Gary O'Neill
Jul 28, 2017 · 2 min read

Cold Calling – Get Over It.

Let’s be honest, very few people love Cold Calling prospects. Reasons may include the thoughts of being rejected or hung up on, hearing the words “I’m not interested”, or lack of motivation to pick the phone up each and every time with the same level of enthusiasm.

It’s easy to begin a cold call badly, so bad that you have lost the prospects interest in the first 10 seconds. To avoid a bad start, and so not to proceed with unrealistic expectations, I think it’s important to bare in mind that on average 70% of initial calls will not reach the decision maker first time, in most cases you will speak with their PA or receptionist.

Whomever you speak with, it’s likely an improper time for conversation, after all, your call was unexpected remember. Try and understand the mindset of the person you are calling, and if need be, ask is there a more convenient time to call back – most likely there is. This time you won’t be a surprise to them and will get closer if not have a chance to speak with the decision maker themselves.

When you do have that talk, here are 5 tips to ensure you get the outcome you need from it:

  1. Start with a dialogue not a presentation, ask questions and listen to the prospect (without interrupting).
  2. Understand the mind-set of the prospect, put yourself in their shoes and visualise what it’s like in their world.
  3. Determine a fit by the information you’ve uncovered from the questions you have asked, identifying core problems you can solve or what they can gain using your product.
  4. Recognise and defuse hidden pressures – use humour (86% of communication is tone).
  5. Be consultative, not salesy.

Of coarse, it can be daunting, and lots of it is conjured up in the mind, but it’s really just a two-way conversation, also one of the most cost-effective and proactive methods for business development and market entry there has ever been.

So go for it, pick the phone up, and make the call.

You’ll be thankful you did.

    Gary O'Neill

    Written by

    Go-getter / Passion for business & sales / Student of life.