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The Cold Hard Facts About Cold Calling

The Cold Hard Facts About Cold Calling

Truth be told, sales is one of the hardest careers to master. Natural charisma and extroversion will only take you so far. If you want to succeed, one must constantly develop their sales skills. It is a constant tug of war between oneself to push forward past the incognito, past the potential rejection (which is often), and past the common phrase, “No, not interested”.

Take it from me, sales is all I really know. I come from a long line of natural-born sales people. My father, my mother, my brother, and my sister are sales professionals, all of them and they are great ones at that. I guess one might say it is in our blood, yet, as anyone in sales will tell you, it takes more than that. Sales is a craft that is perfected only by hours and hours of working on it.

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Cold Calling In Sales

One of the most difficult aspects of sales is the “cold call”. I learned this quite early in my sales career and it really does not get any easier, you just get better and more comfortable with it. Like many things in life, it is all a matter of perception. I used to dread cold calling. It was incredibly daunting, and it made up 90% of what I do! I have always been in a “huntress role” thus, I am constantly in positions where I have to drum up new business. Call lists, drop-ins, networking, and new connections is what I do. I used many different approaches, in many different ways, in a few different roles thousands of times. I have failed, succeeded, lost, and triumphed through the years yet still, no matter how many times I cold called, I could not shake that sinking feeling I had in the pit of my stomach. Although, I fought and pushed through it time and time again, when I stopped to think about it, well, I dreaded it! Then one day, not so long ago, something changed.

Cold Calling Is About Perception

It was my perception. All this time I had been looking at the cold calling aspect of my profession through the wrong lens. My come to Jesus moment is tattooed in my brain, and it went down exactly like this: my little daughter was very nervous about going to summer camp. She had been to camp before, but this was a new camp. She did not know anyone and none of her school friends would be there. She was going in cold. Right away, I sprang into motion because I could relate to her apprehension and her situation so well. As I started my pep talk on how to go right up to people and make new friends, I stopped and looked at her little serious face as she swallowed the lump in her throat and said to me, “But Mommy…they are strangers.” To which I simply replied: “Strangers are just friends we haven’t met yet.”

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And that was it. It dawned on me. If I looked at everything like that with my cold calls, whether in person and or on the phone, my dread and fear would go away! It’s just a causal conversation with a new potential friend. My daughter smiled at me, and as we walked into the camp, she hugged me and said, “I’m going to meet some new friends.”

Important Truths About Cold Calling

It does not have to be that cold

It’s all about perception. Remember my come to Jesus moment? The moment I shifted my mental paradigm to think of people we don’t know as friends we are going to make instead of strangers, that was all it took. When you change your lens, you change your life.

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Don’t be so hard on yourself

I can write a book on this one! Be generous and gentle with yourself. Did one person pick up your call today after your 49th call of the day? That’s actually a win! Did you get one reply to the 32 emails you sent today? Congratulations! Don’t focus on the no’s and the non reply’s. Believe me, it’s counter-productive and will essentially kill your spirit. Celebrate the victories, big and small!

Be real and be yourself

When you think about it, really who else can you be? Be yourself. If you put on a mask or a fake persona, it just won’t come across as real. You will come across as uncomfortable and make whomever you are speaking with feel awkward. You do not need to be anyone but you. People deal with people they like and they can only like the real you. Have fun and enjoy the ride.

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Happy selling!

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Elisabeth Marmugi

Business woman, Domestic Engineer, Writer, and Entrepreneur

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Last Updated on August 20, 2018

Quit Your Job If You Don’t Like It, No Matter What

Quit Your Job If You Don’t Like It, No Matter What

Do you know that feeling? The one where you have to wake up to go to your boring 9-5 job to work with the same boring colleagues who don’t appreciate what you do.

I do, and that’s why I’ve decided to quit my job and follow my passion. This, however, requires a solid plan and some guts.

The one who perseveres doesn’t always win. Sometimes life has more to offer when you quit your current job. Yes, I know. It’s overwhelming and scary.

People who quit are often seen as ‘losers’. They say: “You should finish what you’ve started”.

I know like no other that quitting your job can be very stressful. A dozen questions come up when you’re thinking about quitting your job, most starting with: What if?

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“What if I don’t find a job I love and regret quitting my current job?”
“What if I can’t find another job and I get in debt because I can’t pay my bills?”
“What if my family and friends judge me and disapprove of the decisions I make?”
“What if I quit my job to pursue my dream, but I fail?

After all, if you admit to the truth of your surroundings, you’re forced to acknowledge that you’ve made a wrong decision by choosing your current job. But don’t forget that quitting certain things in life can be the path to your success!

One of my favorite quotes by Henry Ford:

If you always do what you’ve always done, you’ll always get what you’ve always got.

Everything takes energy

Everything you do in life takes energy. It takes energy to participate in your weekly activities. It takes energy to commute to work every day. It takes energy to organize your sister’s big wedding.

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Each of the responsibilities we have take a little bit of our energy. We only have a certain amount of energy a day, so we have to spend it wisely.  Same goes for our time. The only things we can’t buy in this world are time and energy. Yes, you could buy an energy drink, but will it feel the same as eight hours of sleep? Will it be as healthy?

The more stress there is in your life, the less focus you have. This will weaken your results.

Find something that is worth doing

Do you have to quit every time the going gets touch? Absolutely not! You should quit when you’ve put everything you’ve got into something, but don’t see a bright future in it.

When you do something you love and that has purpose in your life, you should push through and give everything you have.

I find star athletes very inspiring. They don’t quit till they step on that stage to receive their hard earned gold medal. From the start, they know how much work its going to take and what they have to sacrifice.

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When you do something you’re really passionate about, you’re not in a downward spiral. Before you even start you can already see the finish line. The more focus you have for something, the faster you’ll reach the finish.

It is definitely possible to spend your valuable time on something you love and earn money doing it. You just have to find out how — by doing enough research.

Other excuses I often hear are:

“But I have my wife and kids, who is going to pay the bills?”
“I don’t have time for that, I’m too busy with… stuff” (Like watching TV for 2 hours every day.)
“At least I get the same paycheck every month if I work for a boss.”
“Quitting my job is too much risk with this crisis.”

I understand those points. But if you’ve never tried it, you’ll never know how it could be. The fear of failure keeps people from stepping out of their comfort zone.

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I’ve heard many people say, “I work to let my children make their dream come true”. I think they should rephrase that sentence to: “I pursue my dreams — to inspire and show my children anything is possible.” 

Conclusion

Think carefully about what you spend your time on. Don’t waste it on things that don’t brighten your future. Instead, search for opportunities. And come up with a solid plan before you take any impulsive actions.

Only good things happen outside of your comfort zone.

Do you dare to quit your job for more success in life?

Featured photo credit: Unsplash via unsplash.com

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