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Mistake #2: Be confident they should buy your product or service
In the old cold calling mindset, you’re taught to focus on the sale and be completely confident that what you’re offering is something the other person should buy.
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The problem with this approach is that you haven’t asked them to determine this along with you. So think about it – in the old mindset, you’re really deciding for someone else what’s good for them. I know this isn’t intended, but that’s exactly what comes across to your prospects.
So rather than being full of confidence and enthusiasm, stop for a minute and think about the other individual. Relax into a real conversation instead of moving into a persuasive strategy or sales pitch. Put yourself in their shoes and invite them to explore along with you whether what you have to offer is a match for them.
Others really can distinguish the difference. You’re inviting them to see if you might be able to help them solve a problem. This makes for a much better connection right at the beginning, and you’ll get that immediate rejection reaction much less.
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Mistake #3: When someone brings up an objection, try to overcome it
You know, one of the reasons cold calling is so difficult is that sometimes you may not be very familiar with the other person and their business. When you make that first call, you don’t know very much about their issues, problems, budget, and time constraints.
Chances are, not everyone is going to benefit by your product or service.
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So realistically, your company or product isn’t going to be a match for everyone. And yet, when someone brings up an objection ("we don’t have the budget for that," etc.), the old cold calling mindset trains you to "overcome," "bypass," or "override."