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😱 Cold Call Reluctance
What is Cold Call Reluctance
The absolute best cold callers will typically have a 10% close rate.
One out of ten calls will be successful.
Which means 9 nos to get to a yes.
The average is 1 to 2%, one positive outcome out of 50 to 100.
Good cold callers typically range in the 5%+, one out of 20.
Why all the math?
I want to help you realise it’s a ton of rejection to face daily.
Rejections are emotional pain, and they sting harder than punches, literally.
Bad news: you’ll never completely get rid of this fear.
Good news: you’re not completely helpless.
Cheatsheets
Here are a few tips for dealing with Cold Call Reluctance:
As well as fear of rejection:
The Incremental System
Most people set goals which are too ambitious.
The most important thing is to build a routine and a strong habit.
Here’s a simple but effective 4-week formula:
Week 1, Day 1:
- Focus on having at least 3 conversations; forget the quality.
- Listen to calls to see how it went.
Day 2:
- Focus again on 3 conversations but work on a better quality.
- Call listening
Day 3-5:
- Keep the 3 conversations, but improve openers, objections, etc.
- Call listening
Week 2:
- Move to 5 conversations, maintaining the quality.
- Add 1 conversation per day, keeping the rest unvaried.
- Call listening 2-3 times per week.
Week 3:
- Your target is now 10 conversations per day.
- Call listening to spot further areas of improvement
Week 4:
- You’re now ready to improve the quantity further
- You can arrange call listening when you struggle
You should now be booking at least 2 meetings per week, if not more 😉
The crucial part is now to cold call daily, and even on the busiest days have at least 5 conversations.
The longer you manage, the less afraid you will be.
Pre-Call Routine
Having a solid routine will get you in the mood.
Here’s mine:
- Roleplay online Opener and toughest objections with SecondBody
- Listen to 1-2 calls from the previous day
- Start calling every day at 10.30
- Call two hours without interruptions
- No mobile phone, no checking LinkedIn
- Soft classical music in the background
- If I’m particularly down, I’ll watch a motivational video from YouTube
A solid pre-call routine will tell your body and mind what will happen.
The stronger the habit, the higher the success.
Negative Targeting
Another way to defuse the fear is to target yourself for noes.
(Something I feel very strongly about because of the Road to 3,000 🥶📞 Rejections)
Instead of attaching yourself to the outcome of booking a meeting, you target a certain amount of rejections.
My target is to have at least 10 noes every working day.
However, they count only if:
- I tried at least two times to handle an objection
- I asked the one last question (see Objections Wiki)
- The prospect hangs up on me.
The advantage of this target is that you’ll cherish each rejection.
They’re getting you one step closer to a yes.
Videos
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