Every artist should know how to draw. Every boxer should know how to fight. Salespersons should know how to cold call. Cold calling is an important part of any multi-channel exit campaign. However, this is also one of the biggest challenges SDRs face on a daily basis. In fact, 48% of them said they were afraid to pick up the phone and make cold calls. As a result, these SDRs face problems in meeting their quotas and achieving their targets.
Sales call anxiety is clearly a widespread problem that causes a lot of personal hassle for salespeople and costs companies that hire them thousands of dollars in lost revenue. To help you take the stress out, use the best advice from CIENCE to easily solve your next cold call.
Why Are You Afraid of Cold Calling?
Most marketers, like you, know all too well that making that first cold call on a Monday morning can be nerve wracking. While waiting for the dreaded call, you may panic or avoid the situation altogether. Finally, when you can’t put it off one second longer, you reluctantly dial the customer’s phone number, preparing for the worst.
One of the most common reasons why cold calling can be so stressful is the fear of rejection. To succeed in B2B sales, you must be able to overcome this fear. Fortunately, there are some tips you can use to come out on top.
How to Conquer Your Anxiety of Cold Calling
Through many years of experience, our expert SDRs have identified the top five strategies that are most helpful in overcoming the fear of cold calling.
1. Prepare to call.
The key to a good phone call is planning. The first thing you need to do to overcome your fear of cold phone calls is to prepare yourself for every situation and outcome of the interview. Researching your vision is important: identify your potential customers and clients (ICP), find out what their problems are, and understand how you personally helped How to solve these problems.
At the same time, prepare the brain to hear the amazing “No thanks” and know what to do. Plan for a strike or a negative outcome. Promises are also human, trying to do their best, like all of us, to prevent the stress of work and other stressors in life. Just be sure not to take their attitude for granted or let it affect your trust.
2. Create a good sales list.
Having a good letter to follow is a great way to reduce your phone stress. In addition, it helps overcome telephone stress, improve sales processes for new customers, and help SDRs bring vision communication to the next level. A cool call should contain the following key words:
1. Share and build relationships: briefly describe who you are and immediately focus on key topics for your vision.
2. Good words: Start by giving the target customer a call: “The reason I call you today is …”
3. Frequently Asked Questions: Ask five to 10 questions to make sure you are talking to the person who fits your ICP.
4. Meet the needs of the priorities: Based on the answers to your pre-necessary questions, develop a consensus that is beneficial to the vision and can expand their feelings.
5. Conclusion: Complete with the last phone call, such as scheduling a meeting or rescheduling an appointment.
Of course, there are many other things you can include in a script called cold. If you want to delve deeper into this topic, check out our article on how to create cool contacts.
3. Take pauses and breathe.
On average, people eat 17,280 puffs a day. However, for SDR on a phone with a critical view, this number is lower. Under the influence of fear of a cold call, they sometimes forget to breathe and go out, ask questions, and rely on hope. Unbeknownst to them, they began to look like robots, repeatedly repeating the words on their script until the vision faded.
Unfortunately, speed will not increase your sales conversions or help you overcome this stressful test. Change places, try to delay, take a deep breath, ask your questions, and wait until you get an answer. It’s easy to do.
Knowing the power of delay can help you clarify key messages, provide details about your vision, and get more value from your call. In addition, delays will make you more confident and will help you change your sales volume in two-person conversations.
4. Create a dialogue.
This brings us to our next point: a cold call is a conversation, not a men’s show. Getting satisfaction from your eyes when you call is easy and helps to overcome the fear of phone calls quickly. Here are three ways to share your views in a conversation
Ask more questions. For eg, the conversation is like “How are you?” Start with simple questions. With that prospect, it is 3.4 times more than you need to make an appointment.
Personal use. Before you call, study your vision to learn more about their personal and professional lives. For example, say you enjoyed reading the latest revelation article, say that you are happy with the support of a recent project, or mention some similarities between the two of you (like going to the same school), being enthusiastic and open to others. Topics to discuss. .
Do not be immoral. Do not forget that the client must hear your voice during the call. Why can’t you stay longer? If your vision does not speak, repeat, complete, and restore key points, it shows that you are actually getting it. Also, words such as “yes”, “I see,” “truth,” “I agree,” etc., indicate that you are a good listener and that you like his point of view.
5. Put some creativity into your process.
Even if you still don’t know how to overcome the fear of a cold call, there is always a secret guide that works – don’t panic, make it fun! Get creative and find out what the “unusual” approach does.
- Make a sound before you call.
- Listen to your favorite songs to inspire yourself.
- Practice writing with a partner.
- Listen to stories from famous speakers.
- Listen to your voice in front of the mirror.
- Try different ways to improve your speech skills.
- Congratulations on your wonderful phone calls.