Feeling nervous before you make a call? Have you become an expert at creative avoidance? An introvert never looks forward to cold calling; yet it’s required for a successful career in selling.
Fortunately, there are some simple cold calling practices that as an introvert, you can use to become more comfortable, less fearful and enjoy the positive results you desire!
Effective cold calling techniques for introverts:
- Recognize your anxiety. Even professional athletes psych themselves up, put on their game face and focus only on desired results.
- Be prepared. An introvert is always well prepared and knows exactly how each prospect can benefit from doing business with you, how your company and products can improve their operations or bottom line. Talk with current customers to learn how they’ve benefited to get ideas and examples.
- Assume prospects are interested. Unless you’re merely opening the phone book and blindly selecting numbers to call, you’re making appropriate contacts. They just haven’t met your company or products yet, so it’s a teaching opportunity for you.
- Anticipate objections and prepare your answers. You can be a hero by helping resolve problems or allaying concerns about pricing, budget, timing, usage, etc.
- Pretend you’re speaking face-to-face. An introvert excels in one-on-one meetings.
- Speak normally. Know the points you want to make, but let your personality show. People buy from other people, and they prefer to do business with people they like.
- Stand up because your voice will sound better and you’ll be less tense.
Don’t overdo it and don’t try to mimic an extrovert.
Set yourself up for success, by scheduling short cold calling sessions – ten calls or 15 minutes — and rewarding yourself following each session. Rewards should be something you like, such as calling one of your best customers to check in, reading for a few minutes (limit the time) about sales tips or market trends, even tapping into a short podcast or video.
Short sessions and constant rewards, make cold calling slightly more manageable. Focus on the positive because it energizes you for the next round of calls. Get up and move around between sessions, too, because stretching improves blood flow to your body and your mind.
These cold-calling techniques for introverts can improve your results. And remember, cold calling is not a goal. It’s the first step in a winnowing process, so naturally you’ll find some “chaff” along the way. But with every call, you’re expanding awareness of your company’s brand and products, and you’ve introduced yourself, so you’re no longer a complete stranger. You’ve planted a seed that one day might grow into a customer.
Use the strengths of sales introverts to make in-roads where many of the best traditional salespeople can’t often break through.
About the Author:
Alen Mayer has over 20 years of experience in international sales and business development with the persuasion, psychology and magic of NLP. He’s a newly appointed President of the Sales Association Ontario Chapter and President of the International Association of NLP Sales Professionals; one of the Top 25 Sales Influencers for 2012, as voted as #2 of the Most Influential People in Sales Lead Management in 2013, published author of 4 sales titles, Certified NLP Trainer, Licensed Business Success Coach, and Certified Sales Professional. Alen Mayer helps sales leaders enlarge their sales circles and tap into their team members’ individual strengths to increase sales results. He works closely with companies to create a tailor-made, irresistible language for introverted clients.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.