How Not to Freeze up on Those Cold Calls By Ginger Stuckemeyer Cold calls are frequently the life blood of any business and/or career transitioner. Often, as business people and/or career transitioners, cold call, or even warm leads, strikes fear into our very being. It ranks right up there with the terror that accompanies public speaking. We can sit for hours finding things to keep us too busy to pick up that phone and make that call. It′s scary to call people we haven′t met, especially if we want something special to result from the call. Our minds go into warp drive creating scenarios that paralyze us with fear. Will I get through to them? If I do, what should I say? Will they think I sound dumb? What if I start to stumble over my words and make a total fool of myself? Will I say something that will give them a reason to "black ball" me? Will they hang up on me? And I′m sure you′ve thought of a few more. These calls can be less painful with a game plan. Jot down questions you might ask, information you might share. By consciously re-framing your perspective, cold calling becomes less of an ordeal. Try some or all of the Top Ten actions below. 1. Get a mirror. Put it where you can see yourself as you talk on the phone. Catch yourself smiling! The facial muscles that you use to smile actually give your normal voice an upbeat quality that comes through to the listener. 2. Scuttle all expectations. Leads may or may not turn into a solid prospect. This one call really isn′t life or death! Do the dialing and smiling. If you are turned down or turned off, I request that you don′t take it personally. You are not in control of how the person on the other end of the line chooses to respond to you. 3. Stop thinking of the call recipient as your "victim". You are calling to request and/or offer something of value. If you are selling a product or service, you are offering to provide a benefit to the listener. If you are seeking information, you are asking for help. Most people enjoy making their own lives easier and helping others. 4. Start thinking of your leads and referrals as resources. Think of the call as information sharing and gathering. 5. Be pleasant and chatty with the secretary, receptionist or whoever answers the phone initially. This "gatekeeper" often can make or break your ability to get to the person with whom you want to speak. It may take several calls before the gatekeeper to put you through, so you might as well be congenial. Write down his/her name and use it on each call. 6. Make it clear in your first sentence the reason for your call. "Joe over at ABC suggested that I give you a call about the latest trends in basket weaving. He tells me that you are particularly good at spotting trends early." 7. When you get through, ask permission. "Do you have about xx minutes that we could talk right now? No, let′s set up another time to talk. Would late this afternoon or Tuesday morning be better for you?" 8. Be prepared to share a piece of information. Plan in advance something that you can offer as a useful tidbit unrelated to the nature of your call. Perhaps you can relay a compliment or a extend congratulations or mention an article or book that might be of interest. 9. Lighten up. Make a game of it. Draw a chart with 100 boxes. Develop your own code -- a frowning face, a star, a question mark. When you complete he call fill in one of the boxes with the appropriate code and the person′s name. Make a design. Do your initials. Or get out your kids′ old CandyLand game. Start with three board pieces with each representing a different outcome. When you get through with a call, draw a card and move the playing piece that matches your outcome. Or make up your own ritual to please your playful child within. 10. Don′t give up. Challenge yourself to make an outrageous number of calls. (Most people not working in sales consider 5 to 8 calls per week plenty. They usually include uncompleted calls. Double that. Triple it.) Give yourself some bragging rights. Develop a host of "war stories" to share with others (names deleted, of course.) What was the most unusual piece of information someone gave you? The most outlandish excuse? The best tip? Go for it! You can do this!! | 
