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Cold calling anxiety

by beeswarn
61 replies
I have been cold calling B2B for years, yet even I suffer from performance anxiety now and then.

Just this morning I've done every stupid thing I can think of to delay making my first call while still sitting at my desk to make it feel like I'm working.

I'm reading this forum, lifehacker, checking facebook, playing Missile Command, considering an e-mail "marketing" campaign and thinking. Basically every unproductive thing I can think of to rationalize procrastinating as "getting ready."

I will go make my first call now and not come back until I've made 100 dials. When I get back, I'd like to read what you do to pull your head out and get to work when you feel like this.

Thanks, in advance, for your time.
#anxiety #calling #cold #cold calling
  • Profile picture of the author shmerns
    Cold calling is my kryptonite! I just completely avoid it.

    Yesterday though, I had a request from a potential client to
    call them, it took everything I had to do it. The conversation
    went very well and increased my confidence greatly (and I NEVER
    do cold calls).

    Today I actually feel like making some cold calls, weird. I think you
    just need to get the experience in your body.

    Make your 1st call today and I'll bet you'll be on a roll
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    • Profile picture of the author David Miller
      Originally Posted by shmerns View Post

      Cold calling is my kryptonite! I just completely avoid it.

      Yesterday though, I had a request from a potential client to
      call them, it took everything I had to do it. The conversation
      went very well and increased my confidence greatly (and I NEVER
      do cold calls).

      Today I actually feel like making some cold calls, weird. I think you
      just need to get the experience in your body.

      Make your 1st call today and I'll bet you'll be on a roll
      That's not a cold call...that's a referral.

      Everyone has their own little head games that they employ to get on the phone. But there are a few things that you have to do if you're even going to come close to being comfortable on the phone.

      I'm not even going to entertain anyone that argues this point. If you don't have a script, you're dead before you start. If you're going to go down the road of a script makes you sound like you're reading:

      1. It's may not be a good script
      2. You may not be good at "acting" it.

      You think any of the Best Actor Oscars went to people that made it up as they went along? They have scripts and they "act" them word for word.

      I've been in a few arguments in this forum about cold calling and scripts and the arguments are always the same. The same person who says scripts don't work is the same one that says cold calling doesn't work. There seems to be a pattern there.

      Most people who are afraid of cold calling will tell you the reason is because they aren't sure what to say, or that they will sound dumb or scripted.

      If you have a good product, and develop a good script that has the appropriate elements of sales incorporated in it, and you've rehearsed it so it's being delivered with confidence and belief, what do you have to worry about.
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      • Profile picture of the author Old Dog New Tricks
        Originally Posted by David Miller View Post

        That's not a cold call...that's a referral.

        Everyone has their own little head games that they employ to get on the phone. But there are a few things that you have to do if you're even going to come close to being comfortable on the phone.

        I'm not even going to entertain anyone that argues this point. If you don't have a script, you're dead before you start. If you're going to go down the road of a script makes you sound like you're reading:

        1. It's may not be a good script
        2. You may not be good at "acting" it.

        You think any of the Best Actor Oscars went to people that made it up as they went along? They have scripts and they "act" them word for word.

        I've been in a few arguments in this forum about cold calling and scripts and the arguments are always the same. The same person who says scripts don't work is the same one that says cold calling doesn't work. There seems to be a pattern there.

        Most people who are afraid of cold calling will tell you the reason is because they aren't sure what to say, or that they will sound dumb or scripted.

        If you have a good product, and develop a good script that has the appropriate elements of sales incorporated in it, and you've rehearsed it so it's being delivered with confidence and belief, what do you have to worry about.
        I wished I had said this first David, I couldn't agree more.

        I have taught a lot of sales students in the past and I struggled for some years in my own sales endeavors with "just making the call." (Phone or on foot.) I still do struggle a little if I don't have a plan, and my plan includes scripting every thing and I mean everything by the numbers. Even if I have done it 1000's of times.

        Now using the internet more in my sales and marketing I even script my audios and videos. When I don't they end up a mess! I script sales copy. How I produce a web site, how I do SEO and so on. Warriors this is how the people in this business that you look up to, the big names, do it. Those that are always looking for a secret, that is it. That's the plan. If anyone wants to argue it, go ahead but your argument will not hold water.

        You may not have a complete plan from scratch for yours sales operation but spend a little time at first and make an outline. Make presentation materials, flip charts, use white boards, brochures, ipads,and etc. Always when on a call have something to show the client that they can follow along with.

        It gets more of their 5 sense gates to function. It also gives you a track to run on and also keeps you on that track.

        Use sales aides the same way any master craftsman uses their tools. They are not crutches but if you need a crutch to get you going they will do that too.

        I'm sure David is extremely successful because he knows better than to try and wing it. The next time you fly do you want your pilot just to wing it? Or your DR. to just wing it? I could go on but you should be getting the point.

        The best benefit of having a script and a toolbox full of sales aides however is not what it will do for your prospect/customer but it is what it will do for and to you. It will give you confidence. When you are sitting there looking at your phone that is really what you are lacking. When you are sitting in the prospects lot in your car and looking at the door that is what you need, confidence.

        I obviously could go on, but if you get it, I don't have to. If you don't go way back up to the top starting with David and read to here again. If you still don't get it, my contact info is provided. Ask for help or maybe just a vote of confidence. And yeah even we Old Dogs sometimes need to do that also.

        This ain't rocket science folks! Just go do it, you're not alone....

        ld Dog...



        .
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        • Profile picture of the author beeswarn
          Thanks, David and Old Dog. I forgot about writing a script, entirely. This should make a difference in getting started in the morning.
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  • Profile picture of the author MaxwellB
    I don't do a lot of my own cold calling. But when I did I rehearsed the pitch a few times out loud until I know I don't need the script.

    And as strange as it sounds, when I'm calling, I try to hang up on people as much as possible.

    You must be thinkin what?!

    Yeah, when they say they aren't interested I HANG UP on THEM haha. I don't know it helps me to feel like they are the ones missing out on what I'm saying. I don't even say goodbye sometimes. Just CLICK. Maybe that's not good for brand reputation, but let's be honest they aren't remembering anything.
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    • Profile picture of the author IAmPaulJames
      I typically use other routes to get clients, where they have to approach me first. That way when I do have to call them, they are expecting it and it isn't so nerve racking. Get creative, there is ways around cold calling.
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    • Profile picture of the author mojo1
      [QUOTE=MaxwellB;5742931Yeah, when they say they aren't interested I HANG UP on THEM haha. I don't know it helps me to feel like they are the ones missing out on what I'm saying. I don't even say goodbye sometimes. Just CLICK. Maybe that's not good for brand reputation, but let's be honest they aren't remembering anything.[/QUOTE]

      Good Lord man, this made me laugh out loud. You go boy
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      • Profile picture of the author ShanaRN
        Well, I guess I am not alot of help....I have made one call this morning and now reading the forum too (LOL).

        I am not a "phone" person for any reason, so it takes some self talk to get me motivated to call. My goal is just to find out of they offer their employees health insurance, but goodness it is still difficult for me.
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    • Profile picture of the author Old Dog New Tricks
      Originally Posted by MaxwellB View Post

      I don't do a lot of my own cold calling. But when I did I rehearsed the pitch a few times out loud until I know I don't need the script.

      And as strange as it sounds, when I'm calling, I try to hang up on people as much as possible.

      You must be thinkin what?!

      Yeah, when they say they aren't interested I HANG UP on THEM haha. I don't know it helps me to feel like they are the ones missing out on what I'm saying. I don't even say goodbye sometimes. Just CLICK. Maybe that's not good for brand reputation, but let's be honest they aren't remembering anything.

      Interesting approach indeed. What you are doing here in my opinion is what I call the "Cigar Store Indian approach" (A variation of it, that is.) It's an illustration I have often used in my training to help get a sales person who is stuck or high centered moving again.

      I say if you place a bunch of brochures or calling cards in a wooden Indian's hand he will eventually make a sale. Others may simply call it playing the numbers game. That in itself is hard hard work but is very painless in nature and easy to set goals too. (I'm going to make 100 calls, don't care what the outcome is just make the calls, get-r done, then feel good about myself tell the boss I made 100 calls then go and play golf. Hint: The top sales earners don't do it that way, the bottom 80% do. They are still part of the sales team we love you all! If you say you are a top earner in your group or if you are a group of one, then obviously you are the top earner, regardless, if this is true, when you use this technique you are leaving a minimum of 90% on the table, what a waste! Get some sales help or coaching you owe it to yourself!

      Yeah, when they say they aren't interested I HANG UP on THEM haha. I don't know it helps me to feel like they are the ones missing out on what I'm saying. I don't even say goodbye sometimes. Just CLICK. Maybe that's not good for brand reputation, but let's be honest they aren't remembering anything.
      Maybe they aren't remembering, but you are! Your attitude determines your altitude. Do unto others.... etc. You are hurting yourself doing this. Shooting your sales image in the foot. This is not good self talk, you are fighting with them, you are mad. You can't sell and people wont buy in that emotional state. Basic written in stone sales principle!

      Please don't feel like this is an attack. It's not! I have done all that is mentioned here. I sometimes have to get my own sales training book out and start reading it over again. I want the best for all warriors reading this. So get your emotional state and your customers to "Glad" and the next sound you hear will be the cash register door opening!

      ld Dog

      P.S. Maybe they are, "remembering" more than you realize. Another basic sales rule, "Once a prospect always a prospect until death or becoming a customer!" You may say, not in the real world but you need to realize at some point, The sales world is a "mind" game to one degree or another. Maybe you are trying to sell in the wrong world.
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      P.S. If I can be of any assistance in your "Off" or "On"- line sales and marketing please PM me or email at WinnersChoice-Warrior@yahoo.com . Old Dog

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      • Profile picture of the author MaxwellB
        Originally Posted by Old Dog New Tricks View Post

        Interesting approach indeed. What you are doing here in my opinion is what I call the "Cigar Store Indian approach" (A variation of it, that is.) It's an illustration I have often used in my training to help get a sales person who is stuck or high centered moving again.

        I say if you place a bunch of brochures or calling cards in a wooden Indian's hand he will eventually make a sale. Others may simply call it playing the numbers game. That in itself is hard hard work but is very painless in nature and easy to set goals too. (I'm going to make 100 calls, don't care what the outcome is just make the calls, get-r done, then feel good about myself tell the boss I made 100 calls then go and play golf. Hint: The top sales earners don't do it that way, the bottom 80% do. They are still part of the sales team we love you all! If you say you are a top earner in your group or if you are a group of one, then obviously you are the top earner, regardless, if this is true, when you use this technique you are leaving a minimum of 90% on the table, what a waste! Get some sales help or coaching you owe it to yourself!

        Maybe they aren't remembering, but you are! Your attitude determines your altitude. Do unto others.... etc. You are hurting yourself doing this. Shooting your sales image in the foot. This is not good self talk, you are fighting with them, you are mad. You can't sell and people wont buy in that emotional state. Basic written in stone sales principle!

        Please don't feel like this is an attack. It's not! I have done all that is mentioned here. I sometimes have to get my own sales training book out and start reading it over again. I want the best for all warriors reading this. So get your emotional state and your customers to "Glad" and the next sound you hear will be the cash register door opening!

        ld Dog

        P.S. Maybe they are, "remembering" more than you realize. Another basic sales rule, "Once a prospect always a prospect until death or becoming a customer!" You may say, not in the real world but you need to realize at some point, The sales world is a "mind" game to one degree or another. Maybe you are trying to sell in the wrong world.
        HAHAHA who are you?

        I don't see how hanging up after they say they are not interested is putting in a negative state of mind. When I say okay thanks goodbye they are already gone most of the time.

        Your completely MISREADING what I wrote. I don't hang up on them so I can say I made my calls and did my work to my boss. I AM THE FREAKIN BOSS! Sales Source (in the sig) is MY company I OWN it.

        I close 40% of my sales appointments. For my industry that's above average.

        But when I used to cold call for myself (I havn't in a long time) why would I stay on the phone with someone who isn't interested even for a second longer?
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  • Profile picture of the author Simoshere
    Lol, so much truth on this thread. Whenever i call the little voice in my head is saying as soon as they pick up the phone im going to say "wrong number" and then end the call.. smh

    Anxiety/fear is a living breathing thing..the only thing holding my business down. I will say though that I have been able to learn alot more techinques about this marketing, just no client to use it with right now.
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  • Profile picture of the author Jason Kanigan
    Guys & gals, there is something going on between your ears that is blocking you from calling.

    You know intellectually that "if I do nothing, I get nothing."

    What's happening, then? Why do you know this, but allow yourself to get emotionally overridden all the time?

    Something is working against you. The Lizard Brain.
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  • Profile picture of the author MarlboroMonkey
    Thankfully I'm decent at "winging" it and don't use a script. Once upon a time I was a telemarketer for cell phones and had to do the whole script-on-computer thing and I hated the way it sounds.

    I've found it easier to put it in my head that I'm just calling them up to shoot the breeze more than try and be a salesman. Also though, I do try and set a meeting as soon as possible because I always feel they're super busy and I don't have their full attention.
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    • Profile picture of the author ShanaRN
      Originally Posted by MarlboroMonkey View Post

      Thankfully I'm decent at "winging" it and don't use a script. Once upon a time I was a telemarketer for cell phones and had to do the whole script-on-computer thing and I hated the way it sounds.

      I've found it easier to put it in my head that I'm just calling them up to shoot the breeze more than try and be a salesman. Also though, I do try and set a meeting as soon as possible because I always feel they're super busy and I don't have their full attention.
      Same here. I don't use a script either. It is easier for me to just roll with the conversation. Fortunately/unfortunately, I am rarely at a loss for words.
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      • Profile picture of the author David Miller
        Originally Posted by ShanaRN View Post

        Same here. I don't use a script either. It is easier for me to just roll with the conversation. Fortunately/unfortunately, I am rarely at a loss for words.

        I know anytime there is a thread like this (rarely are there interesting and appropriate threads of late) there are always a few who will argue the point that any real professional will use a script when cold calling. It should even be used for referrals because they haven't heard what you know either.

        The counterpoints are almost always identical to the above and almost always say, "I'm rarely at a loss for words" and that's fine and may well be true. I get many calls from that kind of salesperson who is also at no loss for words. The problem is that their words follow no organized train of thought.

        They yammer away on the phone as if their goal is to let me know they are not a typical salesperson, because they want to be my friend. They have no real understanding of the sales process and are anxious to prove they are better than what the believe is a typical salesperson.

        Their ease with words almost always lead to inappropriate remarks. They rarely make a sale on the first few calls but feel good because they believe they've established a relationship and believe that the prospect thinks highly of them since their main objective is to establish the fact that they are not a typical salesperson.

        They may eventually make a sale, but it's often because the prospect feels sorry for them. I have many associates who have told me they feel sorry for salespeople who have so few friends they have a need to make friends with every prospect they call.

        Like most business people, I'm busy and I have friends of my choosing. I find nothing horrific about what many here refer to as a "typical salesperson" and have little respect for those that think it shows more intelligence and professionalism to be unlike a salesman.

        This business of not appearing as a salesperson has also been a subject of many threads and the fact of the matter is that the most successful people in the world are salespeople. Now I'm sure there's someone champing (yes its champing not chomping) to write a post about Bernie Madoff....problem there is Bernie ripped off his friends and people wanted to be his friends. Greed is powerful no doubt.

        Enough time has been spent on this forum trying to get people of this mindset to understand the value of sales and salespeople. But people of this mindset will never recognize this as fact. Those times when I feel like I shouldn't bother, I realize there are a few people who are struggling with sales may gain some insight. It's for those people that I and some others like Old Dog will continue to write and offer help.
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        • Profile picture of the author ShanaRN
          Originally Posted by David Miller View Post

          I know anytime there is a thread like this (rarely are there interesting and appropriate threads of late) there are always a few who will argue the point that any real professional will use a script when cold calling. It should even be used for referrals because they haven't heard what you know either.

          The counterpoints are almost always identical to the above and almost always say, "I'm rarely at a loss for words" and that's fine and may well be true. I get many calls from that kind of salesperson who is also at no loss for words. The problem is that their words follow no organized train of thought.

          They yammer away on the phone as if their goal is to let me know they are not a typical salesperson, because they want to be my friend. They have no real understanding of the sales process and are anxious to prove they are better than what the believe is a typical salesperson.

          Their ease with words almost always lead to inappropriate remarks. They rarely make a sale on the first few calls but feel good because they believe they've established a relationship and believe that the prospect thinks highly of them since their main objective is to establish the fact that they are not a typical salesperson.

          They may eventually make a sale, but it's often because the prospect feels sorry for them. I have many associates who have told me they feel sorry for salespeople who have so few friends they have a need to make friends with every prospect they call.

          Like most business people, I'm busy and I have friends of my choosing. I find nothing horrific about the typical salesperson and have little respect for those that think it shows more intelligence and professionalism to be unlike a salesman.

          This business of not appearing as a salesperson has also been a subject of many threads and the fact of the matter is that the most successful people in the world are salespeople. Now I'm sure there's someone champing (yes its champing not chomping) to write a post about Bernie Madoff....problem there is Bernie ripped off his friends and people wanted to be his friends. Greed is powerful no doubt.

          Enough time has been spent on this forum trying to get people of this mindset to understand the value of sales and salespeople. But people of this mindset will never recognize this as fact. Those times when I feel like I shouldn't bother, I realize there are a few people who are struggling with sales may gain some insight. It's for those people that I and some others like Old Dog will continue to write and offer help.
          Hi David,

          Our approach is obviously different...and that is okay. I have to work my business the way it "works" for me. Do I random babble on the phone? Absolutely not. I am well organized with my conversation, just not scripted. I am a nurse by profession (have been for many years), so yes, relationship building (caring for my clients and prospects) is a given. I am sorry that you have little respect for people (me) who build a business in this way.
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          • Profile picture of the author David Miller
            Originally Posted by ShanaRN View Post

            Hi David,

            Our approach is obviously different...and that is okay. I have to work my business the way it "works" for me. Do I random babble on the phone? Absolutely not. I am well organized with my conversation, just not scripted. I am a nurse by profession (have been for many years), so yes, relationship building (caring for my clients and prospects) is a given. I am sorry that you have little respect for people (me) who build a business in this way.
            It's not as different as you may think. If you are "well organized" it most likely means that you cover the same important points in each call. Don't confuse "scripted" with meaning you are reading from a piece of paper on every call.

            Now this business of "not caring" being the domain of the "not the typical salesperson" is total nonsense. The notion that there is a disctinction between the professional salesperson and someone that doesn't care about their prospect is ridiculous.
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        • Profile picture of the author DWolfe
          Its tough to pick up the phone, Just try to turn the distractions off and just make a call. Its tougher than it sounds, but once you get one under the belt it usually starts the flow.
          It's kinda like asking someone out on date. The first time your nervous. The second date is a little easier on the nerves. After severeal dates and you click. You look foward to calling again. Same thing with cold calling, The first call is the hardest step. The second call becomes a little easier by the 5 or 6 call a pattern should develop.
          If you take a script like give it a try if you do not like it, modify it a little bit so you sound natural. Make the Call and try to get to the point. If they are not interested move on. Eventually you will hit the right combo and make a sale.
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          • Profile picture of the author David Miller
            Originally Posted by DWolfe View Post

            Its tough to pick up the phone, Just try to turn the distractions off and just make a call. Its tougher than it sounds, but once you get one under the belt it usually starts the flow.
            It's kinda like asking someone out on date. The first time your nervous. The second date is a little easier on the nerves. After severeal dates and you click. You look foward to calling again. Same thing with cold calling, The first call is the hardest step. The second call becomes a little easier by the 5 or 6 call a pattern should develop.
            If you take a script like give it a try if you do not like it, modify it a little bit so you sound natural. Make the Call and try to get to the point. If they are not interested move on. Eventually you will hit the right combo and make a sale.
            Leave it to a Jersey Guy to draw a comparison between dating and sales. But it's actually the best comparison I've heard!

            How many times do you have to get slapped in the face before you realize you're saying the wrong thing.

            Likewise, if something else you've been saying gets you where you want to go (leaving this to your imagination), than why would you change what you say?
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        • Profile picture of the author reactiontm
          Originally Posted by David Miller View Post

          The problem is that their words follow no organized train of thought.
          Precisely.

          The conversation has to have a POINT to it, which is to get an appointment.

          Not sell, not explain features, not delivering a treatise on the virtues of online marketing (nevermind that you're cold calling and sending out brown envelopes to generate clients).

          I think it was David Sandler who said that the prospect's script for not buying is stronger than your script for selling.

          That may be a misattribution, but if you don't have SOME parameters for the conversation, the prospect will win every time in getting you off track.
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  • Profile picture of the author talfighel
    I personally never cold called or called any of the leads that come into the business. Did that and it is a waste of my time.

    To get rid of procrastinating, you just have to plan your day the day before.

    Write down what you want to get done.
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    • Profile picture of the author David Miller
      Originally Posted by talfighel View Post

      I personally never cold called or called any of the leads that come into the business. Did that and it is a waste of my time.

      To get rid of procrastinating, you just have to plan your day the day before.

      Write down what you want to get done.
      And your point is?
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    • Profile picture of the author jimbo13
      Originally Posted by talfighel View Post

      I personally never cold called or called any of the leads that come into the business. Did that and it is a waste of my time.

      To get rid of procrastinating, you just have to plan your day the day before.

      Write down what you want to get done.
      If it is your business why would you not call a lead back?

      If it is someone elses business you need sacking.

      Dan
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      • Profile picture of the author David Miller
        I think it's interesting how threads like this so easily get off point. As I understand it, the op was asking how others of us who include cold calling in our marketing strategy, deal with the common problem of lack of motivation to stay on the phone or get on the phone. In addition, how do we break away from many of the nonproductive time wasters that make the problem worse.

        The idea was not to find other ways to find business. Of course there are other ways to find business, most of us are fully aware of them, and most likely many of us employ them.

        Inevitabley, someone pops in letting us know that they don't like to cold call, never will cold call, think very little of people who cold call, etc.

        I realize that I may have opened up another can of worms here, but if someone can give me an intelligent reason as to the value of posts that berate and belittle a long standing and proven method of marketing, I'll glady back off.

        But if the purpose of this forum is to share ideas and offer help, the least we can do is keep the posts within these threads on topic.
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  • Profile picture of the author Old Dog New Tricks
    One last thought before I move on.

    David Miller you are right that this subject about scripting and cold calling raises a lot of passion.

    Maxwell you are taking too much offense about my remarks.

    I don't know David and don't know if I have ever addressed him directly before now but I have read his posts and respect his point of view and I know when he, like I and many good hearted folks gives advice or make comments it may not be so much to the quoter as much as it is for the benefit of the silent dozens of others who are reading these posts.

    Myself, I feel that the a way to determine if a thread is carrying out the mission of this platform (WF), can be often more easily gauged by the # of views. Most of my comments are made with this very much in mind. When two veteran posters, or on this forum, sales and marketers begin to debate it usually releases at ton of nuggets that those viewers can mine. I viewed this forum for 2-3 years before I began posting. I gleaned a lot of information and knowledge from that.

    Maxwell you laugh at me that's fine. I respect your contribution and your post count shows you have contributed a lot and I didn't necessarily mis-read you either. You have a system that works and that is great. Support it in front of the viewers, and you did. I have a point of view that I believe is valid and I supported it. I have been the boss too, over a large sales force and also over myself.

    The situation I described was generic in nature and meant to help others learn. Yes it was included in a response to you but I never said it was you I was referring to specifically. No one should take exclusive ownership of my or anyone's comments implied or not on a forum. Such exclusivity should only be considered if the comments are private in person or by email or phone. An open forum just doesn't hack that kind of personal critique. It was an expansion of my experience for anyone viewing to consider. However I did learn from you that "You are the Freaking boss!" It's been noted by me and all the viewers I'm sure.

    Yes that was a dig, and please accept my public apology. Maxwell I really do like you and this whole debate from my end was meant to be a learning experience for all of us. Not a wrestling match of sorts although some of these threads do tend to get a little RAW.

    My best to you all... This Old Dog is off to find another bone to chew on. Thanks for the exercise all...

    ld Dog
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    • Profile picture of the author beeswarn
      Guys, I was just looking for ways to start the first cold call, or to get back on the phone when I'm knocked off my game.

      I actually have experience cold calling, I just wanted to know what other pros use to overcome this frequent morning problem, because I know it happens to everyone.

      I'm not interested in pretending not to be a salesman, pretending to build relationships and all the other MLM, social media expert, chamber of commerce guest speaker BS.

      I want to make more sales for my business. I'd forgotten entirely about using a script, and getting back on one helps. Thanks for the reminder.
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      • Profile picture of the author reactiontm
        Originally Posted by beeswarn View Post

        Guys, I was just looking for ways to start the first cold call, or to get back on the phone when I'm knocked off my game.
        Oh, you mean you wanted us to stick to the point of the thread?

        The simplest of solutions is to lock yourself in a room with nothing but your list and a phone. Got a wife or a girlfriend? Give them the key.

        Are you motivated more by rewards or punishments?

        Tie your performance to the more motivating of the two.

        Wanna go extreme?

        Pre-sign a check for a given amount.

        Leave the payee blank.

        Hand the check to someone who cares enough about you to not buy into your BS.

        If you meet your goal IN THE ALLOTTED TIME, you get the check back... best to spend it on something rewarding.

        Don't meet your goal?

        The check goes to someone or something you HATE.

        You pro-life? Miss the mark, and the check goes to Planned Parenthood.

        Right-winger? Barack Obama Re0election fund.

        Like women's rights, do ya? Check goes to Larry Flynt.

        Animal rights fanatic? Check goes for a product that's tested on animals.

        You get the point.
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  • Profile picture of the author Austin357
    Cold calling is not easy for most people. I've found that if you stick to a script and rehearse it then it works better. Next, put together a list of all the objections and a good solid response for each. Memorize those and get those nailed down. Finally, practice the close or call to action. Most of it is mindset and pushing aside the fear of rejection. We can do it!
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    • Profile picture of the author Dimitris Skiadas
      Originally Posted by Austin357 View Post

      Cold calling is not easy for most people. I've found that if you stick to a script and rehearse it then it works better. Next, put together a list of all the objections and a good solid response for each. Memorize those and get those nailed down. Finally, practice the close or call to action. Most of it is mindset and pushing aside the fear of rejection. We can do it!
      You said it all in 3 sentences...This is the actuall process of cold calling.The fear of being rejected is our main fear.It is my main fear.When i first started cold calling, i got some of people's answers a bit personally.

      They used to hang up on me, shout at me, be rude to me etc But then i understood it was nothing personal..If someone hangs up on you, you just go to the next one.Your list of potential clients is ENDLESS!

      If you make 50-70 calls a day, you just want 5-7 new leads, that will lead to 1-2 sales!And then you practice more and more and more in order to make your conversions better!

      Dimitris
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      • Profile picture of the author beeswarn
        Hi TrumpiaTim,
        I'm the original poster and I'm sorry to see this turn into one long soliloquy after another.

        I'm not scared. I asked about occasional performance anxiety. And I'm selling your white label service.
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  • Profile picture of the author beeswarn
    It's actually funny when people make derisive references to the "typical salesman."

    I'd rather receive a thousand and one cold calls than to be stuck at a cocktail party with some MLM or social media expert who just wants to build a relationship with me.
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  • Profile picture of the author TrumpiaTim
    Just get over it! If they don't like you, move on to the next call.

    You have nothing to lose, so don't be scared!
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  • Profile picture of the author HypeText
    Originally Posted by beeswarn View Post

    I have been cold calling B2B for years, yet even I suffer from performance anxiety now and then.

    Just this morning I've done every stupid thing I can think of to delay making my first call while still sitting at my desk to make it feel like I'm working.

    I'm reading this forum, lifehacker, checking facebook, playing Missile Command, considering an e-mail "marketing" campaign and thinking. Basically every unproductive thing I can think of to rationalize procrastinating as "getting ready."

    I will go make my first call now and not come back until I've made 100 dials. When I get back, I'd like to read what you do to pull your head out and get to work when you feel like this.

    Thanks, in advance, for your time.
    We all deal with it. I have been doing it myself for darn near 25 yrs...

    When I hit that point where motivation is a factor I have audio CD's on Cold Calling. I will play them and get myself pumped up to hit the phone.

    Sometimes taking a Step Back to get your head in the right place is absolutely necessary and there are probably just as many techniques to get past it as there are people experiencing it!
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  • Profile picture of the author kaswistry
    In Zig Ziglar's book (You HAVE to get it) titled Zig Ziglar on Selling, Zig discusses that the number one thing that prevents us from getting any leads from cold calling is rejection - and it is true. Humans crave for approval and admiration in varying degrees and for a multitude of reasons. I guess, that's because when we were raised, we were taught that a NO is a NO and a YES is a YES by our parents and this was embed into our psyche. A strategy he suggested in one of his client's companies that focused on sales was this: In the morning, call as many people as possible without worrying about whether you did it right or wrong. Since his client had a workforce, he suggested that this be a competition. The guy who gets to call as many as possible wins. Now, since it seems you're working on your own, I suggest you make yourself a deal. Say, If I get to call 20 people by 10 in the morning, I'll treat myself to this or that. The idea here is that by the time that you are done with the 20, the hesitation and anxiety is gone and you can proceed with the rest of your day knowing that you're just ready to go out there and get them
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  • Profile picture of the author rambo9600
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    • Profile picture of the author HypeText
      Originally Posted by rambo9600 View Post

      Don't cold call, it's as simple as that. It's bad positioning when your first contact is via a phone call. Does Donald Trump, Jay Abraham and others make their first contact via a phone call? NO!

      Why should you? Make it easy on yourself and set up a direct mail campaign so that people call you. That's what I do. Mailer goes out, people contact my 24/7 recorded message, then I call back within 24 hours.

      Cold calling sucks, it's the worst way to make Premium dollars. Yes, you can do well with being a cold-calling-cowboy but it sucks and will drain the life out of you. How do I know? I used to work for a major Wall St firm and had to make 400-500 dials per day or I couldn't go home.

      How bout dat!
      That might be because people know who Donald Trump is...I bet he did plenty of cold Calling before he became known!

      As for 400 to 500 dials per day?

      Sorry, but thats not even possible on a predictive auto dialer!

      For a person who is punching digits on a phone....180 to 200 is about as far as they are going to get.
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      • Profile picture of the author rambo9600
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        • Profile picture of the author Deidra Renee
          Originally Posted by rambo9600 View Post

          One of the things I hate about Open forums is people who are clueless. :rolleyes:

          You do not have the leverage of Positioning yourself by cold calling first, end of story, no debate.

          And yes, 400 dials (not actual contacts) is mandatory at most Wall St firms. Get your facts straight and quit talking Theory.
          Well as the OP has came back and stated he only wanted to know how to get the motivation back to get back on the phone or to stay on the phone when in a cold calling session. So clearly he is actually interested in cold calling, so coming here and discounting that method is not bringing value to the thread that he made.

          Anyway to the OP, when I first started I would look at different *motivational* videos via youtube. There is a specific Realtor that has actual live cold calling videos and a video of him getting *hyped* for cold calls in the morning (it's hilarious.)

          He is a realtor that makes COLD CALLS to convince people to sell their house, or if they took it off the market, to put it back on and hire him as their agent. If he can convince someone to meet with him to sell their house via a cold call I'm sure we can sell a website or whatever. When I remember his name, I'll come back and post it. I know it's Derek, but I forgot the last name.

          If you have to put up motivational quotes around your laptop while you're calling then do that. But really the only thing that will keep you going is to keep making the calls until thoses sales start coming in. That's your proof that it works and that all those calls weren't for nothing. You can read about other people's success all day, but it's nothing like actually having it for yourself.

          You may need to take small breaks in between calls (every 100 or so calls) to get your motivation back up, but the main thing is really your mindset. If you go into it knowing that what you're offering is legit and will bring value to your client, you know the sales will follow. It's just a matter of finding that client that *gets it* like you do.
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          • Profile picture of the author TheCG
            Originally Posted by Deidra Renee View Post

            Well as the OP has came back and stated he only wanted to know how to get the motivation back to get back on the phone or to stay on the phone when in a cold calling session. So clearly he is actually interested in cold calling, so coming here and discounting that method is not bringing value to the thread that he made.

            Anyway to the OP, when I first started I would look at different *motivational* videos via youtube. There is a specific Realtor that has actual live cold calling videos and a video of him getting *hyped* for cold calls in the morning (it's hilarious.)

            He is a realtor that makes COLD CALLS to convince people to sell their house, or if they took it off the market, to put it back on and hire him as their agent. If he can convince someone to meet with him to sell their house via a cold call I'm sure we can sell a website or whatever. When I remember his name, I'll come back and post it. I know it's Derek, but I forgot the last name.

            If you have to put up motivational quotes around your laptop while you're calling then do that. But really the only thing that will keep you going is to keep making the calls until thoses sales start coming in. That's your proof that it works and that all those calls weren't for nothing. You can read about other people's success all day, but it's nothing like actually having it for yourself.

            You may need to take small breaks in between calls (every 100 or so calls) to get your motivation back up, but the main thing is really your mindset. If you go into it knowing that what you're offering is legit and will bring value to your client, you know the sales will follow. It's just a matter of finding that client that *gets it* like you do.
            His name is Deric Lipski...he is freaking awesome!
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            • Profile picture of the author Deidra Renee
              Originally Posted by TheCG View Post

              His name is Deric Lipski...he is freaking awesome!

              That's it..Thank you! He is awesome..that video where he is getting hyped to make cold calls is hilarious!
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            • Profile picture of the author Edk
              You what the handling is for cold calling nerves? It's given in the book Cold Calling for Chickens by Bob Etherington. This is (obvioiusly) a short post. And a quite important one though I say so myself. Go check it out... It's available on Amazon for pennies right now.
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              • Profile picture of the author IMguy123
                Originally Posted by Edk View Post

                You what the handling is for cold calling nerves? It's given in the book Cold Calling for Chickens by Bob Etherington. This is (obvioiusly) a short post. And a quite important one though I say so myself. Go check it out... It's available on Amazon for pennies right now.
                hmm, looking at his blog Cold Calling For Chickens Author Bob Etherington
                I am thinking he got his ideas from Ari Galper considering when his book was published...after Ari came out with his stuff.
                Still it is definitely a doable method.
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        • Profile picture of the author HypeText
          Originally Posted by rambo9600 View Post

          One of the things I hate about Open forums is people who are clueless. :rolleyes:

          You do not have the leverage of Positioning yourself by cold calling first, end of story, no debate.

          And yes, 400 dials (not actual contacts) is mandatory at most Wall St firms. Get your facts straight and quit talking Theory.
          Excuse me? I am speaking as both a Former Stock Broker, Insurance Agent, Mortgage Banker, and Auto Sales Person. Dialing was mandatory in each of those fields.

          It isnt theory...its FACT.

          I am pretty sure that just about all of the Experienced Sales People on this forum would back me up as well.

          I also didnt say that Cold Calling is a mandatory means of leveraging oneself...I just said the calimed numbers were suspect. Keep in my that you were calling B2C and people here are Calling B2B.

          If 97% of your calls arent even being answered then one might experience higher dial counts, but business phones are answered just about every time. That means spending a few minutes at minimum on almost every call.

          While Cold Calling isnt fun by any ones standards, it is a mainstay of marketing, has been for as long as the telephone has been around.

          You forget that this forum has a high concentration of beginners who don't have an advertising budget and are working with what they might have.

          I don't cold call regularly anymore but back in the day its what I had to do to establish myself...just as many here are now trying to do.

          Sure, one can plop down a few hundred dollars and send out mass postcards...IF they have the $300 and can afford spending it...many newbies don't have it.

          I could tell you that you could explode your business by airing a TV Commercial during the Superbowl...Question is...would you have the $500K to do it?

          The point is...too many of the people just starting out that $300 for a mailing might as well be $500K for a Superbowl Ad...if they dont have it...they go with what they do have...their Telephone.
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          • Profile picture of the author rambo9600
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            • Profile picture of the author David Miller
              If you would like to keep threads on topic, you should not reply to off topic posts.

              That's the way you leverage position in a forum.
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              The big lesson in life, baby, is never be scared of anyone or anything.
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            • Profile picture of the author weheartcontent
              Originally Posted by rambo9600 View Post

              The problem with most IMers is they don't realize this is a BUSINESS. You need to have some capital to succeed. Too many people don't treat this as a real business.

              I don't know where you come up with $300.00?

              For $50 you can send over 50+ direct mail pieces to a Targeted prospect and get several responses. With just one sale you will make enough money to scale your direct mail campaign even further.

              Yes, cold calling does work, but leave it to the people making $10 hour. If you have any IM skills whatsoever your time is worth more than $50 hour.

              If you don't have $50 I highly suggest if you are SERIOUS and treating this as a BUSINESS then sell something on Craiglist or Ebay and raise some capital.

              I can make 10x more money using Direct Mail than ANY telemarketing campaign, period.
              This is quite true. For any business to flourish, there needs to be capital. I hate people peddling IM products saying you can make your first $1000 without any start up money. BS. Sure you can do it for free, but how long will that take?

              I always believed that sending postcards to your prospects beforehand would make calling a lot easier. I must say my first experience with cold calling with a complete disaster. But it comes with practice.
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    • Profile picture of the author Deidra Renee
      Originally Posted by rambo9600 View Post

      Don't cold call, it's as simple as that. It's bad positioning when your first contact is via a phone call. Does Donald Trump, Jay Abraham and others make their first contact via a phone call? NO!

      Why should you? Make it easy on yourself and set up a direct mail campaign so that people call you. That's what I do. Mailer goes out, people contact my 24/7 recorded message, then I call back within 24 hours.

      Cold calling sucks, it's the worst way to make Premium dollars. Yes, you can do well with being a cold-calling-cowboy but it sucks and will drain the life out of you. How do I know? I used to work for a major Wall St firm and had to make 400-500 dials per day or I couldn't go home.

      How bout dat!
      The local newspaper here cold calls ALL the time, I'm pretty sure they don't think it's a bad way to make money. They have at least 4 callcenters here, so I would say it's working pretty well for them.

      Cold calling will only drain the life out of you if you let it, just like any other method. It's not fun to sit and send out 5,000 emails to make 1 sale but people still do it to avoid doing other things.

      If you send out a bunch of direct mail letters and get no response, that can be considered to be *draining the life out of you* also, IF YOU LET IT!
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      • Profile picture of the author rambo9600
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        • Profile picture of the author Deidra Renee
          Originally Posted by rambo9600 View Post

          That doesn't happen when you know what you're doing with Direct Mail.
          Right, but the point is..it could happen. A lot of people use direct mail and don't know what they're doing.
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    • Profile picture of the author mojo1
      Originally Posted by rambo9600 View Post

      Don't cold call, it's as simple as that. It's bad positioning when your first contact is via a phone call. Does Donald Trump, Jay Abraham and others make their first contact via a phone call? NO!

      Why should you? Make it easy on yourself and set up a direct mail campaign so that people call you. That's what I do. Mailer goes out, people contact my 24/7 recorded message, then I call back within 24 hours.

      Cold calling sucks, it's the worst way to make Premium dollars. Yes, you can do well with being a cold-calling-cowboy but it sucks and will drain the life out of you. How do I know? I used to work for a major Wall St firm and had to make 400-500 dials per day or I couldn't go home.

      How bout dat!
      Donald Trump, Jay Abraham are small change compared to this Billionairess who Cold Called her way to billions.

      Spanx Billionaire, Sara Blakely "Blakely, then 27, moved to Atlanta, set aside her entire $5,000 savings and spent the next two years meticulously planning the launch of her product while working nine to five at Danka. She spent seven nights straight at the Georgia Tech library researching every hosiery patent ever filed. She visited craft stores like Michaels to find the right fabrics. She sought out hosiery mills in the Yellow Pages and started cold calling, only to be told no repeatedly. Immune to rejection thanks to years selling door-to-door, she decided just to show up. At the Acme-McCrary hosiery factory in Asheboro, N.C., she was turned away, only to receive a call from the manager two weeks later. He had daughters, he told her, who wouldn’t let him pass up her invention. (Today the Spanx line is manufactured in 15 countries, including Thailand, Israel and Honduras; the cotton crotches are still hand-sewn in North Carolina.)" Source: Forbes Undercover Billionaire: Sara Blakely Joins The Rich List Thanks To Spanx - Forbes


      Enough already bad mouthing cold calling. If you don't like it please have several seats!
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      • Profile picture of the author areevez
        Originally Posted by mojo1 View Post

        Donald Trump, Jay Abraham are small change compared to this Billionairess who Cold Called her way to billions.

        Spanx Billionaire, Sara Blakely "Blakely, then 27, moved to Atlanta, set aside her entire $5,000 savings and spent the next two years meticulously planning the launch of her product while working nine to five at Danka. She spent seven nights straight at the Georgia Tech library researching every hosiery patent ever filed. She visited craft stores like Michaels to find the right fabrics. She sought out hosiery mills in the Yellow Pages and started cold calling, only to be told no repeatedly. Immune to rejection thanks to years selling door-to-door, she decided just to show up. At the Acme-McCrary hosiery factory in Asheboro, N.C., she was turned away, only to receive a call from the manager two weeks later. He had daughters, he told her, who wouldn't let him pass up her invention. (Today the Spanx line is manufactured in 15 countries, including Thailand, Israel and Honduras; the cotton crotches are still hand-sewn in North Carolina.)" Source: Forbes Undercover Billionaire: Sara Blakely Joins The Rich List Thanks To Spanx - Forbes


        Enough already bad mouthing cold calling. If you don't like it please have several seats!
        Thanks for posting this..She's a beast
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      • Profile picture of the author rambo9600
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        • Profile picture of the author somacorellc
          Originally Posted by rambo9600 View Post

          It's the worst way to position yourself. If you are calling consumers trying to sell car insurance, trying to generate leads, etc.... then by all means pay someone $8.00 hour to do it.
          Your time and mine is worth far more.
          This thread's subject is "cold calling anxiety." Thus, the only logical explanation for your posts is:

          You deal with cold calling by pretending it's "beneath" you.

          To that I say, Brilliant! Your intense fear of cold calling can only be allayed by pretending that you never do it, you don't need to do it, and you'd be ashamed if anyone found out you did it! Great stuff!

          I'm going to try this strategy and see how it works for me. You're truly an inspiration to us all!
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          • Profile picture of the author beeswarn
            Originally Posted by somacorellc View Post

            This thread's subject is "cold calling anxiety." Thus, the only logical explanation for your posts is:

            You deal with cold calling by pretending it's "beneath" you.

            To that I say, Brilliant! Your intense fear of cold calling can only be allayed by pretending that you never do it, you don't need to do it, and you'd be ashamed if anyone found out you did it! Great stuff!

            I'm going to try this strategy and see how it works for me. You're truly an inspiration to us all!
            HAHAHA! somacorelic, this is terrific. I stopped reading this thread a few days ago because some of these people are fundamentally retarded.

            I'm glad I came back to read your post. Thanks a million!
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        • Profile picture of the author mojo1
          Originally Posted by rambo9600 View Post

          Show me where she cold-called her way to billions?

          She answered calls for customer service for Danka, a copier company.

          Cold calling had nothing to do with her success. Have you read the article?

          As I stated before, if you are lacking funds then by all means cold call. No matter what you or anyone else says about cold calling, it SUCKS.

          It's the worst way to position yourself. If you are calling consumers trying to sell car insurance, trying to generate leads, etc.... then by all means pay someone $8.00 hour to do it.

          Your time and mine is worth far more.
          I sure did read the entire article and the takeaway from this particular article was that she used a time honored and tested method, cold calling to promote her billion dollar product from the cold calling skills she mastered early on in her career.

          To be more exact, I've included the exact paragraph which highlights my point here...

          "After three months of misery at Disney, Blakely applied fora job she’d seen advertised on a billboard. She spent the next seven years at Danka, then a $1 billion Florida-based office supply company, now part of Japanese printer giant Ricoh. It taught her the art of the cold call. “They gave me a cubicle, a phone book and a territory of four zip codes in Clearwater and said, ‘Now go sell $20,000 of fax machines a month door-to- door,’” she recalls. Source Forbes:Undercover Billionaire: Sara Blakely Joins The Rich List Thanks To Spanx - Forbes

          Again, not interested in a chest thumpin' match with ya. Mine are probably way bigger anyway, so lighten up, k

          This little share is solely for the benefit of those who are not put off by cold calling and it's obvious financial benefits.
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          • Profile picture of the author rambo9600
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            • Profile picture of the author David Miller
              @Rambo9600 - Enough of this $10 an hour nonsense. If this is your own business and you're cold calling, and closing for your own business, it's can't be measured in that way. It's not comparable to a telemarketer pounding the phone for someone else.

              If it takes me a full business day to close a deal, and that deal is worth a grand, that's well over $110.00 an hour if you want to break it down in such childish terms. Because the fact is, that for many of us, that first deal with a client is the beginning of a longer relationship that can be worth many thousands of dollars.

              Your theory holds no merit in relation to this thread.
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              • Profile picture of the author TheCG
                David, you know better than to feed the troll.
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  • Profile picture of the author AppsFromHome
    Hey Beeswarn,

    I can relate...we all can.

    What I like is the fact you made your statement public...and I am assuming you followed through with the 100 phone calls, how'd they go?
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  • Profile picture of the author David Christopher
    For those of you who need to cold call and get stuck in that "dread" feeling too often, I remember reading a classic old book by Harry Browne called, "The Secret of Selling Anything." A simple, easy read but profound in its ability to refocus all of your attention on the *needs of the client/customer.* I remember feeling such a major attitude adjustment, and I swear the rejections occurred less often. It also became easier to just move on to the next call knowing that "someone who needed you" was in the queue just waiting to be contacted....
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  • Profile picture of the author somacorellc
    Thank you to the people in this thread who stayed on topic.

    I do this thing where I open the phone book and flip from industry to industry, and I keep thinking "no, they won't want to hear from me" or "no, I'd be bothering them."

    Then, if I'm still not on the phone, I'll browse the forums or do some SEO on my website. I'll practice my opener to make sure I'm saying the right thing, then start to think my script is crap.

    Then I'll do more research on scripts.

    If I totally throw away my self discipline I can waste 30 minutes not calling before I finally get on the phone. I swear I do this every day but I always end up calling, I always end up getting appointments, and I always end up making money. Once I get through about 5 calls I just start going on auto-pilot and can plow through 100 calls in a couple hours.

    It works, you just have to do it. I'm just slow to start, like the OP.
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  • Profile picture of the author TheCG
    It works for him...maybe I should try it.

    That guy is an animal!

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    Yes, by the way, I AM in the Witness Protection Program. I could tell you who I am but then I would have to kill you.

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  • Profile picture of the author Colin Fox
    I have cold called for years and there's nothing to be scared of. That's the point though... Some people are scared of failure - "What if I get shouted at?", "what if the person hangs up?" etc, etc. I come from the position of trusted advisor, not salesman. I am the person they need. The whole thing about fear for me is the fear of what will happen if I didn't pick up the phone? I won't eat, I'll lose my house, I won't be able to go out etc, etc. That's the fear for me - not being able to live my life the way I want. Scares the c**p out of me and so I pick up the phone when I have to...
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  • Profile picture of the author TheCG
    Personally, I love the rejection and humiliation aspects of cold calling...

    ...but then....I am kinda twisted anyway.
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    Yes, by the way, I AM in the Witness Protection Program. I could tell you who I am but then I would have to kill you.

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  • Profile picture of the author chicka
    Cold calling is scary, due to rejections and objections that we will be facing all along, but there are good rebuttals, you just have to learn them.
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  • Profile picture of the author Huskerdarren
    Beeswarn,
    Make a commitment to sit down at a specified time and make 5 calls. Not sales calls, just calls. Call the grocery store, call the library, call your mom, call whoever. Just make the dials, ask questions, and get warmed up. Then, call prospects. Of course have your script ready and center it on the person you are calling. Also, I watched a guy on Facebook talk about prospecting. He said we should make an audio on CD and play it in our car every chance we get. It says (with emotion) "I love prospecting on the phone. I am here to help the businesses I am calling" Get that into your psyche. Reframe cold calling as something scary and make it a means to your ends. Good luck. With practice, you'll be just fine.
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    • Profile picture of the author terip
      Originally Posted by Huskerdarren View Post

      Beeswarn,
      Make a commitment to sit down at a specified time and make 5 calls. Not sales calls, just calls. Call the grocery store, call the library, call your mom, call whoever. Just make the dials, ask questions, and get warmed up. Then, call prospects. Of course have your script ready and center it on the person you are calling. Also, I watched a guy on Facebook talk about prospecting. He said we should make an audio on CD and play it in our car every chance we get. It says (with emotion) "I love prospecting on the phone. I am here to help the businesses I am calling" Get that into your psyche. Reframe cold calling as something scary and make it a means to your ends. Good luck. With practice, you'll be just fine.
      This is roughly what I did when I got started to cold calling. True that the anxiety will always be there at first but can be eliminated over time. You just need even the slightest amount of guts to make even a small number of calls per day and in time, those 5 calls will become 6, then 7, then 10, and by the time you know it,you won't count the number of calls you do any more and just keep on calling.
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