If you have done your homework and are calling into your target market, you are making “prospecting calls.” If you choose to language prospecting calls as “cold,” it’s okay. However, I recommend you warm them up by referring to them as prospecting calls. Prospecting is defined as the proactive steps you take to identify, qualify and get in front of your ideal prospect.
Is your value proposition laser-sharp? This is so vital. So many times salespeople contact me asking for help with their Cold Call Reluctance and they have a weak value proposition . You must believe in the value of your product or service that you are offering. If you do not have a strong value proposition, please email me and I will provide you a worksheet.
Let’s assume that you believe in your product or service, you have a properly structured value proposition and you are ready to prospect. You reach for the phone and you stop. What is it that is causing you to stop? What are you saying to yourself that causes you to hesitate? Immediately write it down. Is it “they already have a preferred vendor” or “they will say they are not interested.” Your freedom from cold call reluctance is in your identifying what is causing you to stop. Once you identify the “perspective” you are choosing. Challenge your “perspective.” Write down some alternative possibilities. For example, “they may have a current vendor, however, what we have has a uniqueness that they must know about now.” Then after coming up with a few alternative possibilities. Write down your next productive action.
It is not prospecting that is causing your anxiety. It is your thought about prospecting. Check out several articles that may help you at http://www.exceptionalsales.com/overcomingscr.html
Connie Kadansky, sales call reluctance coach and trainer helps salespeople get their “ask” in gear. connie@exceptionalsales.com or 602-997-1101
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