Recently, I’ve seen a lot of articles about self-care. Why? Probably because of the pandemic and the additional STRESS we have experienced dealing with a situation that is out of our control. Often these articles are about “self-care for parents,” or “self-care for people balancing work and family.” Self-care means taking action to preserve your physical and/or mental health so that you can do what you need to do without causing yourself harm.
It occurred to me that nobody ever talks about self-care when it comes to salespeople. We have highly stressful jobs – and no part of selling is more stressful than cold calling. A good percentage of the time people are saying “NO” to us. Clearly this is a situation that is ripe for stress. We need to engage in self-care to continue to do it well.
So, what is self-care for cold calling?
In my experience, self-care for cold calling starts with the basics:
Be PREPARED. Train, practice, review the script, and internalize it. Honing your skills as a salesperson will strengthen your sales capabilities and increase your confidence. You’ll reduce your stress levels as a result.
Next, think of each conversation you have as a LEARNING opportunity. Listen to what the prospect is telling you and pay attention to what you are picking up indirectly from the conversation. Can you draw any conclusions that might lead to a smoother discussion the next time? If so, then you’ve learned something new!
Another important part of self-care is understanding what you can CONTROL and what you cannot control. For example, in cold calling your mission is deceptively simple: call someone you don’t know with the objective of gaining agreement to move to the next step. What can you control in this situation? You control what you say, your level of preparation, and the number of dials. But you can’t control other things. You can’t control the number of conversations you have, and you can’t control how the prospect responds. So, if you get a negative response, you should be aware that factors outside of your control are influencing the decision.
In my opinion, cold calling is one of the most challenging aspects of selling. And it takes a special person to do it well. Self-care is key to ensuring success.
Stay tuned for Self-Care for Cold Calling – Part 2 for more on how you can keep ‘on point’ in this challenging business!
Cold calling is our specialty – from creating the plan, to building the skills, to making the calls. If you need help creating an environment that is supportive for an effective cold calling team or want to add cold calling to your sales mix, give us a call at 908.879.2911.
In this post, I will show you the results of our End of Year, 2021 Prospecting Survey and share my takeaways.
First, a big thank you to everyone who participated – I truly appreciate your taking the time to share your experience!
The Survey
The survey was short, only 3 questions. The goal was to see what is working for YOU and to identify YOUR preferred methods of prospecting.
People were allowed to pick multiple options and to write in any that were not on the list.
What works?
The first question was: “What mode of communication is most effective for you when prospecting?”
As you can see from the screenshot above, Email came in first. As a die-hard Cold Calling fan, I was happy to see that Phone Calls came in a close second.
And I will note that one person wrote in, ‘direct mail’ as their choice.
Which tactics do YOU prefer?
The next question was, “What is YOUR preferred mode of communication when prospecting?”
Someone wrote in Direct Mail for this question as well.
It was interesting to see the same first and second place entries and I wonder if some of this is because people tend to use the tactics they are most comfortable with.
Age range
The third question asked people to indicate their age range. We did have a good mix of participants and because there weren’t any large discrepancies in the results, I didn’t drill down to cross reference by age.
Some surprises
I was surprised that LinkedIn came in so low. Clearly, more people need to tap into the power of that platform. I will address this in a future post.
And it seems that video is also underused. As much as I LOVE Cold Calling, it really is only one part of a comprehensive outreach plan. Remember to use all tools at your disposal!
Some takeaways and insights
Again, it is clear that people are still uncomfortable picking up the phone and talking to a stranger. They are still more comfortable with text or email – but neither of those tactics offer human connection. And we KNOW that human connection drives engagement and sales.
A lot of people think they need to reach out to a potential prospect via email before cold calling – to ‘warm them up’. That is a falsehood. Emails don’t warm anyone up and opening an email doesn’t mean they read it. When they pick up a phone, at least you KNOW you are talking to them.
And you know that you are standing out. Not lost in a sea of emails in an inbox.
We have found, over and over, that people are happy to talk to strangers – it is just how you approach it.
When you launch into selling mode or start off by listing your features and benefits you can be sure they will be turned off and disconnect.
No one cares about Features and Benefits – they are busy and care only about their own world. Showing them that you understand that world and explaining how your service and insights can help them succeed and get ahead in that world, IS of interest!
ADDING value to the prospect’s day and business is all that matters. Focus there.
You must keep in mind that what the person values is key – not necessarily what you are there to sell. And to understand what they value, you need to ask the right questions and LISTEN to the answers!
Click on the links below for some articles on the right questions to ask and how to actively listen:
To all of those who didn’t choose Cold Calling as a tactic that works for them, I challenge you to TRY it!
I don’t mean to just pick up the phone and dial. I mean to really set up an effective Cold Calling Campaign and see the results. Or better yet, have us implement one for you (click here to learn more about how we can make Cold Calls and set qualified appointments for YOU.
What do YOU think?
If you didn’t participate and you would like to take the brief survey, click here
I will keep it live through the end of March and I will revisit/ revise this post if there are any significant changes.
I will let you in on a little secret. Do you know what everybody needs to know about cold calling? It’s that CONFIDENCE is a key component of successful Cold Calling!
What everybody needs to know about cold calling
I have mentioned before that you can’t bluster your way through a sales call. Prospects can smell the BS a mile away (through a phone, email or text) and that will prematurely end your chances of ever making a real sale. But they can also detect CONFIDENCE and that leads to TRUST, appointments and sales.
According to Close.com, “93% of the potential success of your cold call is attributed to the tone of your voice during the conversation.” (1) This makes sense – on a cold call, all a prospect has to go by is your voice and delivery.
In an Inc article on ‘How Customers Decide to Buy’ they stated, “In a cold call, the customer makes the first decision based upon the tone and confidence in the caller’s voice.” (2) I would venture to say that subsequent decisions won’t be needed if that first decision isn’t positive!
Many salespeople do NOT feel confident when Cold Calling. Especially if they have had some negative experiences or worse yet, they have never been trained.
Can I just ‘Fake it Till I Make it’?
No, this is not a good plan.
OK, so how do I become more confident?
There are many facets to confidence but we find that being properly prepared instills a level of confidence in our people that you can hear in their tone and delivery.
Get the proper training
Too many salespeople are handed a phone and a list of numbers and let loose to make calls. Most of them fail miserably and then blame the tactic (Cold Calling) when in fact it was their lack of training which caused the poor results.
Click hereto read more about our proprietary sales prospecting training programs that prepare YOU to succeed in sales!
Get a tune-up
If you have been a salesperson for any length of time, you know that some skills are timeless (how to engage someone in conversation) and others expire (how to send a fax). Ongoing sales training is a vital part of keeping you on the top of your game. Our sales prospecting program Call Center in a Box, provides training as well as mentoring and modeling to not only show you how to do it correctly but to help you internalize the skills, so you exude confidence on YOUR calls. Our Close the Dealprogram gives you the tools you need to engage confidently with prospects and, as the title says, Close the Deal!
As is true in almost any area of life, practice will drive improvement.
Get feedback
Find someone who will monitor your calls and give you honest feedback. In our programs we review calls, discuss what worked and didn’t work and then provide them with skill training they need. We also do role playing exercises, allowing them to practice and polish their skills, before they need to engage with actual prospects.
Mindset plays a big role
In addition to being properly prepared, you need to stay optimistic. This can be a challenge in our industry but it really does improve outcomes.
Click hereto read more about how optimism increases sales.
Be prepared
And yes, it takes more than just speaking skills to carry you through a call. Click herefor more on how to prepare yourself for Cold Calling success.
Pick up that phone
So, make a plan and execute it daily. Prepare yourself and practice. Then pick up that phone and start dialing.
If you need help with the plan, the skills or the practice, give us a call at 908.879.2911 – we can help YOU build the confidence YOU need to succeed in the new year!
Good luck and best wishes for a prosperous new year!
I recently read something that suggested “…the ideal sales training program should accompany a new rep through his or her first months on the job, lasting at least 90 days and as long as a year or more.”(1)
Yes, this is a good start but in our extensive experience, we have found that ONGOING sales training is the most effective way to:
Give your team the competitive edge
Consistently achieve sales quotas
Retain valuable employees
Drive more sales!
According to the American Marketing Association, “organizations spend an average of $2,236 per salesperson on sales training every year. By one account, U.S. companies alone spend $15 billion each year training sales employees.”
But not all sales training is created equal. Nor is it all effective!
Effective Sales Training
At One of a Kind Sales, we train salespeople in our proprietary ‘Conversational Selling’technique. Our comprehensive, ongoing training program:
Introduces, explains and models effective selling tactics and techniques
Provides a peer group experience which helps and supports individuals as needed while raising the skill and success level of the entire team
Establishes metrics and creates a system which allows you to monitor progress, identify set-backs and track results
Build Confidence
We are not all natural-born salespeople. Learning new skills and techniques benefits everyone.
When I first got into sales, I was horrified of failing. I had some training but really hungered for more. I invested in myself, taking classes and attending programs. I guess you can say that I’ve become a lifelong student of the sales process.
This has built my confidence and driven successful outcomes.
Create a Culture of ‘Stickiness’
Employers who invest in their people see lower rates of employee turnover – a huge concern in this era of the ‘great resignation’.
Employees not only stay, but they produce more. And when they do hit obstacles and challenges, we provide the support and guidance needed to navigate them and move forward, rather than burn out and leave.
Ongoing sales training for your existing employees is much more cost effective than having to constantly on-board new people, only to have them repeat the ‘burn out and leave’ cycle.
Systems WORK
Our One of a Kind Sales Systemis a time proven process that WORKS. We teach you the steps to follow, the words to say, when and how to say them and how to follow-up. Then we work with you to perfect your implementation and delivery.
Results
The results include:
Establishing and reinforcing a positive brand image for your company
Setting you and your team up as industry leaders
More closed sales and less money left on the table
I Practice what I Preach
As I said, I am a lifelong learner. I am in skills training once a week and my team is trained weekly. I am also committed to Cold Calling, making it a recurring task on my weekly scheduledespite my seniority and the fact that I have a team that does this. Doing this regularly keeps me sharp, aware of the current issues and allows me to truly empathize with the challenges my teams face.
A Bonus Win
Sales, at its most essential level, is about COMMUNICATION. Sales training is about teaching people how to communicate more effectively.
As an added bonus, these skills carry over into all aspects of your life. Your significant other, family and friends will thank you!
Drive Success:
A study from 2019 determined that “…69 percent of sales organizations cited salesperson training as the top service offering provided by companies to enable their sales organization’s success.” (2)
Invest in yourself and your team. Give us a call today at 908-879-2911 to learn more about our Ongoing Sales Training programsand how they can help YOU!
I am so excited to announce that my book, The Inside Sales Solution is now available!
This short, easy to read book shows YOU how to set-up an effective outbound prospecting program. You will learn how to build and manage a team of successful outbound prospectors and take back control of your lead generation.
In any business, there are so many moving parts and obstacles to connecting with prospects, many of which are not in our control. It can feel like we are at the mercy of everything from the google algorithm to the newest technology to avoid email tracking. But direct outreach – COLD CALLING – is one channel of new business development that can be 100% under your control!
When done well, outbound prospecting can keep the top of your funnel FULL and your bottom line healthy.
Part of a complete marketing plan
Today, you cannot rely on any one single means of communication and outreach. You must utilize both inbound AND outbound prospecting as part of a complete marketing plan.
In this book, I show you the key components of the strategy that you must put in place to develop a successful outbound prospecting program. One that drives consistent, qualified leads and sales. One that can form a foundation, on top of which you can build your other (long-term) inbound marketing efforts.
Take control of your future
Having an “always-on” outbound prospecting program gives you a source of leads that is 100% activity based, which you can control and manage.
It’s a very direct approach to reaching your most ideal potential clients, producing a conveyor belt of constantly replenishing prospects.
Less time wasted, more qualified leads generated
With our approach, your salespeople won’t waste their time chasing after the wrong deals. They will be properly prepared to identify qualified leads and move on when they reach those that are not a good fit. This saves time and leaves you with leads that close more quickly and reliably.
Cold Calling Still Works – When Done Right
People say, “Cold calling is dead.” Well, the old fashioned approach where you picked up the yellow pages, picked up the phone and dialed, IS dead. And good riddance! That is NOT how we do it.
We have a new, 21st century approach which WORKS
We provide companies with the tools and training to succeed in the current work environment. We develop scripts and show you how to sound different. We set you up on an effective lead-management CRM tool that will monitor your efforts as well as track vital data about your prospects. It will automatically let you know the best time to call and when to follow up.
Effectively implementing this type of technology is key to your success – we set you up on it and show you how to use it. This book outlines it all, showing YOU how to put this into place in YOUR company!
Don’t be left behind
My goal is to help YOU succeed! As a member of our One of a Kind Sales Community, I am offering the book FREE of charge as a digital download or you can purchase it here on Amazonas a paperback or Kindle book.
Get your copy of the book TODAY to learn how to create and manage an effective inside sales team and harness the power of outbound prospecting to keep YOUR funnel full!
Need more help?
And if you need more help getting YOUR team set-up and up to speed, give us a call at 908.879.2911 – we know Cold Calling and Lead Gen and can make them work for YOU!
Even when you are on the top of your game, you will hear ‘NO’, many more times than you will hear ‘YES’ when prospecting. Here are some activity tracking tips to help you reach your prospecting goals, by staying motivated and on track.
If you know me at all, you know that I love a good challenge. And that I have never met a quota I didn’t want to meet or beat!
This has served me well as an entrepreneur and has certainly been a key component of my success. It keeps me prospecting, long after others have given up. But that doesn’t mean it is easy. Staying motivated and on track is always a challenge.
Here is a trick I use to keep myself motivated and to stay on track when prospecting.
My ‘Workbook’
I have a mini spreadsheet with my goals, that I set up every week. In the left hand column, I list all the activities I need to complete to meet my quota. The key for me, is to include my weekly goal for each one, in the next column.
Then I have columns for Monday through Friday where I input the progress I made each day on each task. The last column is the total, the actual number I completed that week.
The simple act of setting the goals each week and then updating them each day, motivates me to work harder to meet and exceed those numbers!
Why this works
You have probably heard the quote, ‘What you Measure, Improves’ or ‘What you Measure, Matters’. This isn’t a new concept but it’s one that has helped me, and the teams I work with, stay on track and really deliver!
Why this works for ME
For me, setting the goals focuses my attention and watching my progress is a real motivator. All of us have more to do than there are hours in the day. This process helps me prioritize the tasks and actions that ensure I succeed.
Try it yourself!
If this sounds like something that might work for you, click here for a free downloadable version of my ‘Workbook’, the mini spreadsheet I use to monitor and measure MY progress.
Your KPI’s
You don’t need to measure EVERYthing you do – actually, the whole point is to identify the KEY tasks that drive results and to focus on those.
Those will be YOUR Key Performance Indicators (KPI’s) and will differ from mine, based on your role, objectives and responsibilities. Modify your document to reflect your priorities.
Customize as needed
The weekly format works best for me but you can customize the spreadsheet to be monthly, to have each week in a month on a different sheet – you could even do it by day.
Don’t burn through your ROI!
As a colleague often says, don’t burn through your Return on Investment (ROI), monitoring and measuring your ROI.
Defining my goals at the start of the week, filling in my progress each day and totaling the results at the end of the week works well for me. Try these activity tracking tips to reach YOUR prospecting goals.
Experiment and adjust the timing to see what works for you.
Need help?
Do you need help identifying the tasks YOU need to complete to achieve YOUR quota? Need help completing those tasks? Not sure of what to actually SAY on a call?
Give us a call at 908.879.2911 – we can get you and your team set up and ready for success!
Need more motivation?
Email me at leads@oneofakindsales.com and put ‘sign me up’ in the subjectline to sign up for our enewsletters with more advice, like this, twice a month, delivered to your inbox.
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