This is the blog transcript of our video “Cold Calling Motivation: How To Get Psyched For Your Cold Calls”. If you’d like to see more of our videos, you can subscribe to our YouTube channel here.
Welcome to week four of our cold calling miniseries. Today, we’re going to learn one of the most important parts about cold calling — getting motivated to actually do them! You can have all the knowledge in the world, but none of it means anything unless you actually get up the motivation to pick up that phone in the first place, right?
Hey everyone, I’m Ian Campbell, CEO of Mission Suite. Before we jump into today’s video, do me a favor and hit the subscribe button and ring the bell so that you’re notified whenever we post new videos.
For over ten years, I’ve been using Mission Suite to help our clients get the most out of their contacts. This includes the tracking, keeping in touch with, and making pitches with those contacts. And yes, that means cold calling.
For the past few weeks, I’ve been giving you tips to help up your cold calling game. But today, it’s all about what’s in here (Point to heart).
If you haven’t properly psyched yourself up for making your cold calls, you may find yourself making lackluster pitches, or even worse, you might even come up with reasons to procrastinate on making those calls.
Raise your hand if this has ever applied to you.
And if you’ve been watching these videos over the past few weeks, you know that procrastination will only add more pressure to each call, making it that much harder to get in the right mindset to be successful in your cold calls.
It’s a self-defeating cycle that no business owner wants to find themselves in.
So how do you do it? How do you get yourself motivated to actually follow through with your calls — and to do it well?
Of course, there’s no ONE way to make this work. We’re all very different people with very different businesses, but here are a few tips to help you settle into the cold call mindset.
First, make a ritual.
We’re all creatures of habit. We settle into our daily routines, often by default, and a lot of it has to do with the rituals we create for ourselves.
I’m sure plenty of you already have a workday startup ritual. Maybe you make breakfast with your spouse or take your dog for a walk. When you come back, you sit in front of your computer, roll up your sleeves, and get to work. And, as if by magic, your brain knows it’s time to work. That’s because you’ve trained your brain to click into the working mindset with that routine that you may not have even made on purpose.
You should do exactly the same thing with cold calling.
Create a very specific ritual just before you make your cold calls.
Listen to the same song right before you pick up the phone.
Brew yourself a new cup of coffee.
Rub your hands together and say some cheesy keyphrase.
Put on your work headphones.
Heck, maybe you get inspiration from watching clips from The Wolf of Wall Street.
If that gets you in the mindset, then go for it. But make it a habit.
It may seem silly at first, but once you get into the habit, you’ll find those rituals to be invaluable in the process. Before you know it, the second you engage in that ritual, you’ll find a shift in your brain that lets you know it’s time to make those cold calls. All of a sudden, that moment you’ve been dreading is something you’ve learned to switch on at the drop of a hat.
Tip number two: Reflect on your why.
Before you pick up that phone, remember why you got into your business to begin with.
Write it down. Pin it up on your wall. Just make sure you have it in sight at all times.
Too often in our daily grind, we’re too caught up in our menial tasks that we lose our way, and our passion goes with it.
So, why are you doing what you’re doing? How do you help your customers or clients?
Chances are you aren’t just doing this for the money, but because you believe you’re adding real value to people’s lives. Recapture that reason and don’t forget it.
Media and our own self-doubt has led to us painting salespeople as kind of sleezy — where we trick others into giving us money.
This isn’t the case.
You add value to the lives of those around you, and you have to believe this when going into your calls.
Reflect on your why — why you personally do what you do, and why your company does what it does. Think back on those moments when a client was particularly impressed with the work you’ve done. And if your business is new, imagine the ideal scenario where your client or customer is especially pleased.
This can ignite a passion from inside. When the purpose of your calls resonate with you personally, it’ll not only get you excited to dial that phone, but it’ll also make you that much more convincing to your potential customer or client when you are making the call.
Before we get on to our last tip, I want to hear a bit about you. What valuable benefits does your service or product bring to your client? Why does it get you excited?
Let us know in the comments down below and try to keep that in mind before jumping into your next cold calling session!
Now for our final tip for summoning your cold calling motivation:
Embrace the rejection.
I know. It sucks. None of us like rejection.
That’s one of the reasons many of us hate cold calling to begin with.
In fact, you may have noticed that a lot of what we’ve said in weeks past is about narrowing your pool of listeners so you’re as successful as possible. But, at the end of the day, rejection is an inevitable part of the process.
Legendary horror author Stephen King famously celebrated his rejections back before he was successful.
By his own claim, by the time he was fourteen, a nail he hammered in the wall could no longer support the weight of his rejection slips. So he replaced the nail with the spike and kept on working.
Now, I’m not saying you need to pin up your cold call rejections, but embracing the rejections is all a part of the process. In fact, it’s the only guarantee the process provides.
Why not find a way to celebrate that?
Maybe set a goal for the number of rejections in a session. Do that, and you may find yourself looking forward to hitting your new target and picking up your phone with a renewed sense of purpose.
To be clear, I’m not recommending that you aim for failure here. But too often our society frowns on failure or the pains of a work in progress — which is exactly what a cold call is.
As we grow, failure and rejection is inevitable, and in order to be successful, we need to grow thick skin. Success is only possible after we’ve failed. Once we’ve overcome that taboo, it’s easier to find motivation to do the thing that’ll likely result in some sort of rejection or failure.
But of course, at the end of the day, we want as many of your calls to be as successful as possible. In order to do that, you need to make sure you’re prepared.
And what better way to prepare than to craft your own cold call template?
Check out the link in the description below and you’ll find a way for you to create your own cold calling script that’s personalized to you and your business.
So, that’s it! I hope you got something out of this video. And if you did, go ahead and give it a thumbs up and maybe a share so that others can see it too. Also, don’t forget to subscribe to our channel and ring the bell so that you’re notified whenever we post new videos and while you’re at it, check out these videos too!
We’ll see you next time around!