So scared of cold calling

by 50 replies
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Hello... I have a fear. A fear of cold calling. Everytime i hold in my phone and push the digits my heart start beating and and my body fills up with big worries.

That in mind i want to be good at cold calling but don't know how to get rid of my fear and start to call the prospects.

I think a part of my fear is because i'm missing a good script (schedule a meeting for clients to sell web design services).
Furthermore, I believe that i don't have answers for rejections and so on. So pleace, can anyone give som tip's on how to do to get rid of my heart-beating and how to develope a good script for my calls and other tip's that can be useful.
#offline marketing #calling #cold #scared
  • I sympathise as I'm not great speaking on the phone. I get very nervous, even when speaking to people I know.

    However, I used to be even worse and wouldn't even pick up the phone if it was ringing. The best advice I can give is practice, practice and practice some more. Ring people you know and feel comfortable with to rehearse what you're going to say before you say it.
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    • Thanks for your advice and I know exactly what you mean. Maybe my problem is not as big as your but i've been there before. How long time of practice did you need to to be (a little bit more) confortable of cold calling?
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  • Your problem is a lack of information.

    Get skilled-up, formulate some realistic expectations and above all just use the search function here to find information. Jason Kanigan's SOF program is excellent, as well as all of the free material he has posted here and on his YouTube channel.

    Build a basic script to:

    1. Find out who you need to be speaking with.
    2. Deliver a highly condensed summary of the issues they have & your related solution.
    3. Attach a dollar value to those problems you solve then contrast with your solution's cost.
    4. Ask for the sale or appointment.
    5. Follow up.

    Repeat step #5 a few times until you get a definitive NO.
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  • Common issue...

    Watch this

    http://www.warriorforum.com/offline-...beginners.html
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  • You focus to much on the problem, the fact that you are nervous, and that makes you even more nervous. Focus on the solutions instead, and work your craft, improve yourself, get in that mental state of strength and start making calls ! If you get a rejection or if you screw up what? You will get better with practice. Just do it ! Do some push-ups or any other kind of exercises before to get in that state of calm.

    You are nervous because you are afraid of rejection or screwing it up. But if you get rejected and if you screw it up so what ? You can learn and improve from that.
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    • More likely the cause of the fear is from multiple sources:

      -Lack of confidence in product/services that they offer
      -Not expert in understanding those products/services
      -Poor script or nothing even written down about what to say (ie, "wingin it")
      -Expectations are WAY out of whack
      -Zero effort made in learning some skills in sales

      But my all time favorite source of fear (and how to overcome it) is related to a limited pipeline of prospects. So, simply fill that sucker up and make some call-back entries into the calendar, which these could totally be brush-offs from the calls. Doesn't matter. Point is by filling up that calendar with appointments and call-backs then you have simply been making the dials. The byproduct of this is that the rejection and fear is significantly reduced because you then go into each dial/call with the mindset of: "so what, I've got all of these demos and call-backs to handle!".
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  • There's a big misconception that you have to be cold calling in order to have success.

    You don't.

    If you're scared and have real anxiety why even put yourself through it?

    I think having a good script is an excuse a lot of people come up with to put off cold calling. If you think cold calling is a good strategy for you, then do it. You don't need a killer script. You need to have conversations. Conversations are key.

    If you really want to do it... Look at Jason Kanigan's posts... he goes into it far deeper than anyone else, but I think if you simplify what he discusses... it's still about 1 basic thing... having conversations.
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    • The reason i want a script is that soooo many people say's i need to have one. But i'm with you when you talk about conversations and i agree!. Why im trying to get me thru is to get rid of my fear and be good at it because it is a very cheap method to get clients (excepts time), and when the fear is away i have millions opportunites to run business and so on I hope u understand
  • Im guessing the reason your cold calling in the first place is because your trying to generate leads or sales for your business. I personally dont mind cold calling and that includes walking in off the street,

    But I have a much better response from my cold market when I make my solution relevant to their business offering. Now days I am using a lead genearation coach to help me generate leads for my business and I tell you what its the best investment I have ever made business wise

    At the moment he has promotion going where you will get access to him, his sales team who will do the follow up and closing for you as well as one on one coaching for the right way to set up your advertising campaigns.

    Dont get me wrong his offer is not a hands off offer its actually a hands on offer because its your business and hes all about empowering you and you will need to follow his step by step training for $49 why not take up the offer. I dont know if this is a limited time offer but if your interested feel free to reach out to me....
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    • I fail to see how this addresses the OP's request.

      Are you suggesting for the op to just not cold call and pay your guy the $49 to deal with the problem?
  • The reason you're scared, just like myself when I first started is because you're not competent enough.

    Here are three things you need to control to get better

    1. Have a good mindset
    2. Have good techniques
    3. Repetition

    To explain briefly on the above
    Point 1. View each rejection as a getting closer to a yes. Have that stored in your mind. Only the strongest, and thick skinned will win at cold calling

    Point 2. You need to learn your scripts (Get so good at you script that it sound natural). Learn how to question the gatekeeper. Learn how to pitch the DM and ask the open ended question.

    Point 3. Practice and keep practicing. It's like building muscle. Brian Tracy says get through your first 100 numbers fast, doesn't matter if you fail, just do it. If you're mentally strong enough and you haven't broke down in tears, well done, you potentially have the stamina for cold calling. Rinse and repeat

    Another thing, you need to STUDY cold calling. Live and breathe it if you want this to be your source of leads. I've been studying this for 2 years on and off but didn't really take it seriously till the start of this year.

    I've read tons of articles, I've purchased video training products, I read books on it, I study the sales gurus about cold calling, I watch film clips about cold calling, I study WF post from, Jason K, Claude, Matthew North (sorry if I didn't mention but if you replied to my threads, I thank you too), I have a sales mentor. Live and breathe what you want to learn, literally, that's the only way for you to become great.

    I'm still learning till this day, I haven't closed tons of deals from pure cold calling phone sales BUT I have added good prospects into my pipeline which will turn to sales.

    Here's something I've also learnt this year. You're looking for someone who is interested. That's why you need to call quick and gain interest quickly and then move on. When there is interest, you then qualify and sell.

    To get interest, you might say:

    "Hi Jim, Michael from xyz company"

    At this point you can do a pattern interrupt like "Is this a bad time", "Do you know of my company". Or you can go straight into the initial pitch. I tried this pitch on Monday and then had a qualifying call today based on this:


    He said it was a bad time and then I went for the appointment close. Had the call today and now he's an opportunity.

    People sometimes say your elevator pitch needs to be 30 or 60 seconds. Depends doesn't it. If you can shorten it and still get the value across, try that. Scott Channel who is another cold calling expert says that, if someone has a need for your product or services, your pitch needs to be on point. With my example above, I've found that my 10 second pitch works just as well as a 30 second pitch.

    Michael
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    • Thanks for your answer. This will help me as well as any other newbie to the market. I will take your tip's into my mind and work on it. I really appriciate your time!

      Thanks!
  • Everyone else that i dont have answered - Thanks a lot for your answer. I appreciate your time and inputs. Sorry for every quote-post but my internet-connection is really bad. So i hope you guys dont minde
  • You need a script, you need a rebuttle book. You need at least 10 closes. and yes you ABSOLUTLY need to get on the phone wether your afraid or not. Why? Because if your not your competitor is. Also it's by far the fastest way to get new business.
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    • Yeah i agree on that point and its getting better and better. Yesterday one meeting scheduled and 37 calls made me think i'm a warrior 💪💪💪☺☺☺ now im heading against 50 calls tomorrow!!
  • As silly as it sounds do some practice runs to a friend or family member just to get you in the flow. Have a bit of a script to prompt you. Take a deep breath and believe in yourself. Youll be fine.

    Ive done a fair bit of cold calling in the past. Feel free to drop me a PM and Ill help in any way I can.

    All the best.

    J
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  • As silly as this sounds, what worked for me is working at a telemarketing job first and you see others around you doing the same things and it helps hearing and watching them. Plus the they train you with objections. Now I go through hundreds of calls per day like it's normal.
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    • Desensitize your self from this fear of rejection. Check this experiment from this guy, it might help you:


      http://fearbuster.com/100-days-of-rejection-therapy/
  • Thank you, a lot guys! I'm really thankful for all your tip's! Pls, keep posting all your thoughts about the fear in cold calling! I will read them all!
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    • Have you progressed since the start of the thread? Go for failure because its what gets you closer to yeses.
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  • Look at it differently. Ask them to answer just ten questions for your online publication. Then slowly offer your services based off of the way they answer.


    Do you get what I am saying? You are not directly selling, but offering them a spot in your publication while suggesting what needs done.
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    • It seems like you're jumping about a mile ahead of where the op needs to be and is likely just going to exacerbate his fear issues.

      He needs to first learn an effective and repeatable intro that can be delivered to those that answer the calls. Since you have no idea who is picking up the call that intro needs to handle quite a bit in a very succinct delivery.

      I'd start there and just begin delivering that intro over and over, most of which will likely result in getting sent to VM or nail down a name of the decision maker and a specific day/time to call back. Just fill that calendar up with those call back entries. You'll find a level of comfort at some point, as well as building a list of times to make follow up calls!

      It'd also be a good idea to script a VM message to verify that it will go to the decision maker (not just a generic office VM) and base it on:

      1. Prospect id
      2. Specification of situation
      3. Hint at your big idea/solution
      4. Call to action
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  • Don't overthink it.

    You are just calling to let someone know you have a service to offer. Dont think of it like you have to "sell" , just deliver the message. It's the natural thing to do when you have a service that is available "Let people know". Thats all.

    No trickery, no slick talk....just a polite introduction and offer. If not, then at least now they know its available for them, for future reference, if nothing else. Politely wish them a nice day.

    Pushing people into stuff they dont want means you get to have a pain in the ass for weeks to come.... much like they were a pain in the ass to sell to in the first place.

    Just deliver the message and see who "wants" it.

    Someone will.

    I have sold the hardcore way, and the easy going way.... The easy going way is better. Just be natural.

    What is "natural"?

    Doing what you called to do; "Let them know you have a service available for them and find out if they are interested..." Thats all. No pressure.

    Just keep saying hi to people til you come across the one who wants to talk to you. They are always there.
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    • I would recommend getting an hourly, entry level job in telemarketing if there is a job opening in your area. I have been working for the same company for 2 and a half months here in Montreal, and I can honestly tell you that the fear I had of cold calling literally reduced by 95%. Why not 100%? Because when I try telemarketing for my own product (entrepreneurship), I still have an attachment to the value of my product and fear of people telling me otherwise; however this is inevitable.

      Success in telemarketing if you keep it simple, and dial the numbers in volume.

      Write a simple intro script geared to reaching the DM, then another script that you say once you confirmed that you have reached the DM. I end my script with, "Would you prefer me to send the free report by email or fax?", and it works wonders for me. I literally have a 30% conversion rate of DM's who either provide me with a fax or email. For example, if I speak to 10 DM's then I get 10 emails/fax numbers to send the report to.

      Remember that in the beginning, fear will always be there. The only way to eliminate the fear is to take action, make the calls because that is when you learn that there was no reason to fear. You are calling other people who have their own lives, and if they are interested that's great, and if they aren't then so be it, it's impossible for everyone to be interested anyways. As long as what you are offering has perceived value to the DM, it is likely that they will accept more information which in turn means another lead and possible a sale.
  • I certainly understand the struggle! A lot of people dread cold calling but with it still being an effective way to generate business, it is something that must be utilized. Myself and my firm cold call A LOT and if I can give any advice, it would be to "assume the sale" before you get a business owner or potential client on the phone, you need to believe that what you are offering is the solution to all of their problems All business owners want the same thing, more business! So if you get on the phone and speak with conviction, presenting true value to whoever you are speaking with, you will do MUCH better. Ask them questions you already know the answer to, that will lead them to working with you. Like, would you agree that having more customers would make your business more successful? Of course they will agree, now tell them that's what you do- make businesses more successful. (He will ask you how do you do that) BOOM your gate is open

    Do this consistently on the phone for 3 hours a day and you will have more business than you can handle my friend.
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  • There is one very simple solution to your problem here - and this is the most powerful solution there is!!

    PRACTICE

    You will learn best by gaining experience. The fear is normal, and you need to accept it. Do not judge yourself because you are having fear - because it is completely normal.The sooner you accept your fear, the faster you will be able to overcome it.
    Whenever you practice and suck - do not punish yourself - instead, love yourself more

    Because the more you suck, the more you fail, the more you will learn, the more you will grow.

    This is true for everything in life.

    You can also practice with your friends and family. Act out a Cold Calling Scenario with someone - or even something!! haha

    Acting by yourself - can also help you be more confident. Talk to your pillow - imagine the pillow is the person on the other side of the phone.

    Practice on your own, with your friends, and also just go for the Cold Calls - if you do this VERY Consistently - you will get good at it.

    As far as for a Script - the right Script will come up naturally. As you gain experience you will be able to learn what works and what does not. It is smart to take note from every single one of your Cold Calls!

    Of course, you can do some research on tips for scripts and how to talk to people - it will help.

    Here is a very valuable video by Brian Tracy:
    closing the sale - YouTube
    Remember; Practice + Consistency - is the best solution you have to become good at Cold Calling!

    Keep up the great work!

    I hope this helps!
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  • Quick.

    Here's my offer....would you like more info. on it?

    Yes/No

    Move on.
  • It does get a lot easier the more you do it. Just practice at it like with anything else and it will get easier.

    Just make sure you kind of know what you want to say or talk about, and the key is to [U]let the potential customer lead the conversation[/U] and then you just tailor it from there.
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    • You will NEVER close the way you want to if you let the customer lead. Sales pros lead, not follow.
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  • If you are in that field, then I assume you are qualified unless you are in the wrong place. If you are qualified, then you have the necessary information that you are supposed to pass to the customers. And if you have all these, then you lack something important. you luck self esteem and confidence in yourself. fear of unknown. to overcome this you just need to avoid those negative thoughts, fear of failure. adopt positive thoughts.And instead of just sitting there and thinking, take the phone dial the numbers without thinking then you shall see, you shall not luck words. at first you will fear but as soon as you start conversing you will forget about your fears. Just try. All the best
  • people r so good at cold calling, where can i find similar service to this?
  • just be sure in yourself, dont let the customer take a lead. that is the point. take care and believe in yourself.
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  • This thread has been awesome just because all your answers!
    This is my update from last time I wrote in this thread:

    I'm still struggling but it goes so much better. I also got clients to my web-design-firm and yeah. I work with my cellphone with a flatrate contract wich means that every call is almost free for me. Which is nice.

    What I feel is a problem is my interest phrase and feel that many prospect's don't want to talk to me because I'm working with web, web design etc. and thats boring to many business owners.
    Do you have an idea how I can create some interest about web and web desing?

    Some tip for you to build relations with your customer:
    Instead of sending a mass e-mail via your newsletter services you can send a SMS. It's more personal and I also get some responses because the persons want to be polite.
    On my Samsung phone i can send to groups of contacts which is named as Clients, and then you can send the SMS to 20 contacts each time. It's personal, it's fun read, it's fun to get the answer and you know which clients who respect you and your attempts to be the best supplier in your clients mind.
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    • cold calling is a bit like a band aid....it really hurts at first but then you feel better for it in the long run.
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  • Cold calling apprehension is completely normal and is par the course.

    Like anything in life, it take time and practice to get good at it. once you see the success coming through you will fee better about it.
  • Banned
    I have the same issues with cold calling, but it primarily stems from my stammering, which I've had since I was a child. Due to this I avoid even calling friends unless necessary, let alone strangers. Thank God for the internet as a means to make a living- I can't imagine working in an office and having to communicate verbally with people all the time.
  • i honestly recommend that you hire someone (on commission) to do your outbound calls. It's so draining, and time consuming - hire someone who loves to make calls - there are people out there like that. They want simple quick work. You can then spend your time running your web agency.
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    • Funny, I don't know where these people are. I guess they're all in Australia somewhere.

      I suppose this is fine if you have an operation that is ticking along and already making you money.

      But what about the person who doesn't have orders?

      Who doesn't have any opportunities in the pipeline, and doesn't have the cash to hire a magical someone to make dials for them?

      What then?

      Is "spend[ing] your time running your web agency" the right choice then?

      Doing busy work?

      Maybe messing a little with that web copy nobody sees?

      Cleaning the lunchroom?

      No.

      A business owner without customers needs sales.

      And the way to get sales is by having great conversations with qualified prospects.

      Guess what?

      The fastest way to get great conversations with qualified prospects is to make targeted prospecting calls.

      Is it the ONLY prospecting method people should be using?

      Nope.

      Is it a prospecting method people, especially those who don't have anything in the pipeline and lack the cash to do something about it, should be using?

      Yes.

      Too much of this forum is about sitting around at the center of some imaginary web, hoping that something flicks a strand so you can scuttle over there and grab that customer.

      That can be a long, long wait if you do it that way.

      And the wait can kill ya.

      What annoys me about "just sub it out" posts is it teaches impressionable newbies nothing of value. In fact, it hurts them because they get the false idea that responsibility for their sales can be offloaded to somebody else.

      It can't.

      No one will ever care as much about your business as you.

      Let's say you DO find someone who will do the work.

      As a know-nothing about prospecting by phone, how will you judge their work?

      When they come back and tell you they've burned through your money and your list, and have nothing to show for it, how will you know whether it's the numbers...or their lack of skill?

      What have you learned?

      Nuthin'.

      Yes, business owners should delegate.

      Yes, business owners should know something about what they're delegating.

      And my biggest issue with the "Can't someone ELSE do it??" </Simpsons> attitude is this:

      Your most important job as the business owner is NOT to manage projects.

      It is to SELL.

      And if you're filling your time with busy work managing projects, you aren't selling.

      Sooner or later that is going to bite you.

      Sooner or later you are going to have to talk to somebody, whether the conversation is inbound or outbound, and sell them. If you have no experience selling, you're going to fail.

      So this is for the impressionable newbies out there.

      Finding reliable subcontractors is tough.

      You as the owner must know enough about what you're talking about so you can manage it.

      No one will ever care as much about your business as you do.

      Don't completely delegate the responsibility of the #1 success or failure factor of your business: Sales. It's the biggest part of your job.
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  • I would set up phone appointments for myself and never call because I was too nervous... My heart would start beating fast and I would get all nervous and shook... I manifested my way out of it, I would just keep repeating "I made the calls, I called them" and slowly but surely the fear turned to excitement and I would hit the green call button... good luck!
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    • You know that's actually a great approach.

      Change Your Perspective and the situation changes.

      Very good advice.

      Ron
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  • 62

    So scared of cold calling

    Hello... I have a fear. A fear of cold calling. Everytime i hold in my phone and push the digits my heart start beating and and my body fills up with big worries. That in mind i want to be good at cold calling but don't know how to get rid of my fear and start to call the prospects.