Get in the ‘right state’ for cold-calling!

Put the Fizz Back Into Your Cold Calling Sessions

Do you often feel ill prepared when sitting down to carry out a cold calling session? Does the thought of cold calling fill you with fear?

The following tips should help you to feel more relaxed about using the telephone for generating sales:

Physiology or should it be Fizziology!
• If you wear a collar and tie, loosen this off
• Have plenty of water next to you when calling, as drinking cold water keeps your voice fresh and clear
• Sit up straight! Don’t slouch over when you are calling as it constricts your diaphragm, this in turn will affect your breathing and how you sound
• If you are about to make what you perceive to be a difficult call – stand up and move around. This will change your state and get the blood pumping
• Keep a level head when calling – no literally, lift up your chin, it helps to project your voice more clearly
• Take regular breaks away from the telephone, every 20 minutes or so to walk around as this will reenergise you.

Psychology
• Measuring your results is important, otherwise how will you know if you are improving, or how many calls it will take to close new opportunities? Keep a tick sheet handy next to the telephone to record dial outs and results
• Call somebody you know first as this will warm your voice up and put you in the right mood
• Making qualification and information gathering calls at the start of a session really helps
• Set a clear target for each calling session, either number of calls or number of opportunities generated
• Break down the calls you need to make to hit today’s target into several mini sessions of say 15 calls per session
• When you get a YES, and you will get straight back and call the next person as your enthusiasm will come through in your voice
• When you have achieved your target make sure you give yourself a reward

If you approach cold calling professionally, and you can genuinely help the person you are trying to reach, there shouldn’t be a problem ultimately getting through. If you would like more tips or advice on telemarketing why not visit us at http://www.incognate.com/extrapages/business-to-business-telemarketing-and-lead-nurturing