Cold calling is a challenging but rewarding skill that can help you generate leads, sales, and connections. However, it can also be exhausting, frustrating, and demotivating if you don't have a good strategy to stay energized and motivated. In this article, you'll learn some tips and tricks to keep your cold calling mojo high and avoid burnout.
One of the most important things to do before you start cold calling is to set realistic and achievable goals for yourself. Don't expect to close every deal, get every appointment, or reach every decision-maker. Instead, focus on the process, the quality, and the learning outcomes of your calls. For example, you can set goals such as making a certain number of calls per day, improving your pitch, or overcoming objections. By setting realistic goals, you'll avoid frustration and disappointment, and you'll celebrate your progress and successes.
Simple trick to both setting goals (and visualizing them) is grab yourself a 100 pennies and place on the left side of your desk. After every cold call slide one over to the right side. You will start to see your goal (100 calls) start to get smaller and smaller and, at the same time, see your progress grow! Bonus tip - If you set a meeting, put a penny into a jar as you are "paying yourself". Plus if you can put 4 pennies into a jar (after 100 cold calls) you are setting twice as many meetings as the average person!
One goal I continue to keep on the agenda is to talk to five prospects, no matter the outcome. Voicemail days have happened to me and it’s those days I seem to see my energy drop the most. Also having a simple expectation (that is also completely out of my control) helps me continue moving no matter what conversations transpire.
Another way to stay energized while cold calling is to plan your schedule wisely. Don't try to cram all your calls in one long session, or make them at random times. Instead, break your calls into manageable chunks, and schedule them around your peak energy levels, your prospects' availability, and your other tasks. For example, you can make your calls in the morning when you're fresh and alert, or in the afternoon when your prospects are more likely to answer. You can also intersperse your calls with other activities, such as research, follow-up, or admin work, to avoid boredom and fatigue.
I planned my schedule with some breaks in between certain calls: 1. The Pomodoro Technique 2. Calls in the morning, early vibe 3. Calls in the afternoon on a Friday 4. Do research - webpages, directory lists 5. Follow-Up is king - use this time to setup the CRM system with automated touches; and notifications on your cell and App.
Nothing quite like time blocking. If you're doing something once per week is a chore, every day is a habit. If you build a daily habit, it will never feel like a burden.
Scheduling is paramount. Plan your day, and routing in a way that maximizes your time and effort. Always take notes on how a call went, next steps, and have a strategy for how you can improve. Make sure you understand your customers availability times, ask probing questions, and follow up. Accountability works both ways! Hold them as accountable for the promises they make, as well as allowing them to hold you accountable for the promise’s you make. That’s a true partnership.
Planning your schedule also includes how well you prep each call block. One of the biggest de-motivators when cold calling is poor quality data, so make sure your lists are triple prepped before you enter a call block. The more connections and meaningful conversations you get, the more you'll be motivated to keep calling.
A good script can make a huge difference in your cold calling performance and energy. A script can help you structure your call, deliver your value proposition, handle objections, and close the conversation. However, a script doesn't mean you have to sound robotic or scripted. Instead, use your script as a guide, and customize it to each prospect and situation. You can also test and tweak your script based on the feedback and results you get. By preparing your script, you'll boost your confidence, clarity, and consistency, and you'll avoid awkward pauses and stumbles.
Scripts are great but I prefer to call them Frameworks. You want to work within your Framework and not be to rigid with the call. You never know what someone will say on the other end of the phone and better to listen and adjust then read from a script..
One thing I have found helpful is to video yourself. This way when you are face to face you don't fumble your way forward. Also, presenting to yourself in the mirror is a powerful tool as well.
The words you use in your cold calls can have a powerful impact on your energy and mood. If you use negative, passive, or weak language, you'll sound unprofessional, unenthusiastic, and unconvincing. On the other hand, if you use positive, active, and strong language, you'll sound confident, energetic, and persuasive. For example, instead of saying "I'm sorry to bother you", say "Thank you for your time". Instead of saying "I hope you're interested", say "I'm sure you'll find this valuable". Instead of saying "Maybe we can talk later", say "When is the best time to call you back?". By using positive language, you'll create a better impression, rapport, and outcome with your prospects, and you'll feel more positive yourself.
One thing I have found useful is directive questioning. Your choice of words can make or break you so ve sure to have practiced these questions so you are better prepared. This will lead to increased confidence in your delivery and overall positive image.
One of the best ways to stay energized while cold calling is to reward yourself for your efforts and achievements. Rewarding yourself can help you reinforce your positive behavior, increase your motivation, and reduce your stress. You can reward yourself in different ways, such as taking a break, having a snack, listening to music, or doing something fun. You can also reward yourself based on your goals, such as making a certain number of calls, getting a certain number of appointments, or closing a certain number of deals. By rewarding yourself, you'll make cold calling more enjoyable and satisfying, and you'll look forward to your next call.
The main thing that is paramount is to be realistic, realistic targets meaning quality work instead of burning the numbers to hit meaningless KPI's. also value how everyone works differently in the team - some people are 'morning people' and buzzy / switched on first thing other people come into their own later in the working day - let people in your team work to suit their strengths.
Finally, another way to stay energized while cold calling is to learn from feedback. Feedback can help you improve your skills, identify your strengths and weaknesses, and overcome your challenges. You can get feedback from different sources, such as your prospects, your colleagues, your manager, or yourself. You can also use different methods, such as recording your calls, asking for ratings, reviewing your metrics, or reflecting on your experience. By learning from feedback, you'll grow as a cold caller, and you'll feel more inspired and empowered.