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Simplifying Cold Calling: Just Get Inside the House!

By Cold Call Coach

For those of you who know me, I love using analogies and visual imagery in my training. I find that most people are like me in the sense that they are visual learners who process difficult concepts more readily if they have a visual image to work off of.

It is with that in mind that I share with you two sayings that I am quite fond of that I believe are very appropriate when it comes to successful cold calling. The first is this: “You’re not going to check a patient’s cholesterol level when you are giving him a blood transfusion.”

What that means to me is, before we can take a deep dive into nuance and specificity, let’s just ensure that the opportunity to do so stays alive. If the patient dies, he will have no cholesterol level to check. If we cannot stabilize the patient in the first place, nothing else is relevant moving forward.

My second favorite slogan is one that might be better known to my readers. Hockey legend Wayne Gretzky once said, “You miss 100% of the shots you don’t take.” We need to put ourselves in a position to succeed first before we can succeed.

Interpret both of these mantras however you desire, but I see plenty of parallels between the theses of these particular slogans and effective cold calling techniques.

I do not believe that cold calling should be used to sell a service, product, or other offering on the phone. Yes, you can complete a transaction via a cold call from time to time, just like a blind squirrel can miraculously stumble across a nut once in awhile, as well.

Luck and random coincidence aside, to get very good at cold calling with impeccable consistency, you must modify your approach and your style to witness the types of results you desire.

I believe the purpose of a cold call is simply to get dedicated time with the individual whose audience you are seeking, whether that is an in-person meeting, follow-up phone conversation, online meeting, or some other version of dedicated time.

I always assume going into every single cold call that I make that the prospect is busy, was not expecting, nor is interested, in my call, and probably has a thousand other things on his or her mind at the present time.

I am increasing my odds of success if I can, in short order, pique curiosity, create urgency, and impress upon them a profound value add proposition that will get me dedicated time where I can have the prospect’s full attention and interest.

Basically, I use cold calling to just get inside the house. Once I get inside the house, I can become a known commodity, gather incredible individual and organizational intelligence, get an advocate or two within the confines of the house, and start the process of delivering a profound value add proposition that will set me up for future success.

Once I am in the house, all bets are off! This is where the first slogan of mine comes into play. Keep the patient alive and then focus on the other aspects of his health. If he dies, nothing will be available to us moving forward. If you cannot get inside the house, it does not matter what you do, the organization you represent, the importance of the services you provide, or how amazingly talented you are. Nothing will ever come next if you cannot first get inside the house. That should be your sole and only focus of the initial cold call!

Most people fail to cold call because they over complicate the process. They don’t know what to say on the phone, who to ask for, what the needs of the organization may be, or how to overcome any objections that might be sent their way.

Accordingly, convincing themselves that it really matters, they spend weeks and months researching organizations, stalking people on LinkedIn, reading every single page on the company’s website, and memorizing mission statements and Annual Reports.

By the time all of that has taken place, priorities change, events occur, and other opportunities arise where attention is diverted elsewhere and nothing ever happens.

These are the same people who wonder why they are not making as much money as more successful people in their industry. They wonder why they get passed up for promotions or why life just doesn’t seem to go their way as often as they would like.

As The Great One so articulately stated, “You miss 100% of the shots you do not take.” If you do not pick up the phone, you will never get in the house. If you busy yourself with work that you think is important, but eventually never sets up your opportunity for dedicated face time, you will forever miss out on potential opportunities.

Knowing your ideal customer and client are important, of course, but much of the information that you seek can be gleaned from somebody inside the confines of the business by asking him or her in person after you schedule the appointment. My clients have a ridiculously high cold call success rate because they know their priorities and they simplify the process.

They know that the most important step to closing business is simply to get inside the house. Once inside the house, all bets are off!

They can gain the intelligence they need during the meeting. They can educate on who they are and what they do during the meeting. They can start to cultivate the prospect during the meeting. They can set themselves up for future business during the meeting.

By the time you finally get around to doing all of the pre-call research, mustering up the courage to pick up the phone, asking for the right person to speak with, and practicing what you are going to say to get the appointment, you will have missed out on closing the business because one of my clients already beat you to it.

Simplify the process, bring clarity and focus to the really important objectives, and you will accomplish great things via cold calling.

Want the keys to the house? Give me a call today at 414-313-8338 and let’s get to work!

Filed Under: Anouncement, News

Testimonials

“Incredible! Fantastic!! Cutting Edge Material!!!”  

Peter H.W. Melms, Preplanning Specialist,
Washburn-McReavy Funeral Chapels
Here is his LinkedIn URL: https://www.linkedin.com/in/peter-melms-692aa91b
Peter H.W. Melms
Attending one of Paul’s seminars was one of the most beneficial experiences I have had within my educational and professional career. You will regret not signing up!
Joe Pillizzi
Paul’s training was insightful and well worth the time. Paul is a great presenter and keeps you engaged. I left with information that has helped make cold calling more successful for me.”
Lisa Pecora
Paul is a well­spoken, direct, and impressive individual ­ His seminar and unique approach to cold calling will give you a different perspective that you can apply to your strategy immediately. I would recommend Paul’s seminar to any sales person out there, it will be worth your time!
Mark Petersen
“Normally I’m skeptical when it comes to online “self-improvement” advertisements. However, after doing some research I felt Paul presented himself in a manner that I trust. His work is praised by many and I’m attracted to genuine people. The cost of his psychology of cold calling course is well worth the investment…it’s a no-brainer!”  

Adam Berndt, Sales Manager, Fine Tune
Here is Adam’s LinkedIn URL: https://www.linkedin.com/in/adam-berndt-open-networker-7b67b547… Read more
Adam Berndt
Paul’s approach is as innovative as it is effective. Based on what I heard from him and the reactions I received from the individuals I invited, I have no doubt that people who hire him will get FAR MORE than their money’s worth.
Timothy Stewart
Paul has such a unique yet simple approach that will forever change the way you prospect. I would absolutely recommend attending one of his seminars!
Daniel Mayer
No matter the industry Paul M. Neuberger seminars will give you confidence that cold calling is not a thing of the past and that there is SUCCESS and GROWTH in cold calling once you have the tools to do it efficient and effective. I am a believer now that cold calling is not a thing of the past.
Judy Huebner
If you get a chance to train with Paul I say run don’t walk to the session. It is invaluable and will change the way you cold call. 
Kevin DavenportSenior Vice President of Powerteam
Paul gives great tips and techniques to conduct a successful cold call. He also re­adjusts your perception on cold calling through personal stories and examples helping you get excited to get going with what you learn. Highly recommend.
Lucas Robak

TESTIMONIALS

Steven J. Wheeler

Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting...
Cold Call Coach
2019-05-01T13:58:19-05:00
Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting in San Diego. I really enjoyed your presentation, and most of all the delivery. Just wanted to tell you how much I enjoyed your talk."
https://coldcallcoach.net/testimonials/steven-j-wheeler/

Tami Bergman

Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold...
Cold Call Coach
2018-10-04T15:16:09-05:00
Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold Call approach! I really feel like this is going to change the way that I view cold calling forever. Your approach has been very effective for me, and I will continue to use it. Thanks again for all your assistance!"
https://coldcallcoach.net/testimonials/tami-bergman/

Joe Bellante

Owner / Sand Castle Field Services "Outstanding webinar today! Most of our management team joined us in the conference room....
Cold Call Coach
2018-11-06T17:20:31-05:00
Owner / Sand Castle Field Services "Outstanding webinar today! Most of our management team joined us in the conference room. I could tell from their facial expressions that you were challenging them to think. Nice job!"
https://coldcallcoach.net/testimonials/joe-bellante/

Joel Johnson

Business Development / Wellsource "Hey Paul! Earnest Cold Call Coach participant Joel Johnson here. I wanted to let you know...
Cold Call Coach
2018-11-29T16:47:05-05:00
Business Development / Wellsource "Hey Paul! Earnest Cold Call Coach participant Joel Johnson here. I wanted to let you know that I have found your cold call methods quite productive. Thanks for everything!"
https://coldcallcoach.net/testimonials/joel-johnson/

Meggan Mulkey

Sales Director / Designs in Marble "Hello Paul! I had attended your presentation on Instantaneous Differentiation at the NARI Expo...
Cold Call Coach
2018-11-29T16:48:07-05:00
Sales Director / Designs in Marble "Hello Paul! I had attended your presentation on Instantaneous Differentiation at the NARI Expo at Potawatomi. It was fabulous!! Really, it was the highlight of my day."
https://coldcallcoach.net/testimonials/meggan-mulkey/
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Phone: 414.313.8338
Location: Menomonee Falls, WI

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