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Five Steps for Being More Successful Cold Calling You Have to Believe in What You're Offering See It From the Buyer's Perspective Separate Yourself from the Inevitable Rejection Accept the Fear - Then Move Through It Keep Dialing Step 1 - You Have to Believe in What You're Offering You have to believe in the product or service you're offering. You have to know you're selling something of value - something that will assist the person or organization you are calling. You have to be absolutely convinced - deep down - of the value of your product or service. You owe it to yourself - and your prospects - to only sell something you in which you truly believe. Step 2 - See It From the Buyer's Perspective When I was getting certified to take people for their first skydive, I was first required to put on the student harness and ride on the front of an experienced instructor - just like my students do now. Step 3 - Separate Yourself from the Inevitable Rejection When you're cold calling, you will experience rejection. Step 4 - Accept the Fear - Then Move Through It No one likes being rejected or hearing 'no.' That is normal and okay. Article: There it is. That darn phone! And you have to pick it up and call someone you don’t know. You need to make some cold calls. The first thing to know is this - the longer you put off picking up the phone and making that first call, the heavier that phone gets. Give it enough time and you’ll swear the phone weighs 500 pounds when you try to lift it. I’ve been skydiving for years. In thousands of jumps, I’ve learned some valuable lessons that wed to lots of things … including cold calling. So, let me share some insights with you I’ve reaped from all those skydives that will make you more successful at cold calling. So, how do you get started? How do you overcome the understandable fear of cold calling? Here are a few simple steps. Five Steps for thing More Successful Cold inspiration You Have to divine in What You’re Offering See It From the Buyer’s Perspective Separate Yourself from the Inevitable Rejection Accept the Fear - Then Move Through It Keep Dialing Step 1 - You Have to conjecture in What You’re Offering You have to hold in the product or service you’re offering. You have to know you’re selling something of value - something that will concur the person or organization you are calling. If you are not sure of the benefits you’re offering your prospect, you need to sit down and think in relation with it. Ask yourself, “How will this person or their organization be excel off if they buy what I am selling?” How will they sell more, save money, operate better, be happier, be more profitable - whatever the benefits are they’ll enjoy. This is vital! Do not discomfort going on to the next steps until you have this really cut loose in your mind. You will be wasting your time. You have to be just convinced - deep down - of the value of your product or service. Now, if you’re stumped on this one, get some help. Ask some colleagues or friends for their thoughts on the value you’re offering. If you do all this and conclude there really is not much value in what you are offering … move on! You will never be a success at selling something you don’t repute in. And life is too short to spend your time doing it. It’s similar to skydiving. If you do not accept for gospel in yourself and your equipment, you have no contract person in the plane - let one by one in freefall. You owe it to yourself - and your prospects - to only sell something you in which you truly believe. Step 2 - See It From the Buyer’s Perspective When I was getting avouched to take people for their first skydive, I was first required to put on the student harness and ride on the front of an experienced instructor - just like my students do now. This was required since it is critical that I understand my student’s perspective. Experiencing a jump from the student’s perspective has definitely made me a preferred instructor. It is the same for cold calling. You have to put yourself in the buyer’s shoes. In your mind, trade places with your prospect. Ask yourself, “What would make me say, yes?” And also ask yourself, “What would make me say, no?” You have to reckon the buyer’s perspective to effectively sell to them. It will help to ask people you’ve up to now sold to why they said, “yes.” What made the difference to them? You’ll gain valuable insights that will help you transcendental understand you prospect’s perspective - and make you more effective. Step 3 - Separate Yourself from the Inevitable Rejection When you’re cold calling, you will experience rejection. It is unavoidable. Here is the important thing to keep in mind: It is not here and there you! Your prospect is not rejecting you. They are rejecting the product or service you’re offering. They may just not need it right now. Or they may be so overwhelmed with challenges, they just cannot focus on what you’re offering and have to say. They’re not rejecting you! They don’t even know you. Rejection is a part of life. So is occasional sub-par performance. I have walked away from many skydives very disappointed with my performance. But you have to shake it off and keep going. If I avowed my disappointment to get to me, I would eventually stop jumping. And that would deprive me of something I truly love. It is similar with cold calling. If you open up the rejection to get to you, it will profoundly impact your effectiveness. When you get the “nos,” the terse responses, or even the hang ups - you have to be able to say to yourself, “Oh well, their loss. I’m sorry they’re not able to take godsend of the wonderful product or service I am offering right now. But I am going to keep principle to find people who can” - and mean it. Step 4 - take it the Fear - Then Move Through It No one likes living soul rejected or hearing “no.” That is normal and okay. It is easy to have the desire to succeed lapse into a desire not to fail - which can then lapse into fear. Don’t worry. soul fearful of rejection or failure is minor and appropriate. What is important is that you not play games with yourself. If the fear is there, don’t try to convince yourself it’s not. Don’t deny it. Until you warrant the presence of the fear, it’s in charge. When you assume its presence and the fact that it is likely effecting you - you take a great deal of power away from the fear. I have had to learn this lesson thoroughly in order to succeed as a Professional Exhibition Skydiver. If I had not learned to pin on and esteem my fears, there is no way I could have successfully jumped into small landing areas on the middle of large cities or sporting events with audiences of over 100,000. (If you would like more information in this method of fear management, see the folio named You Want Me to Do What? - Risking to Win at www.TakeRisks.com.) So, pitch into that the fear is there and that you’re are experiencing it. Not doing so will hold you back. Step 5 - Keep Dialing You merge in momentum with each call. When you stop dialing, you lose it. Set things up so you have plenty of prospects to call fore you get started. Do your research in advance. When it comes time to call, do it with a vengeance! The sooner you make the next call, regardless of whether it is a sale or not, the better. You constitute momentum. One sale will lead to another. If the last call was not a success, it is even more important to pick up the phone right away. The longer you wait, the more likely it is to get to you. Get Started Cold denomination will every hour be challenging. But you can make it more pleasant and be more successful at it by following these steps. Now get started. The sooner the better! It’s time to leave the plane! © 2004 Jim McCormick Right to publish or post this impute at no cost is granted provided copyright is to Jim McCormick and the rare information much the producer is included in its entirety.
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