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Prevent interruptions. Interruptions delay the cold calling process and add to the frustration of prospecting. Do not take phone calls during your prospecting time. Distractions of any kind prevent you from the task at hand. Keep in mind that the more calls you make in a designated block of time, the more successful you will become. The second call will be better than your first, the third better that your second, and so on.

Stay focused. If you work from home, ask family members not to interrupt during a specified time. Explain your request to them so that they are not offended - it will help them to feel like they are a part of your success. Also, it is important for you to resist computer games or anything else that will distract you, therefore prolonging your cold calling time.

Stop call waiting. Call waiting should be disengaged during your calling sessions. In most cases, a call to your phone company will stop the service for any length of time you specify. Putting a prospect on hold gives her a reason to hang up, so avoid any reason to put her on hold.

Go for the "goal." Setting goals give you something to reach for. Promise yourself to make a fair number of calls for the hour, day or week. During a recent coaching session, I advised a client to make as little as 3 cold calls in the first week. He quickly responded, "Gee, that doesn't sound like very many." When I asked how many calls he had made in the prior week, he said, "None." I rest my case! If you start off with a do-able number, you are bound to be less stressed, and more successful.

Make deadlines. They help you to reach your objectives. It doesn't matter if you don't get the job done until the day, or even one hour before your deadline, just as long as it gets done. Deadlines make you accountable to yourself, and are a productive method to reach your goals.

Stick to your guns. You will be more successful if you stick to the allocated time or number of calls you set for your calls, whether it is one hour a week or eight --- at least until you are more proficient or less reluctant to cold call. You will benefit from knowing that you are in charge, adding to your self-assurance.

Take breaks. You will return to work re-energized after a short break, and your performance will be improved. It is best to take a 10-minute break every hour, or 5-minutes every half-hour. Use a timer if necessary. I opt for the full hour/10-minute break because a full hour gives me more time to build momentum, and to get on a "roll." However, when you are on a roll, you need to be aware that you run the risk of becoming mesmerized. Therefore, you may go over the designated time. The catch here is that you will probably not be aware that stress is building: muscles tighten, neck stiffens, back begins to arch, shoulders feel like tightened rubber bands, and it's easy to forget to breathe. Breathing, especially deep breathing, is a proven stress-buster. And unfortunately, you won't recognize that your voice has become strained, which your prospects will interpret as nervousness or unprofessionalism.

Keep moving. While you are prospecting on the phone, stand up and walk around. Pacing and using your hands, permits you to be more expressive, and will improve your calls. In addition, your joints and muscles will tighten less. As a added bonus, you will also burn off some calories.

Drink lots of water. Your mouth usually gets dry from nervousness, or merely from all the talking you do on the phone. Water also reduces stress, as opposed to caffeine, which makes you even tenser.

Reward yourself. You've done a good job, and you deserve the prize. The gift to yourself will also be an incentive to repeat this scenario, which will continue to build your confidence and your sales. Treat yourself to some flowers, have a massage, tickets to a Broadway show, buy a sharp necktie or that pair of shoes you've been meaning to buy --- whatever makes you happy. Having something to look forward to will put a spark in your performance. It's like a child having to eat her vegetables during a meal, while anticipating a luscious dessert at the end.