COLD CALLING – this simple 3-syllable phrase is enough to scare the most tenured of sales professionals. It is seen as a “necessary evil” to be successful but few do it effectively. Here are 4 Simple Ways to Make Your Cold Calling Sessions SIZZLING HOT and ultimately will help you crush your results!
1. Set Days and Times for Cold Calling Sessions – If you are going to choose at random whenever you feel like making dials, then it simply won’t happen especially if you don’t like cold calling! Example: Monday through Friday from 8-10 AM. The key is having the same days and times each week you will be making dials. This will lead to your brain being trained to know when it is time to take action and crush the phones. This is no different than a professional athlete: they have very specific training schedules they adhere to that eventually becomes a habit. They may not love practice, but they love the results!
“You are what you repeatedly do. Excellence is then not an act but a habit” – Aristotle
2. Expend Energy and Recover Energy – Making dials and influencing strangers to meet with you or to buy your service/product can be mentally exhausting! You’ll start strong but ultimately you’ll start slowing your pace down given how taxing it is. As part of the routine, you need to have set times to recover your energy. Example: 30 minutes of hitting the phones hard and then a 5 minute break to eat a snack/take a breather. This allows you to recharge AND come back hard at the next session. The break should be focused on recovery and rejuvenation. Also, this gives you something to look forward to while you are deep in the bullpen session! This is similar to professional athletes – they do not play in the game the ENTIRE TIME; they have recovery sessions as well to allow them to maximize their performance.
3. Warm Up Before Dialing – You’ve now seen a lot of similarities to top performing athletes; here’s another simple way to help you crush the phones: take 15 minutes to warm-up your vocal cords before dialing! Top athletes do not just step onto the track or field and just start playing – they take time to warm their muscles up properly AND focus on setting up the proper mental state to ensure top performance. For you, this can mean going through your first dial out loud or reading through your scripts out loud multiple times. Perhaps, it can mean role-playing with a peer so you are both ready! Ultimately, you want to shake off the cobwebs of the prior day and be ready to be on at 100% once you hit “dial”!
4. Call Your Hottest Leads First – This may seem like a no-brainer, but it’s shocking how many sales professionals do not have a call order strategy. They just start dialing in whatever order their CRM system or lead source has it set! Instead of that, be strategic and call the leads you have that you feel MOST CONFIDENT about! This ultimately builds your confidence getting some warm leads knocked out first before you start attacking the other ones. The confidence momentum you carry will then transfer over to the other colder leads, which ultimately increases your chances of success!
So there you have it – 4 very simple ways to make your cold calling sessions SIZZLING HOT! These tips can be executed immediately and will result in greater productivity! If you liked this article, feel free to share below!Also, check out my free Masterclass Sales Training on 5 Proven Ways to Shorten Your Sales Cycle below!