Cold Calling Is Fun!
Not to worry - I haven't lost my mind
Not to worry - I haven't lost my mind. (Not yet.) Cold calling is never fun. We all know that to be true. Then why would I say it?
The reason why is because I can recall numerous times when I heard someone say, "Making cold calls is fun!" Believe it or not, I even said it once. I'm serious. Early on in my sales adventures, in the days when I was job hopping, not succeeding by making cold calls, and not understanding why it wasn't working - after all, my managers all said it would get sales - I began deceiving myself into believing that cold calling is truly enjoyable, and that I love cold calling.
I decided that if cold calls work, like people kept telling me it would, then the problem must be with me, so if I changed my attitude while making cold calls, it would suddenly work.
But cold calling never worked.
No matter how much I deluded myself into thinking that cold calls were enjoyable, and no matter how many others have tried to covince me, it still doesn't get results.
But the good news is that I'd feel really great after those long days of cold calling. Naturally, it was hard work, but I sincerely felt like I'd accomplished a great deal! All those hours of cold calling would certainly pay off down the road, right?
Nope. It never happened.
Eventually, cold calling causes practically all salespeople who make those calls day after day to become victim to the feared state known as "call reluctance," a condition brought on by the endless rejection of cold calling. Contrary to popular belief, endless rejection doesn't "toughen you up" - psychiatrists have proven that it actually beats you down, and causes a long rut.
I reached that state myself after those years of cold calling. I entered a deep "rut." I've witnessed it with far too many sales reps. They listen to the rhetoric from sales managers and old-timers: All those time-worn sayings about "getting out into the trenches," "dialing for dollars," "banging doors" I'm certain that you've probably heard them all, far too many times.
But thankfully, I got back up again and made it my singular goal to stop cold calling. And when that finally happened I stopped cold calling forever, and removed all of that rejection and needless stress from my life, then my commission checks increased dramatically. What's more, I even anticipated getting up and going to work every day, instead of fearing it.
I was not only using all of my productive selling time face-to-face with highly qualified prospects (rather than spending all day searching for prospects), I was with prospects who actually wanted to buy! I didn't have to "sell" them and go through endless objections. Which meant that my closing rate went up as well, sending my commission checks through the roof.
So if you want to become one of the top 1% of elite sales pros, stop telling yourself that cold calls are fun, and instead, begin utilizing effective, modern prospecting strategies and techniques that will attract highly qualified prospective customers to you - people who are ready to buy right now.
And just what are those strategies and tactics?
The other day, another author and myself sat down and it took us about 30 seconds to rattle off over two dozen solid sales prospecting techniques that work better than cold calling, ranging from traditional networking events, speaking at free events, and offline marketing, on up to online marketing, social media, LinkedIn, and more.
If you think there are no alternatives to cold calling, you're wrong! Use your brain and do some thinking and you'll wonder why you ever wasted time cold calling in the first place!
by: Frank Rumbauskas
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