Does Cold Calling Work For Sales Teams?
To most of us the thought of picking up the telephone and initiating a conversation with a prospective customer can be overwhelming. F.E.A.R. (False Evidence that Appears Real) kicks in as you begin to focus on the “WHAT IF’s!” What if they don’t want to talk to me, What if they’re not interested, What if they think I’m wasting their time etc.. WHAT IF THEY REJECT ME..!!!
As someone with years of experience in appointment setting I can tell you that those thoughts are in fact VERY MUCH justified. There is a fairly high possibility that during a cold calling session you are going to get some sort of rejection. The question is, how are you going to deal with that rejection and are you going to let it affect the way you feel? Will it affect the next call you make?
Almost every successful entrepreneur or business person has had to deal with rejection at some point in their professional career. Kernel Saunders, the founder of KFC, was rejected 1009 times before he got his first “Yes”. Walt Disney was turned down 302 times before he got the “Yes” that financed Disneyland and even The Beatles were rejected several times before they got their first “YES”.
Most organisations need new customers to survive and lots of new customers to grow. All forms of marketing will impact this but for some businesses the fastest and most direct method of acquiring a new customer is to take the initiative and call directly. By undertaking this process YOU have engaged your prospect directly in your buying process.
There are of course skills involved in this process such as getting through to the right person, arousing interest in a limited amount of time, creating the desire to meet with you and closing for an appointment, but in my opinion successful cold calling comes down to the following:
80% Positive Mental Attitude
How do you overcome rejection and reach your goals? Get in touch with the experts at Media Heroes for more information.