“Just Do It” or “YOU GOTTA WANNA”
Human nature controls our choices when it comes to choosing how we use our time. Tough jobs always come last, right? But after we do them, we feel really good. Let’s address COLD CALLING…… Breaking out in a cold sweat? Join the crowd!
Give them a new name, say OPPORTUNITY CALLING or JUST DO IT CALLS.
Without cold calling, we are playing roulette with our future business and probably our commissions.
Know why the thought of cold calling makes us queasy; BECAUSE WE DON’T HAVE A PLAN OF ATTACK.
THE COLD CALLING PLAN:
- Schedule the time –
>This is non-negotiable, no interruptions, lock the door, “I don’t care if the building is burning down”, the boss will have to wait, scheduled time.
If you inform your boss that you are not to be bothered during these hours because it is your cold calling time, think he or she will mind?
Start with just two days a week for an hour to get going. If you have the time, expand the days and hours some weeks….BUT NO LESS THAN 2 HOURS PER WEEK, AND NO EXCUSES! (think about how good you’re going to feel!)
- Schedule the time of day you will make your calls –
Dr James Oldroyd, a Professor at Sung Kyun Kwan Graduate School of Business conducted a study in 2007 with the Kellogg School of Management to study cold calling success and came up with some surprising information.
The absolute best times to cold call are between the hours of 8-9am and 4-5pm, with the lunchtime period of 1-2pm being the absolute worst.
For instance, the 8-9am slot probably works because it’s before “normal work hours” (if they still exist) and so your decision maker’s gate keeper may not be at their desk yet, or simply that your decision maker’s day may officially start at 9am with rounds of meetings, hence why they are at their desk a little earlier to get ahead of the day. (Don’t forget to adjust for differences in time zones).
With the 4-5pm slot, there are not usually as many meetings scheduled for this time of the day compared to the rest of the day and so your decision maker again may be at their desk. Many meetings are scheduled over the lunch period, and lunch itself takes place eliminating the lunch period as a good time at all.
The research also says that the very best day to cold call is Thursday, and the very worst day is Friday, go figure why on that. Having spoken to others about their own best days, it boils down to wherever you get the most success yourself, stick with that.
- Have a purpose and objective for the call –
Ok, you have scheduled your cold calls, and time of day to make them, now what happens if you get a live person! Uh oh! No it’s OH YES!
It may sound corny, but write down your opening:
Here is how I would open…
- Prospect, I’m glad I caught you. My name is Ken James and I am a client’s problem solver at Clearly Innovative. We are introducing a new product that will save you money, improve morale, beautify your office, and save the planet. You have never seen this product, but you are probably using an inferior quality substitute right now. Curious? Can I stop by on Wednesday at 10 am and take only 10 minutes of your time to show you what I am talking about? I guarantee you will say it was worth your time seeing me. If you don’t agree, I will moon walk backward out of your office.
- Have your own VALUE PROPOSITION STATEMENT written down. Read it or paraphrase to be sure you don’t forget something. This is the reason you are calling. Without it, why should he or she see you??? You must have something of interest that will benefit the customer.
- Say it with a strong, self-assured voice that commands attention, with a sense of urgency, and succinctly (rehearse, rehearse, rehearse). Make it sound like you are doing him/her a favor by calling because you are! You have something of value for them.
- Get a commitment of some kind: appointment is best, there is no substitute for face to face, but emphasize that 10 minutes is all you are asking for and make it at their convenience. Be ready to say, PERFECT DATE AND TIME, see you then.
SESSION #2 NEXT WEEK – What Happens If I Get the Dreaded V/M???