Paul Castain's Blog

4 Things To Do If You Suck At Cold Calling

Posted October 29, 2014

My first suggestion is so important that you can literally take this advice and throw out the other 4 and still get amazing results.

It also comes with an all caps warning . . . THIS IS NON NEGOTIABLE!

1)   Make A Decision Already And Stop Stalling! Dr Piers Steel conducted a 10 year study on procrastination (I know what you’re thinking . . . he probably procrastinated for 9 ½ years so let’s just get that out in the open) and he found that at the core of procrastination is a fear that we can’t do the task in the first place. So if you find yourself in a continual, “I’ll do it later” mindset, perhaps it’s time to stop stalling but not necessarily doing the old “Just Do It” thing either. I think it’s better to decide what role (if any) outbound calls will make in your sales mix. Decide, be at peace with your decision and get to work already. The other way (perhaps the way you were doing it) puts you in limbo by clinging to lots of safe activities . . . that put a whole lotta nothing in your pocket!

2)   Tell Your Ego To Wait In The Car and go ask someone for help! Is there someone on your team who’s getting the results you want? Perhaps you could observe and listen in? Perhaps they could listen to you and offer some tips. How about your manager? Could they offer some help? Have you asked them for help? And of course you should seriously consider getting outside help too!

3)   Support Your Ground Assault with other items from your sales mix. Think about a military strike where ground forces go in. They typically won’t do so without air and sea support. Calling should be no different so make sure you are supporting your phone efforts with other efforts.

4)   Focus On Areas Where You Kick Butt. Somewhere, in some ancient self improvement manuscript, we were all sold a bill of goods that we have to focus on areas where we suck. I agree only partially but overall, I think it’s a dangerous philosophy because if I’m always focused on areas where I’m just not good, the areas where I kick ass suffer. In other words . . . why the heck would I dedicate an inordinate amount of time to the phone if I bring home the proverbial bacon quicker and better through referrals or through my social network? For you it might be through creative things or webinars or your blog.

Time Out: I’m not saying we should avoid opportunities for growth, I’m saying that we need to be realistic and NEVER hold strengths hostage while we focus too much energy on weaknesses.

So there you have it folks; 4 things you can do if you suck at making cold calls. I think there’s lots of other things we could have added but . . .

It’s your turn . . .

What can someone do if they just aren’t good at the phone?

Oh, and something else for your consideration . . .

Come join all the cool kids on December 3rd for the first day of school . . . Castain’s Sales School that is! The investment is minimal and the amount of tips you’ll get during the course can bring you to new levels of awesome! Besides, I’ll deliver the material to you in a fun, entertaining and in a “that nut Castain just taught me something” type of way :) Click here and let’s make you lethal!

10 thoughts on “4 Things To Do If You Suck At Cold Calling

  1. Really good post Paul and I agree that your point number one is the most important. If cold-calling is too painful, it is best to end the agony by finding a way to get the business without doing this. As an example, when I started my company five-plus years ago, I determined that we were not going to cold call anyone to get business. Instead, we embarked on a pull/inbound marketing program that has served us well – but only because we are consistent and persistent. The lesson is that there are several different marketing and sales paths that can get you to success but you need to choose one and execute it relentlessly.

  2. I hate calling people on the phone. But here’s some advice that I found helpful:
    “Eat that frog”- meaning if there’s something in your day that you are DREADING….”eat that frog” first. What if you have two frogs to eat today..? Well, then,,,,,Eat the ugliest one first!

          1. Not in certain businesses there aren’t. i use to work in advertising sales, and in that industry, i would be able to adapt to other methods of reaching out to clients and perform some of the options you have listed. I’m now a mortgage broker, and the only method of reaching new customers (other than referrals) is to cold call. I don’t like it, in fact i despise it, but it is a necessity. I can send out snail mail promo’s but thats a real hit or miss. So unfortunately, depending on your industry, cold calling is inevitable and sometimes, regardless of fear, you just need to suck it up and do it. Fear is eliminated once it is followed by success.

  3. I find that everyday I have to start the cold call engine, let it warm up and then punch the accelerator. I try to make 10 initial “no expectations” calls first to get me warmed up and remove the fear barrier. Then it seems to flow well all day. Thanks

  4. Not in certain businesses there aren’t. i use to work in advertising sales, and in that industry, i would be able to adapt to other methods of reaching out to clients and perform some of the options you have listed. I’m now a mortgage broker, and the only method of reaching new customers (other than referrals) is to cold call. I don’t like it, in fact i despise it, but it is a necessity. I can send out snail mail promo’s but thats a real hit or miss. So unfortunately, depending on your industry, cold calling is inevitable and sometimes, regardless of fear, you just need to suck it up and do it. Fear is eliminated once it is followed by success.

Comments are closed.

Do NOT follow this link or you will be banned from the site!
SIGN UP FOR OUR FREE TIPS
… and never miss a beat!
Your Information will never be shared with any third party.
Could Your Sales Use A Little LOVE?
LOOKING FOR ANSWERS?
Ready To Hunt For New Business Differently?
It's Time To Bring Prospecting Into The 21st Century!
Not really! Fries are bad for you but my FREE sales tips are actually quite good for you! Join 90,000 of your peers when you subscribe below!
Free Fries!
JOIN US NOW
Join 90,000 of your peers when you sign up for my FREE sales tips!
Your Information will never be shared with any third party.

Company Contact Information

Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO
paul@yoursalesplaybook.com

Copyright Information

© 2017 Castain Training Systems
All rights reserved.

Website Design by VanHove Design