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  • Writer's pictureStephanie Kiernan

Overcoming Mental Barriers — Tips to Cold Call Like a Pro #coldcallingtips

A salesperson cold calling in an office.
Tips to great cold calling

Are you in #sales? Have you ever noticed when you are speaking to someone outside of sales, the look of utter disgust they give you when you start talking to them about cold calling? Their body cringes, their eyes widening in fear, they are genuinely curious how you do it. How could anyone do it?

You may not even realize how valuable you are, until you speak with someone outside of sales about what you do. #coldcalling is rough. It takes thick skin and an elite athlete's mindset to do it well.

I cold called for the first time with my husband this week. I couldn't wait to get started! I know he's great at sales, but he, like many others, feared cold calling. I could tell he was already thinking... these people don't want a stranger soliciting to them, they are going to hang up, I am bothering them, they will say no.

Meanwhile my mind was thinking... Is this list of prospects long enough? Who will we get to talk to today? Who should we go visit in person first? I'm going to get at least one person to say yes before the end of the day. This next call could change our lives.

We thought we would share a few tips and tricks for those new to cold calling.

Tip #1 — It's the 21st century, use all the tools! Back in my day... just kidding. I'm young. But if I've learned anything over the years, it's that being tech savvy can save you a ton of time. There are so many tools out there that will help you find who the decision maker is quickly. My two favorites are and Sales Navigator. I've also used but find Lusha to be just as useful at a fraction of the cost.

Tip #2 — Visualize the outcome you want. I know that sounds cheesy, but I believe in the power of positive thinking and visualization. After all, sales is a mental game. Buyers can hear your tone over the phone, and feel your positive or negative energy when you're in front of them. So, before you make that call or walk into that meeting, take a deep breathe, and think about the outcome you would like. Act like you belong, be positive, and go tell them why you and your products are valuable to them!

Tip #3 — If you aren't making progress, shake it up. We all have them. Days where you just can't seem to get anyone on the phone. Or you finally do, and then get three hang ups in a row. It doesn't feel good, and you feel like you are just sitting there wasting time. I like to take that opportunity to change things up. Start calling on a new city or industry. Try to pick somewhere that may be less saturated with competition, they might be more likely to pick up the phone. Still not working? I like to call someone in sales or accounting instead. They are usually less likely to have their guards up. Salespeople love to talk and generally help, they might give you some great insight.

Tip #4 — The worst they can say is no, but don't give up until you hear it. By now, you probably know the key to sales success... follow up, follow up, follow up! You can't call one time, or three times, and expect a sale. 80% of sales are made between the 5th - 12th follow up call. You are going to spend a lot of time getting voicemails, or hearing now isn't the right time, but eventually it WILL be the right time. Who do you think that buyer is going to think cares more about his business — the sales person that followed up twice, or ten times? Who do you think he'll buy from? Let them tell you an absolute no, before you give up. Then ask when there may be another opportunity, because their almost always is.

Tip #5 — Do pursue the big fish early. I've noticed over the years training new sales people, that they are sometimes intimidated by the big fish. Thinking that they need practice before pursuing them, or need to learn the industry, or whatever the excuse. Don't tell yourself that. You can sell the big fish, even if you aren't an expert yet. The truth is that the big fish will likely take 6 months - 1 year to close. So if your goal is to close at least one big fish every year, time is ticking!


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