Why do they call them "cold" calls? Because the thought of making them sends chills through the bravest of souls. You might be able to talk on the phone for hours with a friend.But imagine calling someone who doesn't know you. You have to explan who youk you are and why the heck you are calling. You are so afraid you might sound like one of those people who call you at home in the evening asking to clean your ducts or pave your driveway. The person at the other end of the line might hang up at any second,so you blurt it out and pray. You feel at their mercy. And what if you are prevented from reaching your cold contact by the dreaded gatekeeper? No problem. Belive in yourself,read the tips below,then start dialing.
Five tips to warm up cold calls
1.Get Ready to Call
Before you start,have a list of names and numbers ready.No skipping names once you start. Spend time preparing your list before you start calling. You may grow less willing to continue after you get turned down a few times.
Have everthing you need readdy before you start: script notes,pricing,calendar,pen,and pad. And visit the bethroom before-hand;you want no distractions.
Be clear on why you are calling. Your purpose might be to book a meeting, to discover the contact's short or long term needs, to get additional contact names, to introduce yourself,to discover what suppliers they use now.
2.Schedule a Time Every Day.
Don't do anything else during that time period. When one call is finished, dial the next. At the end of the scheduled time period,stop. Better to stop fresh then beat. That way you'll think."Wow,that wasn't so bad. Can't wait for next time." Set goals and measure what you do. How many is enough will depend on your market and success rate.
3.Voice Mail Can Be Great.
Voice mail will allow you to leave your rehearsed,30 second message without interruption. In fact, if you call when you know the person you are trying to reach is not available, it may even help you to de-ice the first couple of calls. Leave your phone number twice, once at the start and once at the end of your message.
4.Get Past the Gatekeeper.
Gatekeepers feel protective of their charge. They want to feel valued and important, if you make them feel that way you will get cooperation instead of ice.
5.A Real Live Person.
So now you've finally made your contact with a living,breathing human being who can make the decision. Talk to them,listen attentively,and make notes.Do they sound interested,ambivalent,not interested? After each call,make a quick mental check. Is there anything you should have done differently?
Cold calling is an activity that many people hate,but it works.Don't worry if you don't feel good; you may even feel just thinking about it.This is one thing that is worth imperfectly and improving.Just start, and keep at it.