Last week BYB Daily looked at some strategies for dealing with the nerves that can go with cold calling. But if, after trying these tips, your hands are still shaking when you reach for the phone here are some more ways to boost your confidence.
Above all, remember to keep in mind that you’re not alone if the thought of cold calling prospects makes you anxious. “Having the jitters is probably the most common [problem] that advisors have,” says Jim Domanski, president of Teleconcepts Consulting Inc. in Ottawa.
Here are a few more ways to soothe your jitters:
> Reward Yourself
Motivate yourself to make those tough calls with the promise of a little reward.
Do something special for yourself that helps you celebrate achieving your goal for the day, says Domanski. It could be something simple, such as a special coffee or a slice of cheesecake.
> Make it a competition
Involve other advisors at the office with a little friendly rivalry when it comes to calling prospects.
“You can make it a competition with someone in your office so that you’re not allowing yourself to procrastinate,” says Mary Jane Copps, owner of The Phone Lady in Halifax.
Competing against colleagues will also make calling more fun.
“Misery loves company,” says Domanski. “If you’re three or four together and you’re all dialing, it doesn’t seem as lonely.”
> Think of it as an introduction
To make the conversation flow, consider the call as an icebreaker and not a sale.
Cold calling is like networking but without talking to someone face-to-face, says Copps. Treat the initial phone contact as an introduction and the sale will happen later.
> Keep yourself accountable
Keep track of your goals and stay on target by making yourself accountable to someone.
For example, some of Copps’ clients report back to her on the number of phone calls they’ve made in a particular. This helps keep them on target and accurate about their work habits.
> Don’t give up
Getting comfortable on the phone takes time and practice. Results won’t happen overnight, so be persistent.
“The reason why people fail is because they quit far too soon,” says Domanski. People often quit because they do three hours of calls and don’t find a lead. Cold calling is like a work out — results require persistent and consistent efforts.
Be relentless when calling. Don’t give up on a number just because you haven’t received a response. Copps recommends calling people every two days until you reach them, no matter how long it takes. In most cases, they will appreciate your determination.
IE