Five tips to help make that first cold call of the day.
Many times we hear the old mantra that, “Once I get started making my daily appointment making calls, I’m okay. It’s getting started that is the challenge. I’ll do anything to keep from picking up that phone for the first call.”
Here are five tips to help us get into the proper frame of mind to start a Call Block.
- I read a few of our own customer testimonials to remind myself of the value we’ve brought to them and how pleased they are with what we sell. Some of them are written from the heart, so they very motivational. I even used to have a customer I would call when I was struggling to get myself going. He loved our products and to talk about the new things he’d be using them for. It never failed to get me fired up.
- Develop a calling buddy that will take a call when it’s time to start a Call Block. The call can just be one of encouragement or can be a quick role-play to practice the most commonly heard negative responses.
- Do it first and get it out of the way. This approach has another benefit – when we set appointments during our Call Block, it tends to add energy to our day.
- Rewards – sometimes even the best of us need to be ‘bribed’. Rewarding ourselves after completing a task that we don’t want to do can be effective.
- Figure out how much each dial is worth by measuring the number of dials it takes to generate an appointment and then a sale. Each one of those dials therefore has a value no matter whether they end in an appointment, a voicemail or a no.
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
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