If you are finding yourself somewhat challenged by cold calling and you have convinced yourself that you just hate it, then you may need to do a little cold calling warm up practice. Many cold-calling salesmen will set a big goal of cold-calling 20-30 potential customers or prospects in their target market groups per day. At that rate sometimes they run out of people to call. So they look for ancillary target markets. Many times a salesman will call up the least likely businesses or prospects first to help them warm up. Sound like a good idea right? Well, yes and no; yes as you will get bombarded with rejections and this is good practice to warm up with. No, because it sets the stage for accepting defeat too easily and also they are the least likely so you need to be of a sharp mind if you really wish to sell them something or pique their interest or curiosity. You probably do need a warm up, well how about someone you know who is in sales to warm you up and allow them to cold call you too when they need to warm up? Or how about calling an easy sale first or a lead which came in with a customer ready to buy and fall all over you trying to hand you the money? Well, consider all this in 2006; how will you warm up for the big cold calling pitch this week? |
