“Woohoo! Let’s go make some cold calls!” said no one ever.
Making cold calls is just not something most people love to do. Sure, many salespeople enjoy aspects of it. Many more simply get used to it and come to appreciate the value of it.
But for most people, cold calling can be a source of anxiety. Especially in the beginning. In fact, 40% of salespeople report experiencing intense cold call anxiety at some point in their career.
Often, the best way to get over the anxiety is to prepare the best you can, and just get through some calls. But that’s easier said than done if you’re worried about sounding nervous.
So here are some hacks to help you get over your cold calling anxiety, and to sound confident, even if you’re… well, not.
1. Slow down
A common sign of low confidence on the phone is speaking too quickly. It happens when we’re nervous. Often, the key to fixing it is just to pay attention. Keep a piece of paper on your desk that says “Speak Slowly” or “Relax” if it helps you remember.
An added benefit of speaking slower is that you have more control over what actually comes out of your mouth. You’re more likely to think things through. You’ll say things more clearly. All of these things tend to help you calm down over the course of the call, which will build up your confidence.
2. Have a
good great opening script
Want to know a surefire way to feel nervous at the start of every call? Lack belief that the next person you call will be interested in what you have to say.
On the flip side, the better your opening script, the more often you get a receptive ear on the other end of the line. And that does wonders for confidence.
3. Know your script
It’s not enough to have a great script. You’ve got to know it.
If you sound like you’re reading over the phone, you don’t sound confident, and you certainly don’t sound engaged or enthusiastic. The more familiar you are with your script, the more confident you’re going to sound delivering it.
By all means, have it in front of you for reference. But be willing to say it naturally, not verbatim. Give yourself the freedom of going off script for a moment if the need arises. Talking to prospects in a friendly, approachable manner gets the best response, and delivers the best results.
4. Smile while speaking
Studies have shown that your facial expression impacts the tone of your voice and how you’re perceived. In other words, your prospect can essentially “hear” you smile!
Even if you have to fake a smile at first, do it. It can make you sound more confident and approachable. It may also put you in a better mood, thereby further improving your confidence. Win-win!
5. Wet your whistle
For a lot of us, nerves equals dry mouth.
If you’re anxious about cold calls, focus on staying hydrated. Not only will it help keep your mouth from drying up, it’s also good for overall energy levels. Keeping a glass of water on your desk while you make calls will help you keep drinking throughout the day, as well as provide much needed relief if nerves do happen to get in the way.
6. Remember why you’re selling
If you’re getting yourself too wrapped up in numbers and tracking goals your confidence is likely to take a hit. When that happens, step back for a moment and remember what you’re selling and why you’re selling it.
The products and services you provide deliver benefits to the people who buy them. Keeping this at the forefront of your mind (and your sales approach) will give you more confidence and help you feel assured in your role as an authority.
7. Embrace no
As discussed in the extremely popular sales book Go For No, by Richard Fenton and Andrea Waltz, “fear of the word ‘no’ is the only thing standing between you and greatness.” With the right mentality you can actually rewrite the meaning of “no” as it applies to sales success, turning fear into abundant confidence.
Here’s how one guy did that with his brilliant summer of 1000 no’s.
Wrapping up 7 cold call anxiety hacks to be, and sound more confident!
Cold call anxiety is common. But it’s also something you can overcome. Building confidence on the phone can take time, but every dial session is an opportunity to build upon your skills and grow in confidence.
By implementing the following seven hacks you’ll not only sound more confident, you’ll also be more confident:
- Slow down your speaking
- Use an opening script you feel great about
- Know your script
- Wear a smile when you speak
- Keep your whistle wet
- Remember why you sell what you sell
- Learn to embrace “no”
What’s your best tip for getting cold call anxiety under control?