Cold Calling Training Info Category

Why “Just Do It” Just Won’t Work

People who are nervous or uncomfortable when cold calling are often told to “just do it.” Call 30 or 40 times and you’ll get over it — that’s the idea. Though there is a kernel of truth in that, it’s a teeny, tiny kernel. Here are things to know before you decide to grit your teeth and just do it.

30 or 40 Calls Won’t Reach 30 or 40 People

People aren’t always at their desk or home. You’ll get lots of voicemail, which means you mostly get used to leaving voicemail. This also means nervousness about talking with humans in a cold call acquires a layer of “Whew, got their voicemail.”

So how many calls will you need to make to get over feeling nervous? That’s not how it works, so read on. (more…)

How to Leverage Voicemail

There are two schools of thought about voicemail and both are valid.

One school of thought says not to leave voicemails — just keep calling until you reach a person. There are positives about this approach but one common negative: frustration. If you begin to think of reaching a prospect’s voicemail as a “bad” call that frustration will snowball. So pay attention to how you’re feeling and change tactics to before it’s too late: apply the other school of thought, which says heck yes leave voicemails! Here are some tips.

RadioVoicemail: Part Radio Ad, Part Verbal Postcard

Your voicemail messages have a lot in common with two other marketing tools: Radio ads and postcards.

Voicemail messages are part radio ad because they help increase name recognition. Voicemail also makes it easy to add some style, personality and ad-worthy information.

Voicemail is part verbal postcard because of message brevity and because the response rate for voicemail is about the same as the response rate for traditional mail.


How to Turn Gatekeepers Into Allies

GatekeeperLet’s start this article by defining “gatekeeper.” It’s anyone who picks up the phone who is not your direct prospect. That includes the prospects’ co-workers, staff, operators, receptionists, administrative assistants, and secretaries. And I’m now going to tell you absolutely everything you need to turn these gatekeepers into people who help you. That’s right: everything. You ready? Here we go…

Treat them nicely. Treat them with respect. Treat them the same way you treat your direct prospects. Read on for examples of how to do this, and a brief lecture on why schmoozing, manipulation and lying are not just wrong — they’re not worth it. (more…)

Things That Improve Calling Success: Dump the Baggage

Ideas about what we can or “should” be able to do with cold calling impact success and how we feel about calling. It’s important to know what is truold proe and what is not true.

There’s lots of mythology floating around, including: You should customize each and every call to each and every prospect, it takes seven messages before they call you back, you need compelling solution statements, you’ll sound better if you stand up (which is sometimes true).

The most harmful myth of all: Only rookies and losers make cold calls.

In fact, successful and experienced people often pick up the phone to call total strangers. The myth lives on mostly due to semantics. These old pros tend not to describe their calls as “cold” because they don’t resemble the kind of “cold” calls they were taught to make. So what kind of calls are they making?

Here’s the scoop:

Things That Improve Cold Calling Success: Talk The Way You Normally Talk

female typing 2People making calls of any temperature do not want to sound “canned.” They want to sound professional, confident and relaxed. If possible, they also want to feel professional, confident and relaxed. Here’s how you do all of that:

Do not try to “sound” professional or “make” prospects feel something

You are professional — talk the way you normally talk. Use the kinds of words you normally use.  As for using words that supposedly make prospects pay attention or become interested… forget about it. We really cannot make people do stuff or feel a certain way. If you have the idea that you can or “should” be able to do that, you’re setting unrealistic expectations and frustration will mount when you’re not able to meet those expectations. (more…)

Q: Does the cold calling program address warm calling?

Yes it does, but perhaps not in the way you might think. This program does not teach people how to “warm” calls up. The reasons why also bust some common myths so here’s a sneak peek.

Reason 1: The things people do to try to warm calls up rarely have a good return on investment. (more…)

Why Making Calls in Class Does Not Work

Someone recently asked me why Savage and Greene cold calling training does not include torturing students by forcing them to make cold calls in front of all of their peers. Well…I slightly edited their question but you get the idea.

The short answer: Making calls does not have the desired effect (not even close) and wastes a ton of time better-spent on things that will help students succeed. The longer answer is shown below, including a bit of fascinating history. (more…)

Recording Calls in Training

“Instead of having participants make calls, we’re interested in having two or three calls made and recording them so they can be analyzed and discussed in training.”

That seems like a reasonable compromise but the bottom line is an even stronger “no” because recording involves the issue of consent.