In the movie, If a Man Answers, Sandra Dee devises a plan where her mother calls her house every night then hangs up when her husband answers. This, along with the long stem roses that Sandra sends to herself, results in her husband becoming mad with envy and thus gives his undivided attention to his little wife whom he fears losing.
When people refer to “Cold Calls”, they are usually talking about auto insurance companies or political campaigners. I believe that Cold Calling is a skill set that is required for nearly every area of life.
Picture yourself, you’ve called your crush and now hear her voice on the other end of the line. Suddenly you realize that you have no idea what to say and hang up. As you kick yourself for being such a chicken, your crush is lost as to what just happened and is now blocking your number.
Whether or not you have been in such a position before, we can all relate to the fear of having to call someone.
I have good news for you. Just as the witty Sandra Dee, you too can harness the power of Cold Calls.
Step 1: Cool Your Nerves.
Having a cool head on your shoulders is key when making a call to anyone.
Next time your hands start to sweat, you get the chills, your tongue swells, and you lose all ability to speak, try these tricks to calm your nerves.
- Take a deep breath for 6 seconds, hold it for 2, then let it out for 7.
- Power pose. To do this, reach your arms out to your side and lean your head back.
- Chew gum. But please, not too loud.
Beyond these physical actions, there are a few mental techniques you can use as well.
- Remember that you are equal to the person you are calling. This is simply a conversation between two human beings.
- Believe in what your product and allow your passion to lead.
- Don’t make this a bigger deal than it is.
Step 2. The Actual Call
There are two main points you need to cover in your Cold Call. First, who you are, and second, why they should care.
The best way to go about introducing yourself is by making it clear that you are not a stranger. This can be accomplished by stating that you both have a mutual acquaintance, you’ve gone to the same event, share the same interest, or even that you have met briefly in person.
Secondly, convince them that you have something worth listening to. This should take less than 30 seconds.
- What exactly is your product, service, or concept that you are promoting?
- Explain how you can solve a problem or pain in their life.
- Finally, ask them what they think and listen.
Let’s say that you were asking your crush out. If you were to use these steps it would go something like this –
“Hey Sally, this is James. You know the guy who keeps looking at you during math class. Ya, that’s me. I heard you talking about that movie and thought I might help you out by buying you a ticket, maybe some popcorn, and who knows, I could even provide a shoulder for you to cry on when it gets to the sad parts. What do you think?”
There you have it. The next time you make a Cold Call, If a Man Answers….. you won’t have to hang up.
A huge shout out to Joshua D. Fischer, VP of Acquisitions at Go Realty/Birgo Capital, a Pittsburgh based Private Equity Real Estate fund.
And to Praxis for hosting Joshua D. Fisher for their workshop on the Art of Sales and Cold Calls. If you are a creative, independent thinker who wants to get a jump start on their career without hopping through the hoops and political agendas of a dying degree, I strongly recommend checking them out.