Cold Calling...The Verdict Is In

"There is a remarkable difference between a commitment of 99% and 100%" -Vic Conant

Ah 'cold calls'...a subject that can often create intense debate not to mention apprehension, even fear in the minds of sales people.

There are two schools of thought regarding cold calling:

a) It's a total waste of time
b) It's critical to all outbound calling efforts and strategies

I personally hold residency in the latter camp-after more than a decade of front line selling, coaching and training, I know the unmistakable benefits and pay offs of cold calling all too well...but that wasn't always the case.

I too, started out very gun shy about making those rather intimidating calls--of course, it was an expected part of my job duties; but my fellow Reps and I would have rather scaled Mt. Everest with blind folds on than make our share of daily cold calls.

There were so many excuses to go around...rude prospects, too busy working other deals, customer challenges, etc., etc.

It's really amusing when you think about how the very thought of cold calling can elicit so many cold feet!

All of that changed for me--I am happy to report, once I stopped fearing (the very thing that would help me hone my skills and feed my sales funnel) and began executing day in, day out.

You see, earlier in my career, I didn't want to be your average sales rep...doing just enough to get by; I wanted to become an ace...a standout. I also knew that I couldn't cut any corners en route to reaching my goal.

I knew that I needed to cover the basics--without fail or compromise.

It's Sales 101. It comes down to following the plays in
the Play Book--doing what brings results; consistent cold call planning and planning to cold call consistently!

Setting aside a prime period of your work day for the sole purpose of reaching out to communicate, educate and position value to prospects and customers...it was the most proactive part of my day...and what's more, it was never, ever a waste of time!


Need assistance with cold calling, telemarketing and/or outbound call strategy? Contact me at phonecoach@yahoo.com