If you have ever sat down and just started calling people out of the blue to try and make a sale, you know how nerve wracking it can be when the potential client picks up the phone on the other end. Some sales people get sweaty hands, cold chills and experience anxiety just at the thought of picking up the phone and calling strangers to make a sale. But it doesn't have to be that way. Here are some ways you can overcome the anxiety and nervousness you feel when making cold calls so you can be more successful in turning those calls into actual sales.
1. Get over the mental fear of making a cold call. What is the worst thing about making a cold call? The absolute worst case scenario is that you will get rejected and the person on the other end of the line will hang up on you. They might even be a little annoyed. But don't let that affect you. It's not like they can punch you in the nose over the phone or anything like that. So when you start feeling nervous about making those initial phone calls, ask yourself: "What's the worst thing that can happen?" Then get over your fear of rejection and start dialing those numbers.
2. Set a goal. One way to get over your fear of making those cold calls is to make it a game for yourself. By setting a goal, you are more focused on achieving that goal rather than thinking about the fear of rejection. For instance, make a goal to make 15 cold calls each hour or set a daily goal. Also, set a goal for the number of sales you want to make. Make these goals small and treat yourself with a coffee break or some other reward each time you reach a goal.
3. Rethink your purpose. If you are just making cold calls in hopes of making a sale at that time, you will probably be disappointed. Think of these calls as a way to introduce yourself to potential clients and to get your name in their minds. They may not want to purchase your insurance products today, but they will have your name in their head when they do decide to purchase your products.
4. Gradually make your pitch better. If you are new to cold calling, you aren't going to be perfect at it right away regardless of how much you practice beforehand. Being a successful cold caller takes experience that you can only get by making those calls. Once you are comfortable introducing yourself to the potential client, work on your sales pitch. Try to make it better with each call that you make. After a few days, making cold calls will just be like second nature to you and you will see your success rate increase.
These tips will help you decrease your fear of making those all-important cold calls while increasing your rate of success. Utilize them today and see how much easier this dreaded task can be.
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