Cold Calling Tips and Tricks at Your Fingertips

Get your biweekly dose of Cold Calling inspiration right here. 

I’ll cover topics ranging from what to say and what not to say all the way to making your potential client feel validated, how to form genuine connections, staying motivated when you’re dragging, studying speech patters and intonation, how to remain in control of the conversation and managing the gatekeeper.

Let’s get personal – Top Trick for Cold Calling

Let's get personal - Cold Calling Trick

Let’s say you’re about to make a cold call . You’ve done all the research on your prospect you possibly can, only to find a last name and nothing else. What do you do? Well, with a little secret I like to call the “Blackout Trick”, you’ll get past the gatekeeper and chatting to your prospect in no time.


Capitalize on Hesitation

In every negotiation, there comes a critical point when one person changes the flow and direction of the conversation. And, one of the most important skills you can develop is the ability to sense these opportunities and react positively to them. One of these opportunities is hesitation: the moment when someone ‘takes a step back’ […]


Marketing vs. Cold Calling

Many companies budget significant amounts of money for marketing – and so they should. It’s important, though, to remember the importance of face-to-face contact, and the absolute necessity of actively seeking out new business by approaching potential clients individually.

Why, you may ask? Surely a good marketing campaign is enough?


10 Killer Qualifying Questions to ask during a Cold Call

One of the key factors that set successful salespeople on the path to success is their habit of finding and talking to the right people. Very often, a salesperson will spend significant time and effort on a really well-presented call, only to be met with the classic: “I’ll have to pass this on to the […]


Set one goal today

It’s no secret that the world’s most successful people are masters at goal setting. In fact, one way to absolutely guarantee failure is to not have clearly defined and measurable goals. As a business owner, manager, or salesperson, I’m sure you already know a lot about goals and targets. And I’m sure you understand how […]


Getting over the fear: ‘I CAN’T COLD CALL!’

Doing business without cold calling is like winking at someone in the dark: it gives you a warm feeling, but nobody else knows what you’re doing. Contrary to popular opinion, the best form of advertising is relationship-based. You might have the hottest product on the market, and endless millions to spend on TV spots, but […]


The Power of Silence

One of the ‘biggies’ in the sales world is Kelley Robertson, whom I respect tremendously. He has been doing this a long time and is the esteemed author of Stop, Ask, Listen. Kelley published a blog post which I think holds incredible value, and I’d like to not only credit him but springboard it into some examples that I believe will be helpful to all of us.


He said “No.” Now what? Part II

As a Cold Caller, you are taught not to give up – it’s important to remember that when you get a “No.”

Last week, we broke down an objection into two parts – why your potential client is refusing, and what exactly he is refusing. As I mentioned, in Cold Calling, “No” doesn’t always mean “Never.” Today, we are going to take a look at the what and address how to overcome it..


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