Are you scared of cold calling? If so, you’re not alone.
Mastermind Members and entrepreneurs tell me all the time that cold calling is one of their LEAST favorite things to do. Yet these same people also know that cold leads are necessary for transformational growth and abundance both in their businesses and the lives of those around them.
I think one of the reasons why we dread sales conversations with cold leads so much is because it brings up this image of spammy telemarketers ringing our homes during dinner, trying to sell us on something that we honestly don’t care about. And none of us wants to be like that dreaded salesperson we ourselves try to avoid.
The good news is that cold calling doesn’t have to be so scary. There are plenty of cold leads who desperately want and need what you have to offer.
What’s even better, there are tangible steps you can take to start warming up cold leads from the very beginning BEFORE you even get to the sales conversation.
1. Open Yourself Energetically
One of the most powerful things you can do before ANY sales call is to take the time to energetically prepare. Your prospect should feel immediate confidence in you and your offerings. And this only occurs if YOU have unwavering confidence in your abilities, first.
If you missed my post last week on how to exude confidence in your sales calls, then go back and read it right now. I lay out concrete steps you can take to not only get rid of sales call butterflies but also to ensure that your leads immediately know they can trust you and your services.
Let prospects see you and your quirks. Highlight what it is that makes you stand out from the rest. Embrace your special talents that set you apart. Cultivate serious confidence. Even the coldest of leads will feel this openness and energetic pull towards you.
2. Set The Foundation For Success
If your online presence is strong—and it backs up you and your purpose—then there really is no such thing as a cold lead.
No such thing as a cold lead? How is that possible?
The thing is, before you even get on a call with a prospect, you should have a phenomenal website, a brilliant blog, a powerful email marketing strategy, and a likable social media presence already in place. With this reliable and consistent content marketing, then you already have tons of ways to nurture relationships with cold prospects—and quickly “warm them up.”
Know your cornerstone content—those critical blog posts and pages on your website that position you as the likable expert in your industry. Before any sales call with a cold lead, reach out to them on LinkedIn or social media. Then, send them to this cornerstone content to learn more about how you can help them to achieve their deepest desires. Finally, watch as your cold leads heat up in no time.
While you are encouraging your cold leads to get to know you, it’s also absolutely crucial that you FIRST take the time to do a bit of research on them. Learn what you can about the person or their business. Try to find out what their needs are, and make sure that your offerings can fulfill them. This will ensure that you don’t waste either of your valuable time and that your sales calls are set up for optimal success. Google is, of course, the natural place to start your search for prospects, but don’t forget also to try Linkedin and other social media sites.
3. Leverage Your Network
The quickest way to amplify confidence in cold leads is to find a WARM connection.
Word-of-mouth referrals are always one of the most potent ways to find new clients. Don’t be afraid to reach out to your family, your cousins, your past bosses, friends…absolutely anyone and everyone who you think might be able to pass on a connection. When you can go into a sales call with a mutual friend or relationship, it will dramatically shift the dynamic of the conversation. It’s the power of social PR in action.
If you don’t have a personal referral, then seek out similar interests or connections during your pre-call research. Maybe you grew up in similar regions. Maybe you both have an affinity for gardening. Find whatever similarities you can and use those to your advantage early on in any cold call.
4. Take Care Of Yourself
In an article about nurturing cold prospects, you likely wouldn’t expect to hear advice about taking care of yourself. However, this is so essential to success in all facets of your business, absolutely including cold calling.
If you aren’t taking care of yourself, then your PRESENCE will suffer as a result. Exercise. Eat well. Take the time you need to unplug or recharge, and I can ensure you’ll show up refreshed, energized and more confident than ever to handle cold calls with confidence and finesse. And that means more sales, more service, and more abundance.
No one likes the idea of cold calling. However, if you follow the steps above, you’ll find that it is easier than ever to transform cold prospects into warm leads—and even ardent clients and customers.
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