It's not just salespeople. We all have to "cold call" once in a while.
In business and in life, you can't afford to sit around waiting for the phone to ring when you need something. At one point or another, you're gonna need to pick up the phone and call someone to get something from them. Whether it's money, or a favor, or a stick of butter.
And for a lot of people, the idea of calling someone out of the blue to ask for something - even a stick of butter! - makes them too anxious to even pick up the receiver.
There are countless cold calling tips out there, but I think there's only one that everyone should know:
Instead of calling to ask for something, call to OFFER something and continue to ask yourself How Else can you help this person?
No better example is the story Man in the Desert which The Container Store teaches to everyone of its employees.
As copied from The Container Store:
I love this story so much because it focuses on SERVING the customer rather than selling to the custom. It is easy to sell water to a man who has been walking aimlessly in extreme heat, but it takes empathy and real thought to put yourself in that man's shoes and come up with additional ways you can help him.
Successful cold callers can quickly identify the person's wants and needs, but the GREAT cold callers go deeper and continue to formulate a complete solution, not just a quick or one-time-solution.
So the next time you are making a cold call, don't panic, you got this! Identify how you can serve the customer and provide multiple solutions to their pain points.
Quote of the Day: "If you don't second-guess yourself, you are not trying to get better.” – Don Mattingly
Song of the Day: "Stop This Train" by John Mayer
*My latest book; "Living on Purpose: Stories about Faith, Fortune and Fitness that will lead you to an Extraordinary Life", is available for order - Click here*