Tired Of Sweating the Cold Call? Do This.

Cold calls have turned into one of the most hated ways to contact new leads in business…

But the truth is at some point in your career you’re going to need to talk to a stranger cold. 

That’s guaranteed. 

The only reason people are afraid to make the cold call is because they don’t know what they’re doing. You’re scattered when you don’t have structure when making a call.

But when you’re not scared to hit the phones… 

You can only increase your chances of growing sales and becoming the best salesperson you can be. 

Now…

Are you ready to master the cold call? 

Why The Cold Call?

I find it insane that so many people are terrified of the cold call when all you’re doing is calling a new potential customer.

They’re just not expecting it. 

In reality, the only reason we think calling someone out of the blue is awful is because growing up we are taught that…

We have to be quiet…

We can’t bother anyone…

And especially not to talk to strangers. 

I’m going to let you in on a little secret…

THE TOP TRAIT OF SUCCESSFUL, EFFECTIVE SALESPEOPLE IS THEIR ABILITY AND WILLINGNESS TO CALL STRANGERS. 

And I’ll be the one to say it. Cold-calling someone without a plan is going to feel much colder than talking to a stranger on the street. 

Not only does fear get in the way of the call, but a lot of sales reps will underestimate the power of a good cold call. 

Even if you don’t close, an effective conversation over the phone will help you:

• Learn who’s the decision maker in the company
• Figure out what the prospect needs/wants
• Set an appointment

You can do all of this and, with good sales training, get closer to closing over the phone. 

 

But before you can do that…

You need a strategy for the cold call. 

The Game Plan

The cold call process has five elements that when done correctly, will take you and the customer from cold to closing. 

The sooner you begin to understand the process of a good phone call, you’ll be able to take hold of a client’s attention and point them toward the close. 

 

The cold call process follows these five steps:

• The Greeting
• The Reason For Calling
• Qualifying The Lead
• Making The Appointment
• Closing

During the greeting, you only want to say your first name and the office where you’re making the call. It’s essential to get these out of the way first, not just for manners, but to ensure your client isn’t hung up on who they’re talking to.

Next, avoid the small talk and tell them the reason for calling as soon as you can. Here, you can cut to the chase and make a big claim about what you’re selling so you can catch the client’s attention immediately. 

Then, qualify the lead. Here is where you’ll figure out what the customer wants or what problem they need solved. Bonus points if you find out who the decision maker in your customer’s business is…

(If it’s not who you’re talking to, you find out who wears the pants so you can actually close the deal)

As soon as you can, you want to make the appointment. This way you can move along the sales cycle and create a sense of urgency for your client. Always offer to meet the same day so you can convince them why they NEED your product. 

Then comes every salesperson’s favorite part: Closing. Ultimately, the better you get at the cold call, the more likely you are to close over the phone. Simple as that. 

Hit The Phones

I’m going to keep it real…

Mastering the cold call is not something that is going to happen overnight…

And it’s definitely not something that’s going to happen after your first call. 

The more you can practice the call and drill down the essential parts of the process, the easier it gets over time…

AND THE BETTER YOU’LL BE AT SALES. 

Mastering the cold call is not easy, but thankfully, I have an entire course about it on Cardone University, for anyone who wants to strengthen that muscle. 

To become the best salesperson on your team, it’s essential to know how to handle cold calls. I promise you with consistent effort and discipline…

It’ll become as easy as picking up the phone.

Be Great, 

Grant Cardone

 

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