Cold calling is a time-tested method for lead generation, relationship building and closing sales.
But anxiety can get in the way of performance, either by hurting confidence, or by leading to call reluctance. The latter can reduce the amount of calls you’re making, or keep you from making calls altogether.
Let’s make sure that doesn’t happen.
It’s important to remember that anyone, including seasoned sales veterans, can get anxiety before picking up the phone. But with some shifts in strategy and mindset, you can keep that anxiety completely under control.
Before you begin your next dial session, consider the following eight tips to alleviate and then quash cold call anxiety for good.
1. What’s the worst that can happen?
Keep things in perspective. This is, after all, just a phone call. What’s the worst that can happen? They’re rude and say no… or they hang up. That’s it! The next time you feel anxiety creeping up on you as you dial a number, just remember that if this prospect isn’t interested, you just move on to the next who can benefit from your services or products.
2. Remember why you’re making the call
In sales, it can be easy to get wrapped up in numbers and quotas.
But remember that your goal is to help potential clients experience the benefits of your services or products (if you’re not selling something you believe in, then you should start there).
You have a solution that delivers real value. You believe in what you’re selling. And you know it makes a lot of people happier, more successful, more secure, or whatever other benefits it bestows. Use this to boost your confidence and build enthusiasm on the other end of the line.
3. You’re human. So are they…
When you’re making sales calls, remember that you’re speaking to someone who has wants, needs, desires and insecurities. He or she is no different from you. Use this to your advantage, and enter the conversation as someone sharing a solution that meets a need. Talk to the prospect with authority yet humility, and you’re more likely to see sales increase and anxiety melt away.
4. Call good, targeted leads
Some companies believe sales is strictly a numbers game. Just call a lot of people and eventually you’ll make a sale. Spray. And pray. Ugh. That’s a surefire way to make the phone feel like it weighs a ton.
The higher the quality of your leads, the better you’re going to feel about your prospects and the kinds of conversations you’re about to have.
5. Get your opening script down!
A good script is an invaluable tool to have on-hand when making cold calls. Especially that opener!
Think about it. If your opening script is met with a lot of rejection, you’re going to feel anxious before making that next call. If it’s consistently opening the door to good conversations, you’re going to be excited about the next call.
Bottom line, you can regulate a lot of the anxiety you feel by simply calling good leads and hitting them with an effective opening script.
6. Try meditation and power posing
There are a few things you can do prior to picking up the phone that can really alleviate anxiety. Try a simple breathing meditation to settle your nerves, and keep your mind present, rather than wandering off to “what ifs.”
Power poses are another good way to build confidence. Data shows you can actually reduce stress-inducing cortisol levels, and increase testosterone simply by standing with your legs apart and hands on your hips (think Wonderwoman) for 2 minutes.
7. Ask for mentoring
Never feel ashamed to ask for mentoring from an experienced sales professional. As mentioned, virtually everyone struggles with anxiety at some point when making sales calls. Hearing how an experienced pro overcame their anxiety, and brushing up on strategy are both entirely effective ways to overcome jitters.
8. Dial with PhoneBurner
The thought of picking up the phone again and again can be daunting.
One of the things we hear our clients say all the time is, “I love that with PhoneBurner I only have to make ONE call. That really helps get rid of call reluctance.”
Just select your leads, make one call into PhoneBurner and you’re off to the races. All of the tedious, repetitive tasks are handled for you so you’re fresh and focused when you get a live answer.
Plus, no awkward pause at the beginning of the call means fewer hangups and more calls that start off on the right foot.
Now go make some calls!
Wrapping up how to calm nerves and end cold call anxiety
Anxiety before cold calls is natural. But it can be overcome with some smart tips, strategies, and shifts in mindset. Here are eight tips to help you get your cold call anxiety under control. But remember that repetition, experience and even failure are all important pieces of the puzzle as well:
- Remember what’s the worst that can happen
- Think about why you’re making calls in the first place
- Tell yourself the person you’re calling is human too
- Call high quality, targeted leads
- Work on your opening sales script until it’s a winner
- Try meditation and power poses
- Ask for coaching and mentorship
- Use our dialing software to make calls