If you are trying to make sales, set appointments, or generate leads with phone calls or in-person visits, successes may seem to be few and far between. When using such approaches you will hear ‘no’ much more often than ‘yes.’ It can be discouraging.
One way to make your job easier is to ‘warm’ call instead of cold calling whenever possible. This means calling people to whom you have some connection. Perhaps you’ve met them before, or you have common friends, or a colleague of theirs referred you. Use that connection to warm up your call.
When you must cold call, set a tone for success. First of all, accept that most people don’t like to make calls. It’s OK to feel a little stressed. Put on a smile and convince yourself that you’re having fun! It will show in your voice. Keep a mirror nearby to remind yourself to smile.
Know the action you want customers to take. Do you want them to buy, to set an appointment, come in to see you, or some other action? Use a script to plan what you are going to say, but don’t just read from the script. There are few things less interesting than listening to someone read to you.
Make calls in groups. Calling once, then gearing yourself up for another call, then taking a break between calls, etc. just increases stress. Sit down with a list of people to call, and call one after another. It will get easier, and you will get into a rhythm with your calls.
When you have a success, celebrate for up to five seconds, then get back on the phone. Don’t use the success as an excuse to quit for the day. Use it as a motivator and make more calls. Your enthusiasm and confidence will shine through and make the following calls more effective.
