To cold call or not to call?
I had a dream, to never have to cold call.
I achieved that dream.
I don't know when exactly it happpened, but it just did.
One day, I just wasn't.
It kinda creeped up on me.
I'm not going to lie, I didn't shed a tear.
But the story isn't about not having to cold call - as wonderful as that story is - No. It's a story about what it took to get to the point where I didn't have to cold call.
There's a simple rule in life, when you get really good at something, you no longer NEED to do it.
That doesn't mean you don't WANT to do it.
That was my journey.
The day I had become really good at cold calling, would be the day I would no longer need to do it because I will have by then built a successful business, one that didn't require me prospecting daily.
๐ช๐ต๐ฎ๐ ๐ฑ๐ถ๐ฑ ๐ ๐ฑ๐ผ ๐๐ผ ๐ฎ๐ฐ๐ต๐ถ๐ฒ๐๐ฒ ๐๐ต๐ถ๐?
ย 1. Accept that I had to prospect daily.
ย 2. Measured what mattered. (Dials, call length - even meetings - didn't count as KPIs) all that mattered were conversations at decision maker level daily, regardless of the outcome.
ย 3. Accepting that 90% of calls would go nowhere.
ย 4. Committed to a MINIMUM number of decision maker coversations per day - once achieved, regardless of outcomes, I would finish.
ย 5. I kept a diary of my calls - making notes on what worked and what didn't.
ย 6. I had every objection/question/statement, that I could predict a prospect could say written out on the wall in front of me, and under each one I had at least 6 different response questions.
ย 7. I developed a pitch and structure that meant only what I fixed was rejected - never me, my skills or my business - 100% required to maintain emotional detachment.
ย 8. I spent hours practising better ways to ask questions. (I can't push this enough!)
ย 9. I memorised, role played and practised my conversations with myself all the time - I played both parts (I could be surprisingly mean as a prospect).
10. I made a list of 3 things I wanted to achieve every day on my calls. Each being a specific part of the call that had to be perfected. i.e 3 x perfect pattern interrupts OR ask a specific question several times OR try a new response to an objection I had never tried.
11. I would keep a tally of what I did in No.10. If I did everything I said I would, but got no meeetings - I was still satisfied - I did what I set out to do. The compounding impact is greater than the momentary wins!!!
12. I always knew one day, I would never HAVE to do it again, and that was more motivation than anything!
I DON'T HAVE to cold call - but I CHOOSE too.
I choose to because, like all skills, if not practicsed, they become stale.
I teach this stuff,
I doย this stuff.
I love this stuff.
I also wanna help for FREE (occasionally) so if you sign up to my 2 Free Crash Courses you'll also be allowed to join my next fortnightly LIVE Q&A sessions, exclusively for my Sales Matrix Platform subscribers.