Cold Calling Tips from the Queen of Cold Calling

1. The best way to let go of your negative feelings about prospecting is to have an awareness of your negative internal dialogue. You do have control of your thoughts, and it is your choice to move forward or to hang onto the bad feelings created by your thoughts. Stay in the moment. Don’t worry about the future. Don’t hold on to the past. Focus on what is happening right now and only on what is happening right now. If you move from moment to moment in this manner, your prospecting will be much easier and far less stressful.

2. You may find that you are nervous, afraid or anxious when you first start making prospecting calls, and that is perfectly normal–it is called stage fright. It is preparation and practice that get you through stage fright. The more you call, the easier it gets.

3. Technique is habit. You do the same thing over and over again until it simply becomes a part of you. Building a solid calling technique, that is solid prospecting practices, will get you through your calling anxiety. As you continue to make calls, your anxiety and stage fright will diminish.

4. Here are some numbers to consider: Let’s assume that you are making 5,000 calls a year (that’s 20 calls/day with two weeks off for vacation). If you make 5,000 calls a year, how important is any one phone call or any one lead? If you get a voice mail instead of a person, you have 4,999 more chances. If someone says “no” to you, you have 4,998 more chances. This is a great way of keeping it all in perspective.

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