then the outcome is likely to be positive.  Pat yourself on the back for making the call, obtaining a new client and closing the transaction.
• Remember to always change your no into a yes.  It is simple.  If someone says no to you on the phone, it isn’t rejection.  What they are really saying is, “No, not right now.”  You can change that no into a yes by rescheduling your call and trying again with a set time agreed upon by you and the prospective future client.

I belive it is all about your attitude.  If you are sold on yourself and approach the calls with enthusiasm, self-confidence and pride than your potential client will be glad you took the time out of your busy day to make the call.  You may not get every one of your leadsto become a client, however, you are likely to succeed in the long run.