Cold Calling Is (Not) Dead. It’s Back in Style!
"Cold calling is dead." "Cold calling is a waste of time." "Cold calling is for losers."
No joke, these are the top 3 results that pop up when I type “cold calling is…” into the Google search engine. Not exactly motivating for those tasked with generating new business for their company. There are hundreds of books, articles, blogs on this prospecting topic alone. From tackling cold call reluctance to making those cold calls “warm calls”.
Here is the long & short of it. Unless you have a lush pipeline of never-ending pre-qualified leads that magically appear in your CRM – begging for you to be their vendor of choice - sales professionals can’t afford not to have this sales tool in their prospecting “toolbox”. In sales, it’s a basic right of passage to pick up the phone and crank through those dials. But it’s not as simple as that. It takes planning. It takes discipline. It takes resilience. It is also very rewarding when you secure an appointment (and better yet, earn a new client!).
In this day and age of social media and email stalking prospecting, annoying robo-prospecting calls – cold calling has become a lost art. As someone who is the recipient of many, many prospecting ploys (emails, LinkedIn outreach, pre-recorded message calls…the list goes on), it’s actually refreshing to receive an old school cold call and talk to a live person every now and again. I believe it’s back in style. It’s become a new differentiator for sales professionals that have the ability to have a conversation with a prospect and not hide behind emails and incessant LinkedIn blasts.
As we embark on a fresh new set of sales goals for the upcoming new year, I think it is fitting to create a list of five cold calling tips:
Have a peer hold you accountable. Look around. You are all in the sales fight together. Team up and be each other’s accountability coach.
Schedule it. Block specific time on your calendar to make those dials. Keep that time sacrosanct.
Track your success rate. Number of dials. Number of voicemails. Number of call backs. You get the drift.
Get into the right mindset. Make those dials after you closed a big deal – when your adrenaline & confidence is at its peak.
PLAN. PLAN. PLAN. Have a well-thought-out script. Organize your dials efficiently so you aren’t researching during call sessions. Biggest mistake is winging it and wasting time.
So, here’s a challenge to all you sales professionals out there. Step away from drafting that prospecting email you were working on and pick up the phone! You never know who’s on the other end of that call may be your next big win!
For more useful tips and information, be sure to contact a member of the ‘A’ Team today.
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