Cold Calling – Love it or Hate it – Just Do It!
Description:
Many business owners dread Cold Calling but why? and what can they do to avoid that feeling of Fear before picking up the phone? Here's one idea.
Content:
Come on let’s be honest, if you had the choice between picking up the phone and doing some cold calling, or poking your own eye out with a hot poker – it would be a close run thing wouldn’t it?!
But why is it that the sheer thought of picking up that phone and telling a complete stranger how your products or services could benefit them leaves us feeling like we have just been on Nemesis at Alton Towers?
“I don’t have time to sit on the phone all day” I hear you say or “Cold calling is so boring” or better still “Cold calling doesn’t work for my business”.
How do I know that you use these excuses? Because I have used them myself of course!
And yet I have the benefit of hindsight, I worked for a very large FTSE top 100 company for 5 years, and that business grew from an acorn into a large oak tree based on cold calling!
The Fear Factor
So, what is it that really stops us from building our business this way? FEAR, the fear of rejection, the fear of having our product or service discarded.
That fear is bad enough when you are selling for someone else, but now add the fact that you are selling your personal services and products and now they are not just rejecting your business proposal but they are rejecting YOU.
So, what can you do to minimise this? You can remove the Fear Factor and replace it with a Fun Factor.
At the moment you are probably doing what I did and so many other people do and attach a negative association to cold calling but if you were to change this around and attach a positive association to it how quickly would you pick up the phone then?
What exactly do I mean?
Well if you were to work out exactly how many dials you would have to make in order to speak to a decision maker, and then work out how many decision makers you need to speak to in order to ‘make a sale’ or ‘make an appointment’ you can then work out how many appointments it takes to make a sale.
Let’s imagine it takes 60 dial spins a day to make 30 contacts. I would expect you to convert at least 3 of these to appointments. Now if you converted 1/3 of these appointments to a sale, you can then work backwards to deduce how much each dial is worth to you in financial terms.
Let’s assume your average sale was £450:
£450/60 dials = £7.50 per dial
If you knew that you were being paid £7.50 every time you picked up that phone, would you do it?
Obviously this will vary depending on the industry you are in.
So, if all else fails and there is nothing you can do to get your head around this fear of cold calling – pay someone else to do it for you! You may want an out and out telesales operation or you may just want appointment setting. Companies such as Crystal Clear Virtual Assistants can do this for you using their years of sales experience.
The bottom line is that no matter how many excuses we make, cold calling does work. No matter how much we hate receiving cold calls, cold calling does work at least it does if it is done well! But that is a whole new article!
Author: John Jones
About Author:
© i-need-sales.co.uk All Rights Reserved
John runs a website dedicated to all things Sales.
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