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The guy who came in from the cold

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So you’ve got to hand it to them. The Red Cross do an awesome job both globally and locally. And the other day when they cold called for donations, my daughter (and boss) Julie wanted to give the guy a job. Because he was brilliant.

 

Cold calling is just about the world’s most terrifying part of being in sales. Up there with the fear of public speaking, most people would choose to do almost anything else if they could to avoid it. The fear of rejection is a huge thing. But this Red Cross guy, well he was all over it. Calling late one afternoon, he had Julie convinced he was one of our clients. Opening with a bit of general chit chat, Julie was primed to listen to what he said next. And of course he was after a donation. A donation to help fund a phone service where lonely people stuck at home get a daily call from a Red Cross volunteer. While a worthwhile cause, Julie responded by letting him know we have our own charitable arm. But he was ready for all the usual reasons why not and countered with some brilliant arguments that left Julie no where to go. ‘That’s okay, we can talk about your own individual contribution’. Following up with ideas of it being Julie’s Grandma stuck at home alone she just couldn’t say no.

 

So impressed by the brilliance of his call, Julie agreed to a donation.

And afterward wished she’d asked him if he wanted a job.

 

Cold calls are notoriously unpopular for both the caller and target. But there are ways to make the job so much more effective, leaving both parties with a good feeling. Stop thinking of them as cold calls for instance. Warm yourself up before you even begin. Smile, stretch and stand or sit in a power position. Get your own mindset set for success. Then pick up the phone and have a chat. Remember you’re talking to a person on the other end of the line. Imagine it’s a friend and your whole conversation changes for the better. Don’t script it. While it’s important to have some thoughts on what you want to say and how to counter objections, don’t just read it. Boring as bat shit and guaranteed to fail. And my favourite idea to counter the fear of rejection. Robert Smith suggests you lean into it. Set your target for ‘no’ responses rather than chasing the wins. As I see it, in chasing the ‘nos’ you’re under less pressure to get the ‘yes’s’ and guess what! You’ve overcome the fear and you’re enjoying yourself more which means you’re more likely to get the sale. It’s the law of reversed effect.

 

Cold calling tips aside, when was the last time you donated to a worthwhile cause? Or if finances don’t allow, how about lifting the spirits of someone you know by taking the time to call.

About Paul Blackburn

An internationally acclaimed author and leader in the human potential movement, Paul has instructed seminars for groups ranging in size from 6 to 600 and as a guest speaker has spoken to audiences of more than six thousand. He has taught in Australia, New Zealand, Great Britain and the US. Paul has appeared on talk back radio and television shows including Getaway; A Current Affair and The Midday Show. Paul has a tremendous educational message. He knows how to teach and motivate people to be more effective in every aspect of their lives. Due to his reputation as a world class presenter, the Adult Education Faculty of the Australian National University conducted a study of one of Paul's public seminars with a view to gain greater insights into their own teaching strategies. Paul has survived aggressive cancer, and successfully built four businesses, a strong marriage and a loving family. According to his wife Mary, Paul's strive for improving himself and helping others comes from "his love of life and his incredible love for his family in particular but people in general". She says he is committed to making a difference in the world, whatever it takes. And he does. Paul has a great ability to spark interest and inspire people from all walks of life. In the words of one of his students: "It is not possible to participate in one of Paul's seminars and resist change. Paul has the ability to inspire even the most negative person to change their life for the better." Time with Paul Blackburn may be all it takes to get a shift in thinking big enough to cause a life changing experience. His down-to-earth style is your guarantee that you will be hearing no nonsense, workable solutions to the difficult questions in life.

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