5 Tips on How to Warm Up Your Cold Calling, from Your Prospects.

Cold-calling is (thankfully) something that I haven't had the occasion to do in quite a while. Nonetheless as one who did her fair share over the years, I am shocked at the utter lack of professional courtesy that many who practice that task express to their potential clients. Today, we received a call from a cell phone number with a bad connection, with someone distractedly mispronouncing my name, asking one of my team to connect me as I was expecting her call. When pushed for a company name, she gave the name of the company she was calling on behalf of which was clearly a solicitor.

While I'm not a big fan of accepting non-industry related cold-calls, I do usually extend the courtesy of picking up the phone and declining on my own. The three strikes that this caller had against them coming into it, didn't allow them the chance to even get past the gatekeeper.

So, I thought it appropriate to share a few tips with those who do still cold-call to improve your chances of actually getting a prospect on the line:

1. Call from a quiet location. Yes, we can hear the radio, traffic, your kids, and the cash-register at the Walgreens in the background. Just because your phone is mobile doesn't mean that your job should be.

2. Do your best to clearly say the name of the person you're trying to reach. When in doubt, just say the first name if you're sure you're going to butcher the last name. When you don't know who you're looking for until the phone is picked up, it's kind of obvious that this isn't a call that is expected.

3. Don't lie. If the person's not expecting your call, don't say that they are. If you weren't referred by a mutual friend or colleague, don't say that you were. Diminishing your credibility before you connect with your prospect does not improve your chances of getting that piece of business.

4. Apologize in advance. Lay it on the line, be truthful that you know you're intruding on their busy day, that you know that they likely didn't expect or even want your call. When you apologize, it makes the prospect pause which allows you to go into your 15 second pitch as to why they should speak with you. Being humble versus arrogant will always improve your chances of being heard.

5. If your prospect isn't available, ask for their email address. If you have information, follow up electronically in a professional manner. Leaving a voice message is a waste of your time and their energy - even the nicest prospect isn't going to return a cold call message, though they may look at your material if sent via email.

The bottom line is that this is (or is a part of) your job, and one that is respectable if you choose to treat it with the proper respect. Your chances of cold-calling being fruitful depend fully on the professionalism that you put forth, no matter what the industry.

Now, go practice on somebody else.