What if you could cold call in utter calmness, as you might imagine the way a Zen master brings a cool cup of water from a well to his lips?
Wouldn't that be nifty? What's standing in your way?
"It's probably run of the mill fear," according to Dr. Gary S. Goodman, top telemarketing speaker, customer service speaker, and President of Customersatisfaction.com.
"People are afraid to cold call for a number of reasons," Gary points out.
"For one thing, they fear rejection. Also, they're concerned they'll sound foolish, or they'll be laughed or screamed at, or hung-up on. All of these cold calling events contribute to a feeling of high pressure on the caller, who in turn, pressures prospects, causing unnecessary failure and bruised feelings," he explains.
Goodman offers five tips for accomplishing a Zen-like state of mind for cold calling:
(1) Don't hold yourself to artificial goals that you "think" are achievable, such as one appointment per hour or two sales per day. Even if someone else achieved these outcomes, yours will probably vary.
(2) Always warm-up prospects by asking how they are, but only after you have disclosed your identity and your company name. Ask without telling first, and you'll create suspicion, increasing tensions.
(3) Every "no" you hear is a good thing, signalling you're closer to a yes. Plus, you can and should adjust your message to improve based on corrective feedback.
(4) Watch your coffee intake! If you're too buzzed, you'll sound agitated and impatient--very un-Zen like.
(5) Enjoy yourself, because you're meeting people that are all unique. Find that special quality and celebrate it.
"Cold calling is a blast, " he reminds salespeople, "Especially if we approach it in a tranquil, productive frame of mind."
Goodman can be reached at: gary@customersatisfaction.com or at (818) 970-GARY (4279)
