Cold calling is a strategy used by marketers who sell products or services to people who have not yet met them. This is one of the most effective ways to promote your business and build your network because it allows you to identify new leads. Some people may feel uneasy or uncomfortable when asked to make a phone call someone. Rejection, after all, is scary.
While it is understandable to fear cold calling despite the benefits, how do you overcome such anxiety? This article will guide you to be confident in yourself when dialling a potential lead!
The Fear of Cold Calling
A fear of cold calling is a common problem for many people. It can be due to shyness, anxiety, or being too busy.
This fear has been around for a long time and has been the subject of many studies. One study by the University of North Carolina found that this fear was primarily due to social exclusion. This means that it’s not just about the person’s personal feelings about calling strangers but also the social norms in their environment that they are trying to avoid.
The study also found that people who fear cold calling are less likely to call people they don’t know and more likely to avoid networking events, making it harder for them to meet new people.
Don't Let Your Fear Hold You Back in Cold Calling.
As a salesperson, you will face the challenge of cold calling. You need to overcome that fear and learn how to make it work for you.
Make sure you are prepared for your calls.
Preparation is the foundation of every successful cold call. As a first step toward conquering the fear of cold calling, you must prepare for every possible conversation outcome.
Knowing how to react to an abrupt “No thanks” will prepare you for the unexpected. It’s okay to accept criticism. They are also human, coping with the pressures of work and other life challenges, as we all do. Try not to be affected by their behaviour, or let their actions influence your own.
Write a compelling sales script.
The best way to reduce your awkwardness on the phone is to have a good script to follow. Furthermore, it helps beginners overcome call anxiety, simplifies sales training, and directs the conversation with the prospect in the right direction. Here are some recommendations for cold call scripts:
- Building rapport: Introduce yourself briefly, then focus immediately on what matters to your prospect.
- Give your prospect the reason you are calling: “The reason for my call is… ”
- Questions to ask: Ask five to ten questions to ensure you are talking with the right person.
- Make an offer that appeals to the prospect’s values: Using the answers to your pre-qualifying questions, make an offer that builds value and broadens their perspective for the prospect.
- A final call-to-action: A call-to-action can set up an appointment or schedule a follow-up conversation.
Before you call the prospect, do some research.
When speaking with a stranger, we often feel nervous. Before calling someone, it is crucial to know who they are. Take some time to gather information about a potential client. This might seem tedious, but it helps break the ice.
Knowing about prospects helps you feel more confident. Having a meaningful conversation with the prospect is critical.
Practice by simulating conversations with the prospect.
There is no substitute for practice. To master cold calling, you have to practice.
Your team leader or the highest-performing salesperson on your team can assist. Request that they perform a mock call session where they pretend to be a buyer, and you pretend to be a seller. During the mock call, ask them to make it as challenging as possible to prepare you for real-world sales situations. Be sure you have the confidence to handle difficult situations during a sales call by practising continuously.
Identify your weaknesses and work on improving them.
Continue to analyse your performance and improve it. Document your sales calls to discover where you are going wrong. Even your manager can listen to a recording and provide feedback. Any problem you are facing should be discussed with your manager, and they will be able to guide you. Keep an eye on your progress. Only that way will you meet your sales targets.
Source: SalesBlog! – TotallySales
Cold calling is an approach in sales that involves reaching out to many individuals without any previous contact or relationship with them. The intent is to find new business or grow the existing business by finding new customers.
It is natural for people to fear cold calling, but there are effective ways to overcome it and improve your chances of success. Strategies for overcoming this fear must be learned to improve and effectively complete a successful call!
Frequently Asked Questions
What is cold calling, and how is it different from contacting someone on the phone?
Cold calling is different from reaching out to someone on the phone. When you reach out on the phone, you may already connect with the person you are trying to contact. On the other hand, cold calling is a marketing technique involving contacting someone you don’t know or have any prior connection with. This type of contact usually involves asking for money or a business relationship.
What’s the difference between a prospect, a lead and a customer?
A prospect is someone who has shown interest in your product or service and may be ready to buy.
A lead has expressed interest in your product or service and has been identified as someone who might be a good fit for the type of customer you are looking for.
A customer is someone who has purchased from you.
What are the advantages of cold calling?
Cold calling is a great way to build your business because it allows you to connect with people willing to buy from you. There is no need for you to be well-versed in marketing or sales techniques because cold calling will allow you to establish a relationship with the customer.
Cold calling can also be an excellent way for someone who doesn’t have much experience in sales and marketing but still wants their business. In the long run, cold calling can provide an excellent return on investment for your time and money.
What are the most common reasons for people to be afraid of cold calling?
Cold calling is an everyday activity for sales representatives but can be intimidating for many people. There are several reasons why people might be reluctant to answer the phone and make a sale.
- Fear of rejection: Some people may fear that they will be rejected by the person on the other end of the line.
- Fear of judgment: Others may feel that their peers or superiors won’t judge them if they don’t call.
- Anxiety about being rejected: Some people may feel anxious about making a cold call, so they avoid it altogether.
How can you prepare for a cold call?
It is essential to have a firm understanding of what you will say before you make the call. This will help you stay on track and be confident about your abilities. Knowing as much as possible about the person you are calling is also essential. This will help you get more information from them, which can be used in your pitch.
How do you make a successful cold call?
Cold calling is a tool that can make or break your company’s success. If you want to succeed in this field, it’s essential to understand the right mindset and techniques to help you get through the call. Many techniques can help you make a successful cold call, but they all revolve around being confident.
Can you overcome the fear of cold calling by practising with a friend or family member?
Of course! Cold calling is not for everyone, but it can be done in a way that doesn’t scare you away from the process. One way to do this is by practising with a friend or family member willing to help you. This will give you the confidence needed to make your first call and get started on the journey toward your new job opportunity.
What should I do if I get a negative response to my cold call?
Don’t give up if you get a negative response to your cold call. You can do a few things to make sure the person who rejected your call isn’t the last one to hear from you.
If someone rejects your cold call, it doesn’t mean they are not interested in what you have to offer. It just means they are not ready for something new or don’t have the time right now. They might also be overwhelmed with their current workload and need more time to consider your offer.
You should follow up with them by sending a short email that’s personalised and easy to read. Include some information about yourself, like where you work, what type of experience you have, and why this opportunity is relevant for them.
How long does it take for someone to answer a cold call?
A cold call is a phone call made to someone unknown to the caller, typically to sell or promote something. Cold calls are often unwelcome and can be intrusive.
The average time for someone to answer a cold call is 10 seconds.