Cold Call Courage

about

36 Years of Cold Calling Experience

Beginning as a commercial real estate agent in Chicago in 1984, I quickly realized my cold call productivity corresponded with how brave I considered myself on a particular day - and this was a problem. Rather than enthusiastic and optimistic, I was concerned and cautious. My future in sales depended on my being able to cold call - I needed to acquire new skills.

No "Ivory Tower" Theories

Instead of focusing primarily on the technical aspects of cold calling, over the years I've identified a particular set of skills that promote the ongoing solicitation of new business. This is not "ivory tower" theory - this is a cold call methodology that has been effective for more than three decades.

Mindset

Gatekeeper strategies, effective scripts, voice mail messages - are all important. Though unless a salesperson is able to make calls on a consistent basis, the best scripts and gatekeeper strategies will be of little value. Solicitation of new business requires the adaptation of skills that allow for an effective cold calling mindset.

Frequently asked questions

Please feel free to submit questions - click on the "GET STARTED TODAY" button below.

Is Cold Calling Dead in the Internet Age?

I've utilized and benefited from Google ad words. However, ads on the internet have become very expensive and far less effective in recent years. Most importantly, you have no way of knowing if your prospects will notice your efforts on the internet to gain their attention . Cold calling is the most dependable way to "discover" new prospects (and successful sales people know this).

What is the most credible indication a salesperson wants to improve their cold calling abilities?

A willingness to be accountable and measured for improvement by another person is often the most credible indicator a salesperson is sincere in their wanting to improve their cold calling capabilities.

Are lessons necessary for being a courageous and successful cold caller?

Similar to the development of most every skill, "trial and error" is helpful. However, learning from another persons experience will surely compress time and significantly shorten how long it will take to master and become proficient at the new skill. And this is certainly true for cold calling.