How do you adjust your cold calling mindset?

1 Identify your mindset blocks

The first step to adjusting your cold calling mindset is to identify the mental barriers that are holding you back. These could be fears, doubts, assumptions, or biases that affect your attitude and behavior. For example, you might fear rejection, doubt your value proposition, assume that prospects are busy or annoyed, or bias yourself against certain industries or segments. To identify your mindset blocks, you need to be honest and self-aware. You can use a journal, a coach, or a peer to help you reflect on your thoughts and feelings before, during, and after each call.

2 Challenge and reframe your mindset blocks

The second step to adjusting your cold calling mindset is to challenge and reframe your mindset blocks. This means questioning the validity and usefulness of your negative thoughts and replacing them with more positive and realistic ones. For example, you can challenge your fear of rejection by asking yourself how likely it is that you will be rejected, what the worst-case scenario is, and how you can learn from it. You can reframe your doubt about your value proposition by focusing on the benefits and outcomes that you can offer to your prospects, rather than the features and prices. You can challenge your assumptions and biases by doing research, asking open-ended questions, and listening actively to your prospects.

3 Adopt a growth and service mindset

The third step to adjusting your cold calling mindset is to adopt a growth and service mindset. A growth mindset is the belief that you can improve your skills and abilities through effort and feedback. A service mindset is the belief that you are helping your prospects solve their problems and achieve their goals. By adopting these mindsets, you will be more motivated, curious, and empathetic. You will see cold calling as an opportunity to learn, grow, and add value, rather than a chore, a threat, or a manipulation. You will also be more open to feedback, experimentation, and collaboration.

4 Set realistic and meaningful goals

The fourth step to adjusting your cold calling mindset is to set realistic and meaningful goals. Goals are important because they give you direction, focus, and motivation. However, many salespeople set goals that are either too vague, too ambitious, or too dependent on factors outside their control. For example, you might set a goal to make 100 calls a day, close 10 deals a month, or get a response from every prospect. These goals are not realistic or meaningful because they do not reflect your skills, resources, or value. Instead, you should set goals that are SMART: Specific, Measurable, Achievable, Relevant, and Time-bound. For example, you might set a goal to make 20 quality calls a day, generate 5 qualified leads a week, or book 2 appointments a day. These goals are realistic and meaningful because they reflect your actions, outcomes, and impact.

5 Celebrate your wins and learn from your losses

The fifth step to adjusting your cold calling mindset is to celebrate your wins and learn from your losses. Cold calling is a numbers game, which means that you will face more rejections than successes. However, this does not mean that you should ignore or dismiss your achievements or failures. Instead, you should celebrate your wins and learn from your losses. Celebrating your wins means acknowledging and rewarding yourself for the efforts and results that you have achieved. This will boost your confidence, morale, and satisfaction. Learning from your losses means analyzing and improving your performance based on the feedback and data that you have collected. This will help you identify your strengths, weaknesses, opportunities, and threats.

6 Develop a positive and supportive network

The sixth and final step to adjusting your cold calling mindset is to develop a positive and supportive network. Cold calling can be lonely, stressful, and exhausting. However, you do not have to do it alone. You can develop a positive and supportive network of people who can help you succeed. These could be your colleagues, managers, mentors, coaches, or peers who can offer you advice, feedback, encouragement, or accountability. You can also join online or offline communities of salespeople who share your challenges, goals, and best practices. By developing a positive and supportive network, you will feel more connected, inspired, and empowered.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?