Have you ever done cold calling? Cold calling is a term used for telemarketing or door to door sales when the people haven’t contacted you. You are randomly talking to people about buying a product you are selling. If you have ever tried to sell anything, you know the hardest thing to do is cold calling. Cold calling is scary. The unknown is always scary. It’s difficult to ask people to buy something when you don’t know if they are interested in the product or not.
I used to sell vacuums. My job was all cold calling unless my customers could refer me to their friends. I developed a few tips to get me from door to door, maybe they can help you.
Tips to break the fear of cold calling:
1. Cause – If you are scared to cold call, what is the source of the fear. Are you afraid to be told no? Are you scared of who may be behind the door? Are your fears justifiable? If you are afraid of rejection, get over it. You will hear a lot of “no’s” in your lifetime. If you are afraid of who is behind the door take someone with you when you go to people’s houses. If you can find the cause of your fear you may be able to confront it.
2. Never Meet a Stranger – To break your fear of cold calling talk to everyone like you have known them forever. You never meet a stranger because you already know the potential customer. The potential customer needs what you are selling. They are nice but they may not be able to tell you how you can help them. You are their friend. Talk to them and LISTEN.
3. Everyone wants what you have – To break your fear of cold calling you have to believe people need your product. If you love what you sell this is easy. If not, you have to believe everyone else loves what you are selling. Everyone needs what you are selling.
4. Percentages – A great way to get over your fear of cold calling is remind yourself of percentages. The law of averages. Even if you don’t like what you sell someone is eventually going to buy it due to the law of averages. Remember patience is a virtue. The success rate of most sales is 33%. So even if you sale to 1 in 4 people your average will be 25% which is pretty good.
5. “No’s” are your inspiration – To curb your fear of cold calling, expect the “no’s”, welcome them. Most salespeople have a 33% success rate. That means every 1 in three people are going to say yes to you. You might as well get the “no’s” out of the way so you can get to your “yes’s”.
6. Enthusiasm – Another way to curb your fear of cold calling is with enthusiasm. Enthusiasm is contagious. If you portray enthusiasm your customers will be saying yes without even realizing it. If you are enthusiastic there won’t be any room for you to be afraid of cold calling.
There is no reason to fear cold calling. It’s just part of your job.