3 Solutions to Breaking Your Fear of Cold Calls
by Ari Galper, Founder, Unlock The Game
If you’re like most people who sell, you probably have some serious resistance to making cold calls. The fear of cold calling is practically an epidemic – but not the kind that gets publicized. It’s a silent and personal struggle.
But it really doesn’t have to be this way. Your fears can be overcome when you keep in mind these 3 basic concepts to cold calling the new way.
1. Rejection doesn’t have to be a part of cold calling
Cold calling the old way means you’re probably preparing for the call by “thinking positive” and hoping for a sale. But the problem with this is that your mindset almost guarantees disappointment when a sale doesn’t happen. And so you keep dialing, hoping that the next contact will result in a sale.
But let’s stop for a moment and think about what would happen if you shift your focus away from “getting the sale” into seeing whether you can help someone solve a problem. In other words, you’re not eager for a sale – you’re exploring whether what you have to offer can help someone. And if not, you’re comfortable with the outcome.
You see, when your mindset shifts away from targeting a sale, you can be relaxed and okay with any result. You can approach your cold calls from a place of wanting to assist. And if it turns out your product isn’t a “match,” for the other person, you can leave the conversation feeling fine.
When you shift into this new mindset, you’ll no longer feel deflated and disappointed when a sale doesn’t unfold. The fear of rejection vanishes. You’re more at ease. Others can sense this, and many more cold calls will turn into productive, pleasant conversations.
2. You can make cold calls without feeling intrusive
In the old cold calling approach, you dial a number, introduce yourself, and hope someone will be interested in what you have to offer. It feels somewhat intrusive to both of you, and that’s one of the reasons you have a knot in your stomach when you call
Well, there’s a better way to start your conversation. Instead of talking about yourself, your company, and your product, you can focus on the other person. It’ll feel much less awkward.
So you might say something like, “I’m just calling to see if you’re grappling with loss of revenue due to unpaid invoices.”
This kind of introduction revolves around the other person and their world. It’ll feel much less intrusive, and they’ll be more likely to explore possibilities with you.
3. You can be natural when cold calling
Many people find themselves putting on an artificial persona when they make cold calls. Maybe they’re reading from a script, or they’re trying to carry the other person along with high enthusiasm – or both.
Well, artificial enthusiasm actually backfires on you.You see, it includes the unspoken presumption that your product or service is a great fit for the other person. But you’ve never spoken with them before, much less had a full conversation with them. You can’t possibly know much about them or their needs.
So it’s really much better to simply be natural and unassuming. You’ll come across as a real person who’s really interested in them and their needs. And others will respond much more positively to your calls.
We all want to feel good about what we’re doing. Following the new mindset in these three important ways will help banish the fear of cold calling and allow you to feel comfortable and relaxed in your work.
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