1. Make telephone calls
Few things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing.

2. Make a lot of telephone calls
If you have only one prospect to pursue, that prospect becomes overwhelmingly important. If you have hundreds of leads, no one prospect can make or break you. The more calls you make, the more success you will have.

3. Prepare
Prepare for cold calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service. And know the goal of your telephone call.

4. Practice
If you are new to cold calling or uncomfortable with cold calling, practice your pitch out loud. Role-play with friends or colleagues. Practice various sales scenarios. This way, you will not have to worry about what you are going to say. You will be prepared, and you can focus in on your prospect.

5. Start with less important leads
It will be good practice and less stressful. Once you feel more comfortable, start working on the more important leads.

6. Stay calm
You will, for the most part, be talking to people who will appreciate your call. If a prospect is rude, remember: This is not personal. They may just be having a bad day. Move on.

7. Your priorities and your prospects priorities are different
You want an immediate yes; your prospect may want to finish a report, finish a conversation, start their vacation Be very careful not to read negative or extra meaning into early conversations with your prospect or prospects secretary. If, for example, your prospects secretary says that your prospect is on the phone, in a meeting or out of the office, that does not translate to, My prospect knows that I am calling and is avoiding me.

8. Some things are out of your control
If a prospect does say no, ultimately, that is out of your controlbut what is within your control is continuing to prospect and continuing to make calls. It is also within your control to improve your cold calling skills, take seminars, read books or hire a coachthen, fewer prospects will say no.

9. Arlenes Game
The object of Arlenes game is to focus on rejection. The goal is to reach 100 points. You get 1 point for every rejection. Give yourself 1 point for every no answer. If your prospect says yes, thats a bonus! Focus on acquiring points. The more calls you make, the more points you acquire. When you reach 100You Win! Give yourself a prize!

10. Have fun
This is not life or deathits only a cold call. The fate of the world does not rest on you and your telephone. You will not destroy your company or ruin your life if a prospect says no. Loosen up, be creative, have some fun!

2004 Wendy Weiss