Overcome the fear of cold-calling

Did you know that 48% of salespeople feel nervous about making cold calls, even though more than 90% of opportunities are actually generated through cold calling? It's surprising, right?

Despite the abundance of tech innovations in 2023, cold calling remains a highly effective way to connect with prospects and drive the sales process.

Salespeople often grapple with two major fears when it comes to cold calling: the fear of coming across as just another salesperson and the fear of failure.

But fret not, here's how we can tackle these fears head-on.

You're not there to bombard prospects with sales pitches, but rather to help solve their problems.

It's natural to feel a certain fear when it comes to making cold calls. We've all been annoyed by a prospecting call before.

"Take advantage now of our new gas offer!"

You see what we mean.

We inevitably fear (whether consciously or not) that our prospects will react in the same way and be annoyed. We've been in their shoes!

However, this feeling of annoyance stems from the lesser interest we associate with the offer because we simply don't need it.

So, in 99% of cases, if you present yourself as a salesperson, yes, but one who is there to solve a specific problem for the prospect by addressing a solution, you've nailed it.

As soon as you raise a problem that affects your prospect or their organization, you'll have their full attention.

Doing a bit of research on your prospect before reaching out is crucial. It allows you to understand their pain points and tailor your approach accordingly, making your outreach more effective.

There's no way you should pick up the phone (the old-fashioned way) without at least knowing if the tool can address an issue faced by the targeted company.

You should think in advance about the purpose of the call and the value proposition you will bring to your target.

Calls that begin with a specific reason have 2.3 times more chances of resulting in an appointment.

The fear of failure.

Let's try to fundamentally understand what fear is. This isn't a biology lesson, so we'll keep it brief.

When we're afraid, the blood circulates less in the frontal lobe of our brain, responsible for logical thinking, to fuel the large muscle groups and "take to our heels" and flee more quickly.

Our logical thinking takes a backseat, making it harder to stay composed.

This is where practice and confidence play a vital role. The more comfortable you become with cold calling, the more confident and assured you'll feel, which is a key ingredient for success.

So, how do you prepare and get used to cold-calling if you're afraid of it?

?? Get started and practice.

At Modjo, we place significant emphasis on training. We regularly review and analyze the best cold calls during our training sessions to identify effective strategies and responses for different scenarios. Our call library is a treasure trove of best practices and tips, making it easier for our team to continuously improve.

If you're curious to learn more about our platform, we've got an exciting live product demo coming up on November 14th from 3 pm to 3:30 pm. Plus, we'll be unveiling a groundbreaking new feature that's set to revolutionize sales coaching! ??

???Resilience is key.

Even the best cold callers convert less than 50% of their conversations into meetings, simply because not every prospect will be in need of your offering.

This means that you will "fail" more than you will succeed.

It's important to view each interaction not as a failure, but as a learning opportunity that will guide your future approach.

Finally, we'd highly recommend checking out this fantastic webinar, created in partnership with Women in Sales. It's the perfect opportunity to boost your understanding of the best methods, tools, and mindset needed to ace sales prospecting!

P.S: The webinar is in French, but an English webinar should be scheduled soon! Feel free to let us know in the comments the topics you would like us to cover in our upcoming broadcasts.

Hope these tips help you conquer your cold calling fears and excel in your sales efforts!

See you next week for new nuggets by?Modjo.

Don't miss a beat, find?all the newsletters here?and spread the love!