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What approach should I take when cold calling?
I encourage people to cold-call by coming from a place of 'contribution' first; I call this approach 'buying-in'. In highly resistant sales executions, like cold-calling, you have to buy-in before you can successfully sell-in because the mass of cold-callers that have gone before you, have trained your customers to ignore you.
How can I improve that first cold contact with a potential client?
Cold-calling is as much about process, support and leverage as it is about dealing with rejection and maintaining enthusiasm. You have to work to a structured plan and initiative contact as you would a warm referral, i.e. I know who you and your competitors are - and the reason for my call is to help you, just like I have helped others in your space.
My boss wants me to cold call, but I have call reluctance!
Words are meaningless without emotion and emotions are very hard to experience over the phone. In fact, over 50% of communication is achieved via non-verbal cues, such as facial expression, gesture and posture. That means most cold-callers, even the really good ones, are still limited by these phone related challenges. So be mindful, if you are choosing the telephone as your initial point of contact and introduction with a potential customer, you are already on the back foot, which means you need to work smarter.
My boss wants me to cold call, but I have call reluctance, because I'm not very good at it, any ideas? Help?
Words are meaningless without emotion and emotions are very hard to experience over the phone. In fact, over 50% of communication is achieved via non verbal cues, such as facial expression, gesture and posture. That means most cold-callers, even the really good ones, are still limited by these phone related challenges. So be mindful, if you are choosing the telephone as your initial point of contact and introduction with a potential customer, you are already on the back foot, which means you need to work smarter.

The Internet killed the Telemarketing star
How many times have you picked up the phone expecting to speak with a potential buyer - to only hear the desperate words of a seller introducing themselves and asking for the owner of the business? Yet another selfish salesman hell-bent on taking your valuable time and energy to try and sell you something you don't need or ever want.
Cold calling is daunting. Got any tips?
Yes I do, in fact - Don't cold call! Not unless you are selling in a way that is radically different or fundamentally better than everyone else. Then maybe you stand a chance, but the odds are stacked heavily against you. I couldn't tell you the last time a cold caller cut-through and engaged me emotionally over the phone. In fact, I dare say I have never purchased something from a cold caller.

Sales Training - How is Your Cold Calling Attitude?
Do you make cold calls for business? Do you set up appointments? The single biggest thing holding you back may be yourself. Read this fantastic article to find out why.
Sales Success or Dead Cat Bounce?
Who doesn’t want to succeed in sales? And if you listen to some of the so-called experts you’d have to be nearly incompetent not to succeed in sales. The catch is you aren’t getting the whole story.

Other cold callers Related Articles

10 Ways To Better Use Voice Mail
Given everyone�s busy schedule, leaving voice mail messages is an unavoidable business practice. However, voice mail is a tool. Despite its widespread use among companies, government agencies and private residences, callers often are not prepared to leave a coherent, concise message. Many times the beep impels callers to prattle and digress.
Cold Calling - Fish or Fowl?
In my last post, I talked about how marketing should be used to create leads, NOT sales reps. But what about cold calling you ask? Cold calling is a sales rep role and responsibility yet it creates leads, right? Wrong. Cold calling is actually a form of Marketing NOT sales, since it creates leads not customers. Unfortunately, cold calling is the most expensive and least efficient method of creating leads that exists.

Warm Up to Cold Calling
Cold calling: For many of us, the word "cold" is the key. Just the thought of picking up the phone sends a chill up our spines. Unfortunately, if we approach cold calling with an attitude of negativity, we’ll communicate that attitude to the prospect.

MYTH: Cold calling is a good idea
In the "olden days" when I first started my business, over 95% of my sales came about through cold calling, which I had learnt to do really well when I worked as a sales recruitment specialist with Morgan & Banks. At M&B - and in my business - it was very clear that if I didn't bill anything I didn't earn anything. So I got on the phones and I prospected to people I didn't know - that is, cold calling. This was well and truly before the internet was in mainstream use and I had the privilege of learning how to cold call really well. But it is a FACT that in an essentially crowded market place of the 21st century, businesses require a series of "push" and "pull" prospecting strategies rather than one simplistic "push" approach to selling such as cold calling.
Cold calling is daunting. Got any tips?
Yes I do, in fact - Don't cold call! Not unless you are selling in a way that is radically different or fundamentally better than everyone else. Then maybe you stand a chance, but the odds are stacked heavily against you. I couldn't tell you the last time a cold caller cut-through and engaged me emotionally over the phone. In fact, I dare say I have never purchased something from a cold caller.

The Invisible Close Sales Nugget - Four Groups That Will Promote You As an Expert to Their List
You're planning your free call on the topic of your book, info product or telecourse. Perhaps you're using the free or paid tele-seminar to create a product that you'll sell for years. Or you're taking an existing product you have and delivering it with a teleseries. Okay, now what? How do you get the word out to folks beyond your own list? How do you pack your rafters with callers? And you DO want to pack those rafters. Think about it. If you have a sales conversion rate of 40%, times 100 callers vs. times 400 callers.... That's a lot more dollars in your wallet.
My boss wants me to cold call, but I have call reluctance, because I'm not very good at it, any ideas? Help?
Words are meaningless without emotion and emotions are very hard to experience over the phone. In fact, over 50% of communication is achieved via non verbal cues, such as facial expression, gesture and posture. That means most cold-callers, even the really good ones, are still limited by these phone related challenges. So be mindful, if you are choosing the telephone as your initial point of contact and introduction with a potential customer, you are already on the back foot, which means you need to work smarter.

My boss wants me to cold call, but I have call reluctance!
Words are meaningless without emotion and emotions are very hard to experience over the phone. In fact, over 50% of communication is achieved via non-verbal cues, such as facial expression, gesture and posture. That means most cold-callers, even the really good ones, are still limited by these phone related challenges. So be mindful, if you are choosing the telephone as your initial point of contact and introduction with a potential customer, you are already on the back foot, which means you need to work smarter.
What approach should I take when cold calling?
I encourage people to cold-call by coming from a place of 'contribution' first; I call this approach 'buying-in'. In highly resistant sales executions, like cold-calling, you have to buy-in before you can successfully sell-in because the mass of cold-callers that have gone before you, have trained your customers to ignore you.
Stop Cold Calling! Turn Your Prospects Into Clients
Sales should be fun, something you look forward to, and a skill that you are motivated to develop and enhance. For most people, it is something they dread and cold calling is a big reason. Why do people cold call? It always amazes me. It isn't fun, it is stressful and no one really ever feels good after it is over. If you want to turn your prospects into customers then stop cold calling!
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