Are you afraid to cold call? Read this!

29 replies
Hey guys,

If you are scared to death of making those calls then maybe what I went through/learned will help you a bit and convince you to stop reading and start dialing.



It took me a year to even think realistically about picking up the phone. It took several months to get my mind around the idea that it was fast becoming a reality and 1 week of literally dialing, hanging up, getting psyched out and cursing myself as "A *%$& failure loser". It was brutal.


But...



I am finally doing it and I am happy about that.




Last week I got off the computer and got my script, list and my nerves and set out to stare at the phone. And that's what I did. I would dial, freak out and hang up...and dial again.



I called one business so many times they actually called me back and said "We are getting a bunch of calls from this number, can we help you". And you know what? I STILL choked and said "Uhhh, sorry I had the wrong number."



If you are sitting there starting at the phone thinking you are the only one...you are so not alone.



I also tried calling Hawaii (I don't live there....I figured the calls would be easier if I had no connection with the place I was calling). Yea...that's a real thing I did.


I STILL choked.



Then I just couldn't take the voices in my own head anymore. The self doubt was too intense......I had to actually ready my script when somebody answered. If they laughed at me, oh well.....I had to know.



I fumbled through it and guess what? I didn't die. Nobody yelled at me.



Nobody has yelled at me yet. In fact, people are VERY NICE and many of them have even thanked me for the call!



I haven't made a sale yet, and I really haven't made a lot of calls...but I am 100000% sure that I will make a sale in the next 1 - 2 weeks. If that sounds long, please consider how long I've previously went without any sales...or leads....or anything.



I'm fine knowing the worst is over for me if that makes any sense.




Here is my script (Thanks to John Durham and your report, which helped me out more than any WSO I bought.)




"Hey, this is Wally and I'm a new web designer in town and I am just wondering if you guys have any website projects you've been putting off that we could help you out with today".



That's it. It's simple, and it probably sucks. It's not supposed to be great though. It is supposed to get me DOING SOMETHING...and since it's easy enough to say it's working.


Do you know how easy it is to analyze your script, your list and your "services offered" to death?



Well...you probably do if you are anything like me.



I had/have a lot of issue with thinking that I am wasting people's time with my calls, so in my mind I have to get a very short spiel out to build confidence. As I get better, and I WILL, then I will refine what I say.



For right now though, at least I'm not wondering "what if".



And you don't have to wonder either. I know this post will bore most of you, but if there is ONE PERSON out there who is/was like I am/was and you are thinking of how screwed you are, or how much you will hate your existence if you have to work for some dipshit the rest of your life, then I can sleep tonight knowing you took action after reading how ridiculous I was being.



I can't tell you how FREEING it is to just do this. And what about that panicky feeling?



It goes away VERY FAST....I promise. I literally have an anxiety disorder, and I've had to deal with it for all of my adult life...and I am just fine with these calls after I got about 5 of them done.




I know "systems" and WSO's seem like the next great thing, but for ME...they didn't work. I failed at them and they just delayed the inevitable. Honestly though, I wish I had done this SO MUCH SOONER.



Oh well.



So anyway, get off of the computer and pick up the phone. What's stopping you?



If you are scared shitless, you aren't alone...that's for sure, but I promise you with every fiber of my being that you WILL NOT die from a phone call. People won't laugh at you, and they won't hate you for "bothering" them.



I swear.
#afraid #call #cold #read
  • Profile picture of the author azurews
    I feel your pain wally247. I finally realized that I am going to have do cold calling to ramp things up.

    I find many things to piddle around with to delay the inevitable. I also find the longer time I have between call sessions (weekend) the harder it is to get back in the groove again.

    I think I need to make it a mandatory time-frame in my schedule to keep me on track.

    You can sleep like a baby tonight. Your post was very inspirational!
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    • Profile picture of the author wally247
      Originally Posted by azurews View Post

      I feel your pain wally247. I finally realized that I am going to have do cold calling to ramp things up.

      I find many things to piddle around with to delay the inevitable. I also find the longer time I have between call sessions (weekend) the harder it is to get back in the groove again.

      I think I need to make it a mandatory time-frame in my schedule to keep me on track.

      You can sleep like a baby tonight. Your post was very inspirational!
      Haha...well there you have it!


      I have noticed that breaks make you kind of say "well...I can wait till tomorrow to make more calls" but it's best to squash those thoughts.


      No matter what though, the 1st one of the day isn't 1/10th as hard as the 1st one I did the other day.


      Cheers!
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  • Profile picture of the author xpesos
    yeah i too had some difficulty in my first call....
    But after made many calls.....
    Believe me if you got hot chick then you can get many successful deals... personal experience!!
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  • Profile picture of the author zylun
    One thing you should listen to your recorded calls so that you can enhance or better correct any mistake in taking a call.
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  • Profile picture of the author shane_k
    Congrats on your success so far. Keep moving forward.


    Originally Posted by wally247 View Post


    So anyway, get off of the computer and pick up the phone. What's stopping you?


    A better question for people to ask themselves instead of, "what is stopping you?" (as that would get them focused on obstacles) is "have you ever done something, that at first you thought would be hard, but once you done it, it was actually alot easier than you imagined?"

    Think about the difference in states that puts you in. the difference in how you feel.

    when you realize something is actually alot easier than you first imagined it is then easier to continue doing that activity. There might be some relief, surprise, and pleasure,and you will start looking to that again.
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  • Profile picture of the author Jason Kanigan
    Hi Wally,

    Thanks for sharing your experience.

    When did the "choke" set in for you?
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    • Profile picture of the author wally247
      Originally Posted by Jason Kanigan View Post

      Hi Wally,

      Thanks for sharing your experience.

      When did the "choke" set in for you?
      Hey Jason,

      I would choke right when they would answer.


      I would imagine myself saying my spiel and go through the typical "what's the worst that could happen" before the call. But when they picked up, I would just hear myself and picture them saying "you suck, this is a lame call you idiot...screw you".


      I was REALLY in my head bad.


      It blows my mind that as a kid I would call people up and screw with them incessantly and laugh after telling them they had won a lottery or something (I was a douchey kid) but as an older chap I got scared.


      Oh well...it's all gone now!



      I just remembered this, but I did a really simple thing that I read about that actually worked.


      Anyone can try it right now, because it works immediately. If you do the "thumbs up" with both hands, like the Fonz it puts your whole mind/body in a positive mood.


      If you jokingly say "Ayyyyyy" like the Fonz it even makes you laugh a bit and loosen up a lot. If you do thumbs down, you can instantly feel your mood change too.


      So right before I decided I was going to do it or die, I sat there with both of my thumbs in the air for about 2 minutes going "Ayyyyy" like an idiot.


      It totally worked! It made me relaxed and positive. So during the first call I read my script while having my thumbs in the "Ayyy" position.



      Goofy, but it did work.
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      • Profile picture of the author jwrbusiness
        I would just hear myself and picture them saying "you suck, this is a lame call you idiot...screw you".

        That is the funniest line I have heard in a long time! I have a list now I'm working on and as I dial each number and hear the ring, I remember that line you just said. It makes the cold call fun almost to the point I look forward to hearing a No on the other end. Then the game starts, smile to my face as I remember ...." I would just hear myself and picture them saying "you suck, this is a lame call you idiot...screw you".

        The mood has become lighter and the gam begins...

        Thanks for that funny line which has no eased my cold calls into. Profitable game
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        • Profile picture of the author sandalwood
          Wally,

          Congrats on overcoming your fear and for taking action. An unbeatable combination in my opinion. You did good brother now go do it again and again and again and by the fourth time it will be a natural part of you.

          BTW, alert your bank that your deposits will be getting larger.

          Tom
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      • Profile picture of the author lakerjudy
        Its a great work to post all your real life experience. I would like to hear more about it.
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  • Profile picture of the author BrandonMHowe
    "Ayyyyy!"

    I love it man. Good stuff!

    Your theory tests positive.. totally digging the thumbs-up vibe!
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    • Profile picture of the author wally247
      Originally Posted by BrandonMHowe View Post

      "Ayyyyy!"

      I love it man. Good stuff!

      Your theory tests positive.. totally digging the thumbs-up vibe!


      You did it? I think the goofy factor of it really did the trick for me, but I will be doing it again tomorrow!

      Cheers!
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  • Profile picture of the author socialentry
    It's not that hard... I had a lot of anxiety starting out but after I started working in a boiler room it was not really hard because of peer pressure. Stress (as in many cases in life) was self-inflicted.

    The only thing is that when people get rude, I get angry and don't feel like dialing anymore.
    But yeah, if you just follow a script like John Duhram's and you don't push anyone, then people are gonna be nice.

    It is a bit like running I think. When you run with a buddy you tend to run faster because you don't want him to think of you as a fat slowpoke....
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  • Profile picture of the author jessiem
    Hey, thanks for sharing and congrats on your success!
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  • Profile picture of the author Jose Princely
    Thanks for Sharing your Experience and motivational words... Cold call is important to business and it becomes must added feature when you gain experience.
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  • Profile picture of the author ksimedia
    Wally Good job! I can tell you that I used that same exact script and guess what I made $1100 from it! I was determined to call 50 numbers. Every time I got a "no", I would say to myself someone out there is looking for a website. I even wanted to quit when I got to 47, then I said no I am going to 50! Guess what the 48th person said to me "Funny you should call, I have been thinking about getting a website for a while, but never knew where to turn!"

    We booked an appointment, and I landed the deal! $900 for the website, and $200 for hosting for a year if she paid in advance!

    She wrote me an $1100 check, and off I went to build her a website!

    Keep calling set a realistic goal for your self. One of the biggest problems I see when people start calling is they set goals at like 200 calls a day! After a few "no's" they stopped calling!

    Set a realistic goal, don't stop until you hit that number! Every day gets easier trust me!

    Remember to smile, and be courteous on the phone, and most of all have some fun!
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  • Profile picture of the author KristofferIM
    Great work man,

    All you have to do now is keep calling and turn on that killer instinct.
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  • Profile picture of the author wally247
    Couldn't get out of my head after not calling for a few days. Then made a bunch in a row, and I'm back.


    I'M A SISSY AND I CAN DO THIS!


    SO CAN U
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  • Profile picture of the author ambrking
    Good for you Wally for overcoming your fear of cold calling. Cold calling is not easy in any way but Wally is an example that when you put your mind to it, you can overcome the fear.

    Cheers to you.
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  • Profile picture of the author glen2020
    Nice article to read,thanks for the thread.very useful to me.
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    • Profile picture of the author Argynon
      I remember my very first cold calls.

      It was August 1986 and I was 23. I cut my shoulder length hair, bought a blue blazer suit at JCP and conned my way into a sales position for a major industrial fuel distributor.

      They gave me a beater company car, some blank business cards and brochures, then told me I had 90 days to bring in some sales or I was gone. Didn't tell me how many sales would please them or how to sell their services. They just turned me loose.

      My first day outside cold calling no one wanted anything to do with me. The next morning I took the hand full of business cards from the previous day and started phone calling trying to get appointments.

      My very first call the gate keeper that answered the phone allowed me to say my name and company then she proceeded to chew me and every salesman that had already bothered her that morning out in a escalating tirade. Then she slammed the phone in my ear.

      After many incidences like the one above and prayers for help and patience to the Good Lord above (no kidding). I ended up being their top sales guy nationwide in three short years and worked for that company for 18 years. I started with nothing and ended up making six figures yearly.

      Over the years I went to countless sales guru programs that the company would sent us sales guys too. And to be honest it didn't make any difference to my sales development. Me and the other guys would laugh at these gurus after the seminars and curse the time they cost us in sales after going to their three day courses. Unfortunately they were a yearly requirement from upper management.

      I look at cold calling as the opportunity to go outside and enjoy the day, talk to people and eat lunch at a nice park somewhere.
      I hated being in the office and felt free of the boss outside.

      My advice to all the young cold callers out there:

      1. It is purely a numbers game, JUST MAKE THE CALLS.

      2. Don't take the rudeness and rejection seriously. Shake it off until you are make of Teflon and it will not find a place to stick anymore.

      3. When you walk into a company look and act like you own it. Just be yourself.

      4. Find your own style.

      5. Eat a good breakfast before you try to slay any dragons. cold calling on a empty stomach or a meager meal will show when you are involved in a unexpected deal that lasts through lunch into early evening. This happened to me all the time.

      After being retired since my early 40s, I just started cold calling again but this time for my own company. Its like riding a bike, you never really forget.

      BTW- I had to cut my hair again

      DJ
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  • Profile picture of the author pablo4103
    Man, I did the same but cold calling business to business.
    I would head out in the morning past a business and think no not that one, then another one and again say no not that one and so on.
    Then it was lunch time and then time to go home.
    Funny thing though.
    Once I got out of the car it was alright.
    It was just getting OUT of the car.
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    • Profile picture of the author wally247
      Originally Posted by pablo4103 View Post

      Man, I did the same but cold calling business to business.
      I would head out in the morning past a business and think no not that one, then another one and again say no not that one and so on.
      Then it was lunch time and then time to go home.
      Funny thing though.
      Once I got out of the car it was alright.
      It was just getting OUT of the car.

      Haha...yea I know that feeling.


      I would find so many excuses to not call, like maybe they are too busy, it's lunchtime (for me), it's too early, they are probably just getting going for the morning...etc.


      It goes so much easier once you just get going!
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  • Profile picture of the author reneSmilez
    Wally, I feel your pain and fear because I am going that phase too.
    Thanks for sharing your story.

    The thing I hate most is when I can't get past the gate-keeper. Then I start to think if I am wasting my time and start feeling dejected. I often wonder maybe there is a better way of doing things.
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    • Profile picture of the author wally247
      Originally Posted by reneSmilez View Post

      Wally, I feel your pain and fear because I am going that phase too.
      Thanks for sharing your story.

      The thing I hate most is when I can't get past the gate-keeper. Then I start to think if I am wasting my time and start feeling dejected. I often wonder maybe there is a better way of doing things.

      I don't think I look at gatekeepers the same way as most people do. I've had quite a few jobs where the gatekeeper was really the decision maker. The first real job I ever had in a pharmacy was literally RAN by our office manager (gatekeeper), and not the owner.


      If you tried to "get past" her, you were in for a bad day because the owner didn't want to deal with B.S. so he would've transferred you right back to her....the gatekeeper.



      And I bet there are a LOT of gatekeepers like that, who have a lot more power to make a decision or at the very least have a TON of influence on the owner.


      So to avoid burning myself, I am not trying to "get past" them at all. I'm sure most guys here will say that's a stupid plan, but it's still better than doing nothing.


      Besides, I'm still getting my process down, so as I learn more then I'll figure out better ways to go about these calls.


      And gatekeepers won't be an issue!
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      • Profile picture of the author Argynon
        I don't think I look at gatekeepers the same way as most people do. I've had quite a few jobs where the gatekeeper was really the decision maker. The first real job I ever had in a pharmacy was literally RAN buy our office manager (gatekeeper), and not the owner.


        If you tried to "get past" her, you were in for a bad day because the owner didn't want to deal with B.S. so he would've transferred you right back to her....the gatekeeper.
        You are on the way to greatness my friend.

        The gatekeeper could be the wife, mother, daughter, girlfriend, mistress, ect of the boss or owner.

        I ran into that many times in the past and a wife gatekeeper of the owner last week on a cold call.

        I always write the gate keepers name and affiliation on the back of the business card.
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      • Profile picture of the author Steve1776
        Originally Posted by wally247 View Post

        I don't think I look at gatekeepers the same way as most people do. I've had quite a few jobs where the gatekeeper was really the decision maker. The first real job I ever had in a pharmacy was literally RAN by our office manager (gatekeeper), and not the owner.

        If you tried to "get past" her, you were in for a bad day because the owner didn't want to deal with B.S. so he would've transferred you right back to her....the gatekeeper.

        And I bet there are a LOT of gatekeepers like that, who have a lot more power to make a decision or at the very least have a TON of influence on the owner.
        One of the guys I used to work with was laughing because one of the salesmen complained to the boss that his secretary (my friend's wife) took his parking spot. What the salesman didn't know was that she had been there since the company was started and had gone without pay a few times so the boss could pay the rest of the people. The boss told the salesman that she could have any spot she wanted, including his. When she asked to borrow a car because hers was in the shop, guess who's car the boss gave her? Right, she got the complaining salesman's car. In my book there are NO little people.
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        You can get anything you want if you help enough other people get what they want.
        Losers fail and quit. Winners fail until they succeed.
        Indecision is worse than the wrong decision. You can fix a wrong decision, you can't fix indecision.

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    • Profile picture of the author Jason Kanigan
      Originally Posted by reneSmilez View Post

      Wally, I feel your pain and fear because I am going that phase too.
      Thanks for sharing your story.

      The thing I hate most is when I can't get past the gate-keeper. Then I start to think if I am wasting my time and start feeling dejected. I often wonder maybe there is a better way of doing things.
      Have you tried the "Little Unsure Technique"?

      http://www.warriorforum.com/offline-...ml#post5922488
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