Do you dream of how much better your business could be but just can't bring yourself to pick up the phone?
You're not alone. Here are 5 tips to make it easier.
Tip 1: Change the name
I'm not kidding. Do the words "cold calls" send a chill up your spine? It's no wonder. Whoever created that term didn't know what they were doing. So, change the term, because it's not right. The people you'll be calling are leads.
Tip 2: Be in the right mindset
Are you calling to sell something? If so, put down the phone and start again. No, you are actually calling to GIVE something and that is your time and expertise. Would you be scared if you had a gift you wanted to give someone? That would be unlikely. Be in the mindset that you have a gift and you are offering to share it.
Tip 3: Use a permission based approach
Use this script as a template to make your own direct response calls. For example," My name is ____________ and I’m part of a real estate team in your neighborhood. I have some news about the value of the properties in your neighborhood. If you have 30 seconds, I'd like to share the news….."
Tip 4: Get excited about the relationships you'll make
If you approach this in a permission based way, people will be much more open and friendly to you. Don’t think abbout occasional rude person at the other end of the line, focus instead on what you want. Most likely what you want is to make some connections with a person, in which you can follow up, convert them in prospective clients and then convert them into transactions. Let yourself feel how good it's going to feel to close those deals. Pat yourself on the back because it all started with the courage it took to make direct response calls.
Tip 5: Remember to reframe a "no" into a "yes"
What do I mean? First of all a "no" does not mean that you are being rejected. Neither does it mean that your service is being rejected. What it means is "No, not now."
Secondly, do you realize that every "no" brings you one step closer to your "yes"? It's a numbers game and you need a certain number of "no's" to get a "yes". Just remember do not take it personally.
It IS all about attitude. If you are sold on yourself and your service and you convey that with pride and enthusiasm, the other person will be glad you called. They may even become a client. It pays to know that you are valuable and what you have to offer is equally valuable.