1. Change your focus from ‘cold calling’ (sounds scary) to ‘introductory calling.’ You are calling to introduce yourself, your company, product and/or service. In life, you make introductions all the time. This is an introduction that happens over the telephone.
2. The question to ask yourself is not if the prospect wants to meet with you. The question to ask yourself is: Do you want to meet this prospect? Is this prospect a good match for the value you offer?
3. Many times, introductory callers worry about closing the sale, when they should only be focusing on making the introductory call. You cannot allow your anxiety about closing a sale to interfere with the step you need to take to start the process that ultimately will affect that sale.
4. When making introductory calls, stay ‘in the moment.’ That means that you are only thinking about what you are doing right then. You are not looking at the past; you are not looking into the future. If your previous call was a disaster-it doesn’t matter. It is now history. Don’t worry about future calls, they’re in the future. You are in the present-moment by moment. And what you should be doing at the moment is making an appointment.