Wednesday, August 13, 2008

If You Are Going to Cold Call, This Is When You Should Try

To me, cold calling is the last avenue of attack. Let's say you know of a prospect that absolutely could use your product or service. You have tried finding another method of getting in the "door", but all of your efforts have fallen flat. This is one of the few situations where cold calling is still applicable.

Ok, now we have a prospect that we need to place a cold call on, right? Well, not so fast. I happen to think the timing for yourself has to be in place also.

What do I mean by that? Quite simply, if cold calling is going to take place, it needs to be done when your energy and confidence is at the highest. When are you at your best? You are at your best right after closing a deal with a new customer or finally getting a purchase order for that big order you have been working on for weeks. There will be no time better for cold calling than this.

Trust me, regardless of the outcome of the cold call, any negative feedback will bounce off of you like bullets on superman. While negativity is very damaging to a salesperson’s mindset (which is why I have a problem with cold calling), this will be the one time where you will be invincible in this area. Do yourself a favor the next time you close a big deal. Instead of hitting the golf course early, make just a few cold calls (on well-known prospects) and you will see that my advice rings true.


Steve Hilliar said...

Hi Will,

I am a big fan of your blog, it has many aspects about selling that many people forget. I would like to link to you from my site where I specialize in making major sales if you approve.

Steve Hilliar

From the Author: Will Fultz said...

Thanks for the nice comment, Steve. I've added you to my links as well.