Cold Call Confessions: What You Need To Do Before, During, and After
Alright, listen up! If you're not already doing these things with your cold calling game, you're basically shooting yourself in the foot. So allow me to make life a tad-bit easier and break it down for you... Here's what you need to do before, during, and after your calls. Pay attention, this is gonna be good. Before we dive into the magical world of cold calling, let's get one thing straight: the whole point (and main goal) of cold calling is to have MEANINGFUL conversations. Yup, that's all we're aiming for, so let's not overcomplicate things. The reality is, there are 5 potential positive outcomes for a cold call: 1. You booked the meeting. 2. You agreed on a follow up call to discuss further and potentially book a meeting. 3. The prospect feels a little better about you and/or the company you’re representing. 4. You found out the prospect isn’t a good fit for you’re offering and now can move on to other leads 5. You get a referral (rare, but yes, this can definitely happen on a cold call) With that being said, let's dive into what you should be doing before, during, and after your calls. First things first, block off some time on your calendar for those important calls. Give yourself a nice 20-30 minute window to work with. Next, make sure you have a list of high-priority and qualified contacts ready to go. We don't want to waste time blindly calling every and anybody. Now, this may sound obvious, but minimize distractions, people! We need to focus on those calls and nothing else. No multitasking allowed (seriously, stop that shit). When it's call time, don't get stuck overthinking. JUST DO IT! Call that prospect and be confident they'll pick up. Not to get all "woo-woo" here, but you gotta kinda wish it into existence. At the very least, you need to anticipate that they'll pick-up. Now, let's talk about what happens during the call. Your mindset should be: "It's showtime, baby!" Get in the zone and anticipate that they'll be picking up the phone. You need to bring your A-game when exchanging with your prospect. Tone, pace, and cadence matter. Don't sound robotic, rigid, or salesly - keep it conversational.