If you have a lack of motivation when you’re cold calling, the prospect can tell! Don’t be fooled, it’s easy to sound unmotivated and thus uninterested when cold calling, and once you start your day in this rut, it's hard to escape!
Here are a few ways that you can get and stay motivated:
1. Break up the day! Don’t treat your cold calling as it is a marathon, something that is long, draining and tiring. Treat it as a sprint and split your day into one hour chunks. Get up at least once an hour and make yourself a cup of tea or coffee. This keeps you sharp and fresh. Most experts generally agree that you need to take your eyes away from your screen at least once an hour to stay sane! Cold calling is no different.
2. Set a goal, have something to work towards during your hours of intense activity. I would certainly not recommend that this is the number of dials. Although you need to have a number in mind, it's far more important to focus on having good quality conversations with prospects.
3. Schedule your cold calling. Sit down right now with your wall planner or calendar and decide when you are going to devote time to cold calling. In my publishing company we have dedicated new business days at least once a week to ensure the pipeline stays full.
4. Be Prepared, as any good Scout will tell you. Know what you want to say, and be prepared for the questions that may come back at you. By failing to be prepared you will almost certainly fail at the task, and nothing is more de-motivating than failing!
4. Fish where the fish are. Are there better times than others to reach your target market? Well, if your customers are pan-European or based in the Far East, then there is a better time to call, and that’s when you should be calling.
6. Use your CRM system to track results, and give yourself a pat on the back when you achieve something. Try to be success motivated rather than money motivated, after all, doesn’t success turn into Pounds, Shillings and pence at the end of the month?!
7. Avoid Interruption and have a clean desk. Nothing is worse than being interrupted whilst you’re cold calling. Don’t be afraid to ask people to come back later, or to go away! Your new business time is valuable, and nine times out of ten it can wait! Oh and by the way, having a tidy desk means you are organized and not interrupting yourself !
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But of course if cold calling is not your thing, why not call us here at Telemarketing Matters Ltd? We’re here to help, you can reach us on 01223 350 515.
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