Cold calling; it paralyzes beginners and sometimes seasoned sellers as well. But what is the reasoning for the irrational fear of making a phone call to someone who doesn’t know you, and if you blow it…never will? Speaking in front of a group of strangers, whether it’s a 4th grader career day or a group of CEO’s, is always intimidating; mainly because they can SEE YOU. Luckily, a good cold calling technique will help, and begins with only a voice and a script.
Let’s think of that first contact as a baseball game. Your cold calling technique should be the same as game preparation for a pitcher. Before you walk out to the mound, know who your opponent is, what kind of pitch he likes to hit, and his hitting capabilities. If he’s looking for a fastball, you may need to take a firmer approach than with someone who’s waiting on the curve, and needs a more indirect technique. If you have covered all the bases and done your homework on the prospect, you’ll know what type of approach should be taken.
If you break it down; like most things in life, making that initial call is just a game. Know the rules, practice your technique; and use it to your advantage, to hit it out of the ballpark.
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